Sales Account Mgr III - EPM

Position Summary

Parker Lord is seeking an experienced Sales Account Manager to join our EPM team. This position has the ability to be located out of a home office and will also require travel.

• Incumbent is responsible for managing existing sales and customers, being responsible for the development and growth of new and existing relationships at all levels of the specified customer’s organization including but not limiting to Supply Chain, Program Management and Technology/ Technical Leadership.
• Incumbent is also responsible for leading the identification, evaluation, and for capturing new business opportunities at specified customers for Parker Lord.
• Responsible for providing forecasted usage, ensuring that customer adheres to Parker Terms and Conditions, as well as for ensuring payment for services per agreement. Incumbent is also the primary point of contact between Parker Lord and customer. The individual is responsible for directing the actions Parker Lord takes to secure the customer and to ensure levels of customer satisfaction while meeting the profit margin goals per product and per account set from the global strategy.
• Individual is responsible for expanding the sales pipeline and for meeting sales goals at accounts while meeting sales growth projections set by our annual plans.
• Said Incumbent can also be assigned as a Global Key Account Manager that gives the individual overall responsibility lead on a key account or on a key growth market space with lead early adopters who are global players. This involves coordination across all the account managers for the customer, the coordination of the actions, to be the lead in negotiations with the customers, and to guide the team with regards to the management of said account.
  
  GKAMs are the main contact and coordination point between Parker Lord global sales and the customer.
• The EPM Account Manager reports to the USC EPM Sales Manager, who is responsible for the development and implementation of the different Sales plans, sales initiatives defined for each of the market segments assigned. The Account Manager collaborates in the consistent implementation and improvement of Customer Engagement Processes through proactive identification of needs and improvements in coordination with the customer service, logistics, finance, Technology and Technical Service departments in Parker Lord.
• The incumbent will support market growth goals by developing and maintaining excellent relationship with distributors, customers, commercial and government organizations that translate in long term businesses where Parker Lord provides value added solutions to the market.
• The incumbent collaborates with the Marketing Manager and the Sales Manager on identifying new or improved sales initiatives, marketing campaigns and distribution channels to reach the markets served by Parker Lord customers.

• Ability to travel as necessary (expected to be 50-70% overnight travel time on a weekly basis).
• Generate, manage, maintain market share, grow, and expand sales within the target area of business focus.
• Gather relevant information through interactions with customers, potential customers, distributors, development partners, industry representatives, consultants, and others as necessary.
• Develop new markets, engage in business development programs.
• Ensure that market/customer opportunities are translated into terms (product applications) which become meaningful targets for development.
• Develop and increase the Parker Lord leadership in the market through technical activities, process improvements, sustainability projects and process audits.
• Review and be aligned the price increase strategy in their accounts to keep targeted margins.
• Support market growth goals by developing and maintaining excellent relationship with customers, production and purchasing organizations.
• Increase the relationship with decision makers (Directors, Plant Managers etc.) and/or leadership at customers.
• Develop understanding in the Corporative, group and division initiatives and work along with the Sales Manager and Marketing Managers on identifying market niches in the region that can be developed.
• P…