Account Manager- Mid West

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Location:

Glen Rock, PA, US

Full Time

• Lead the commercial growth and business development strategy for an assigned geographic territory. Develop and execute a territory growth plan by strategically targeting new customers, expanding existing account relationships, and prioritizing opportunities that align with Adhesive Research’s long-term business objectives. Serve as the primary commercial leader for the territory by building trusted customer relationships, leveraging deep technical and application knowledge, and leading cross-functional teams to deliver differentiated solutions that drive sustainable, profitable growth and an exceptional customer experience.

• Owns the commercial performance and long-term growth strategy for an assigned geographic territory.
• Develop and execute a strategic territory business plan that aligns with AR’s growth priorities, target markets, and long-term business objectives.
• Proactively identify, target, and secure new business opportunities through strategic prospecting, market analysis, and relationship development.
• Grow and strengthen existing customer relationships by identifying new applications, expanding product adoption, and delivering value-driven commercial solutions.
• Develop a deep understanding of customer applications, manufacturing processes, market trends, and AR’s technologies to position differentiated solutions and create competitive advantage.
• Serve as the commercial “leader” for the assigned territory by coordinating and influencing cross-functional teams including Operations, Innovation, Market Development, Product Management, Quality, Supply Chain, Customer Service to deliver exceptional customer outcomes.
• Build trusted relationships with customer stakeholders across technical, operations, and executive leadership levels.
• Lead customer engagements including business reviews, technical presentations, pricing discussions, quotations, and commercial negotiations.
• Champion the voice of the customer by translating market insights into actionable business strategies, product development opportunities, and service improvements.
• Develop and maintain a robust opportunity pipeline and accurate sales forecast to achieve territory sales, profitability, and growth objectives.
• Work closely with Market Development and Product Management to monitor industry trends, competitive activity, and market dynamics to identify emerging opportunities and potential risks.
• Partner with the Innovation teams to support product evaluations, application development, customer qualifications, and scale-up activities for new development.
• Resolve customer challenges by leading cross-functional problem solving efforts and ensuring timely, effective communication and execution.
• Maintain accurate CRM documentation, sales reporting, forecasting, and territory performance metrics.
• Represent AR at customer meetings, industry conferences, trade shows, and other commercial events.
• Continuously evaluate territory potential, prioritize high-value opportunities, and allocate time and resources to maximize long-term profitable growth.
• Exercise sound business judgment in prioritizing customers, opportunities, and resource investments to maximize long-term value for both the customer and AR.
• Travel domestically as required to support customer relationships and business growth.

• Bachelor’s degree in a marketing, business, scientific or engineering discipline required; technical and/or mechanical aptitude preferred.
• Minimum of 3-5 years of progressive experience in technical sales, business development, or application engineering within the pressure-sensitive adhesive tapes, specialty materials, or a related technical industry.
• Demonstrated success identifying, developing, and closing new business opportunities while growing existing customer relationships.
• Strong technical aptitude with the ability to quickly develop expertise in AR’s products, applications, manufacturing processes, and…