Account Manager (Toronto area)

Avient Corporation Provides Specialized And Sustainable Material Solutions That Transform Customer Challenges Into Opportunities, Bringing New Products To Life For a Better World. Examples Include

• Dyneema®, the world’s strongest fiber™, enables unmatched levels of performance and protection for end-use applications, including ballistic personal protection, marine and sustainable infrastructure and outdoor sports
• Unique technologies that improve the recyclability of products and enable recycled content to be incorporated, thus advancing a more circular economy
• Light-weighting solutions that replace heavier traditional materials like metal, glass and wood, which can improve fuel efficiency in all modes of transportation and reduce carbon footprint
• Sustainable infrastructure solutions that increase energy efficiency, renewable energy, natural resource conservation and fiber optic / 5G network accessibility

Avient employs approximately 10,000 associates and is certified ACC Responsible Care®, a founding member of the Alliance to End Plastic Waste and certified Great Place to Work®. For more information, visit www.avient.com. **

Why Avient**

Avient Corporation is a world-class sustainable organization built on innovation, collaboration, and employee development. We are committed to providing a supportive and dynamic work environment where our diverse associates can grow and succeed, as well positively impacting our planet and the communities we serve. Our Great Place to Work culture, values, and benefits make Avient an employer of choice for top talent.

We believe diversity of ideas and backgrounds gives us the creativity to be successful in a rapidly changing world. In support of this, we stress equality of opportunity for all qualified individuals in accordance with applicable laws. Decisions on hiring, promotion, development, compensation or advancement are based solely on a person’s qualifications, abilities, experience and performance. **

General Summary**

The Account Manager is responsible for developing profitable growth. Primary focus will be development of potential target customers based on a specialization platform. Includes forecasting annual objectives for sales, margins and volume growth. Expectations include the ability to sell at all levels of management and build relationships that ensure Avient will continue to get the first and last look. Individual must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm and professionalism to their daily routines. This role requires the individual to perform the function independently with little to no direction and oversight, and effectively interact and influence at the managerial peer level. Up to 75% travel is required. **

Essential Duties And Responsibilities**

Essential Duties & Responsibilities

The Purpose Of The Sales Function Is To Deliver

• Profitable revenue growth, including robust new business development.
• Achieve stated gross margin targets as a percentage of sales.
• Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management.
• Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory.
• Develop contact matrix and establish strong relationships with key decision makers and project facilitators.
• Prospecting and cold calling.
• Develop, execute and manage sales plans, sales budgets, and expense budgets.
• Establish account development plans and network resources up, down and across both the customer’s organization and Avient.
• Deliver the planned results (AOP).
• Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry.
• Understand key players, applications, requirements, trends, and needs as well as Avient's potential and share within the targeted industry. Become an industry and product expert to leverage successes across the industry.
• Coordinate closely with regional sales teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts.
• Establish a linkage between the customer’s business strategy and Avient's capabilities.
• Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.
• Implement Avient's, pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to insure an acceptable return on Avient resources invested.
• Participate in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy.
• Develop written Account Plans for top three strategic accounts including metrics to define annualized sales potential at each account.
• Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
• Create and maintain CRM data and sales statistics as required.

Scope

Personnel: Individual contributor.

Sales Revenue: Territory specific **

Competencies**

Leader of Others - Drives Engagement

Talented

Leader of Others - Courage

Talented

Leader of Others - Values Differences

Talented

Leader of Others - Ensures Accountability

Talented

Leader of Others - Develops Talent

Talented

Leader of Others - Organizational Savvy

Talented **

Education**

Bachelors Degree or equiv exp

Completed **

Experience**

Sales & Customer Service - Strategic Selling Discipline

10+ Years

Sales & Customer Service - Cold Calling

5 Years

Cross Functional - Leadership Experience

7 Years

Sales & Customer Service - Account Management

7 Years

Sales & Customer Service - Tactical Sales Techniques

10+ Years

Sales & Customer Service - Large Account Management Skills

5 Years

Cross Functional - Managing Direct Reports

7 Years

Sales & Customer Service - Product Knowledge

10+ Years

Cross Functional - Process Improvement

7 Years

Cross Functional - Global Experience

5 Years

Sales & Customer Service - Sales

10+ Years

Cross Functional - Problem Solving Techniques

7 Years **

Skills And Certifications**

Personal Skills - Self Confidence

Intermediate

Personal Skills - Negotiation Skills

Expert

Personal Skills - Assertive

Expert

Personal Skills - Self Motivated

Intermediate **

Personal Skills - Training/Mentoring Others**

Intermediate

Personal Skills - Time/Priority Management

Intermediate

Personal Skills - Influence

Expert

Software Skills - Microsoft Outlook

Intermediate

Software Skills - Microsoft Word

Intermediate

Software Skills - Microsoft Excel

Intermediate

Personal Skills - Work Independently

Intermediate

Software Skills - SAP Business Warehouse

Intermediate

Personal Skills - Work on a Team

Intermediate

Personal Skills - Organizational Skllls

Expert

Software Skills - Microsoft PowerPoint

Intermediate **

Competencies**

Each position at Avient focuses on eight Core Competencies as a Leader of Self. Additionally, management positions focus on Leadership Competencies as a Leader of Others and/or a Leader of the Business. These competencies are designed to drive behavior that will ultimately help our associates excel at their current roles, while supporting individual and career development. **

Physical Demands**

The characteristics listed below are representative of the physical and environmental demands required by an individual to successfully perform the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• Requires standing and sitting for prolonged periods of time, talking and listening
• Typical work is in an office environment where the noise level is low to moderate
• Significant Travel to customers up to 75%

Environmental, Health, Safety, & Security (EHS&S) Requirements

• Avient integrates EHS&S into all aspects of our operations. Each position at Avient is responsible for complying with all applicable EHS&S requirements. Additionally, employees and management are responsible for reporting all EHS&S incidents immediately to ensure we keep EHS&S a priority within the organization.
• Security includes physical security and cyber security.

Avient Corporation is a drug free workplace. Avient is an equal opportunity employer. We maintain a policy of non-discrimination in providing equal employment to all qualified employees and candidates regardless of race, sex, sexual orientation, gender identity, age, color, religion, national origin, disability, genetic information, protected veteran’s status, or other legally protected classification in accordance with applicable federal, state and local law. ,