Automotive Business Development Manager

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. **

General Summary**

The Automotive Business Development Manager is responsible for target build and closure through market development at Automotive OEMs. Accountability will center on margin and relationship building but will include prospecting, forecasting, achievement of sales objectives and directing activities across functional groups in support of account goals. 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. Being skilled at customer centric selling approaches and effectively selling the value of our products and services are also keys to success. Individual must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm and professionalism to their daily routines, and able to perform the function independently and effectively coach and direct personnel in marketing and other disciplines to achieve results. This individual will be able to influence effectively at the peer level, as well as with the next level of the organization, as a thought leader influencing cross functionally. Up to 75% travel is required primarily in the Detroit Michigan Area. **

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.

Develop account relationships, identify opportunities and capture the specification for Avient's products at strategic accounts within assigned geography or industry.

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.

Negotiate pricing and contracts to deliver value and growth.

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.

Establish individual performance standards, goals and objectives - measure and provide feedback.

Develop written Account Plans for strategic accounts including metrics to define annualized sales potential at each account.

Develop, execute and manage sales plans and budgets. Manage expenses and report in a timely fashion.

Manage strategic relationships, cultivate new alliances, and monitor competitive activity. , **

Education**

Bachelors Degree or equiv exp

Completed **

Experience**

Sales & Customer Service - Strategic Selling Discipline

7 Years

Sales & Customer Service - Cold Calling

7 Years

Cross Functional - Leadership Experience

5 Years

Sales & Customer Service - Commercial

7 Years

Sales & Customer Service - Tactical Sales Techniques

7 Years

Sales & Customer Service - Sales

7 Years **

Skills And Certifications**

Personal Skills - Self Confidence

Expert

Personal Skills - Negotiation Skills

Intermediate

Personal Skills - Assertive

Expert

Personal Skills - Self Motivated

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

Intermediate

Software Skills - SAP Business Warehouse

Intermediate

Personal Skills - Work on a Team

Intermediate

Personal Skills - Organizational Skllls

Intermediate

Software Skills - Microsoft PowerPoint

Intermediate

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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.

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.