Account Manager

Position Overview The Account Manager is a pivotal role within Formerra’s European sales organization, reporting directly to the UK Sales Manager. This position is responsible for forecasting and achieving annual targets related to sales, margins, and volume growth. The Account Manager will manage critical accounts, develop and execute sales strategies to attract new customers, and collaborate with channel partners and marketing to drive growth across a variety of products, technologies, and applications. A key aspect of the role involves building and maintaining strong relationships with customers and suppliers to enhance loyalty, revenue, and profitability. The ideal candidate will have a solid background in account management or technical sales, and will demonstrate excellent communication, negotiation, and relationship-building skills. Proficiency in Salesforce, Tableau, and SAP is essential. The role requires the ability to sell at all levels of management and maintain Formerra’s position as a preferred partner. Based in Northern UK, the Account Manager is expected to travel up to 60% weekly for face-to-face customer engagement. Additional sales and technical training will be provided to support success in the role. Essential Duties And Responsibilities

• Drive profitable revenue growth through strategic new business development initiatives.
• Achieve gross margin targets as a percentage of sales, aligned with company objectives.
• Execute a customer-centric sales approach using tools such as scorecards, business reviews, EVE tools, high/wide/deep strategies, 5 warning signs, prospecting techniques, and robust funnel development.
• Establish, track, and close new business opportunities consistent with long-term growth goals. Maintain accurate CRM data and sales statistics in accordance with company standards.
• Implement marketing programs and provide actionable feedback on resource needs and emerging market opportunities.
• Maintain and grow existing accounts while independently assessing customer needs and competitive dynamics.
• Conduct prospecting and cold calling to generate new leads and expand market presence.
• Develop and maintain account plans, building relationships across all levels of the customer’s organization and within Formerra.
• Contribute to the development of both short- and long-term business objectives, including monthly and annual sales forecasts and volume goals.
• Exercise sound judgment in selling activities, including product selection, customization, and competitive pricing strategies.
• Collaborate with channel partners to close business based on customer purchasing requirements.
• Represent the company at trade shows, conferences, and promotional events as needed.
• Provide regular updates to the Sales Manager through activity reports and communications.
• Act as a business consultant to customer leadership, offering strategic insights and recommending tailored Formerra products, pricing, and solutions.
• Recommend changes to Formerra’s product/service mix based on market feedback and competitive analysis.
• Collaborate with Technical, Customer Service, and Supply Chain teams to ensure customer satisfaction and fulfillment of requirements.
• Initiate and manage pricing negotiations to meet margin goals and support strategic account objectives.
• Contribute to and own the annual budget commitment, ensuring alignment with financial targets and business plans.
• Adhere to company policies including the Code of Conduct and expense reporting requirements.
• Own personal development and career growth through goal setting with alignment and support from your manager.
• Implement and drive a value-based selling approach throughout customer engagement to reinforce Formerra’s strategic value proposition.

Qualifications

• Education Requirements:

• Bachelor’s degree required, major in chemical engineering, polymer engineering, business or related field preferred.

• Experience Requirements:

• 7+ years of applicable polymer and/or technical sales, distribution, or related experience.
• Experience with CRM software, specifically Salesforce, preferred.

Work Environment

• Physical & Social Setting:

• Remote: Employees work from home or other locations using digital communication tools.

• Work Conditions:
• Travel Requirements : Frequent travel around Northern United Kingdom to support top accounts and developing new business at new accounts about 60% of time.

Skills and Competencies

• Customer Focus – Dedicated to meeting customer expectations and requirements.
• Results Driven – Holds self and others accountable for achieving performance objectives.
• Relationship Management – internal and external.
• Strong collaboration and influence skills.
• Innovation – Demonstrates creative thinking, fosters an environment that encourages out-of-box thinking and openness to new ideas.
• Business Acumen – understands business fundamentals.
• Analytical & Problem Solver – Analyzes situations and makes informed decisions with courage and conviction.
• Strong Communication Skills – written, verbal, active listening, influence, etc.
• Proficient in English – written & spoken.