Senior Account Manager

Position Overview

This position is responsible for sales of Formerra distributed products in Singapore to drive sustainable and profitable growth. Duties include forecasting and achieving annual objectives for sales, margins and volume growth, pipeline opportunities building up for future years. Position is focused on developing new business in Singapore and securing business from prospective and existing accounts in an effort to meet sales objectives. 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 building relationships that ensure Formerra will continue to get the first and last look. Ability to function independently, being skilled at customer centric selling approaches and effectively selling the value of our products and services are also keys to success. This individual must have the ability to assist customers in problem solving on product issues. We are looking for candidates that bring energy, enthusiasm and professionalism to their daily routines. The preferred candidate will possess strong product knowledge and sales skills in plastics distribution/trading business, especially with the experience in Healthcare/Medical/Consumer/Electric/Packaging and Electronics/Transportation markets.

Location Requirement: This role is remote; however, applicants must be located within the territory (Singapore).

Essential Duties and Responsibilities:

• Establish and execute formal account plans
• Develop contact matrix and establish strong High-Wide-Deep relationships with key decision makers and project facilitators.
• Establish, track and close new business targets consistently with both short and long term growth objectives at designated accounts within the territory.
• Prospecting and cold calling
• Market development activities (OEM/Application selling where designated).
• Develop, execute and manage sales plans, sales budgets, and expense budgets.
• Negotiate pricing and contracts as needed.
• Deliver the planned results (AOP – Annual Operating Plan).
• Routine utilization of sales tools (Opportunity Scorecards, Sales Funnel, Account Plans, Visit Plan and Reports, Business Reviews, etc.).
• Key Account management, teamwork with global contacts
• Manage and grow relationships with local suppliers as well as develop new suppliers in assigned regions
• Adopting and executing Customer Centric Selling Skills

Key Competency Requirements:

• Accountable - Acts in the best interests of the company; demonstrates behavior aligned with the Formerra Code of Conducts; values and respects others; is reliable, consistent and a good role model.
• Pro-activeness - Demonstrates high levels of initiative and a sense of urgency and responsiveness; consistently achieves measurable results; takes accountability for actions.
• Adaptability - Reacts positively to change; demonstrates flexibility and adaptability; proactively pursues continual learning and improvement.
• Interpersonal Skills - Communicates effectively both verbally and in writing; listens effectively and clarifies information as needed; works well with others in a team environment across the organization knowing who to engage to achieve results.
• Problem Solving Skills - Effectively identifies problems by framing issues, leveraging data and ultimately developing and implementing solutions.
• Continuous Improvement & Process Focus - Actively engages in continually identifying ways to improve one’s self as well as the business and utilizes tools and processes to ensure consistent, reliable, high quality results.

Qualifications:

• Education Requirements:
  • Bachelor’s degree or above in polymer science or business trading or related areas.
• Experience Requirements:
  • Strong selling skills supported upon 10+ years of demonstrated accomplishments
• Knowledge, Skills, and Abilities:
  • Proficiency in job-related software products and an enterprise management data system
  • Excellent verbal skills – ability to speak clearly, confidently, and professionally both on the telephone and in-person.
  • Writing skills – ability to write clearly and succinctly, to adapt writing style to match the audience, and develop proposals.
  • Negotiation skills – ability to effectively manage conflicts, negotiate scope, timeline, pricing, and deliverables with customer to generate the sale and to ensure profitability
  • Language fluency in English, Chinese language skill is preferred.
  • Must be self-motivated, ambitious, team player with a persuasive and energetic personality

Work Environment:

• Physical & Social Setting:
  • Hybrid: A mix of office and remote work.
• Work Conditions:
  • Travel requirements (60% of travel required) mainly in Singapore, and occasionally in Malaysia and Thailand when needed.