AdvanSix plays a critical role in global supply chains, innovating and delivering essential products for our customers in a wide variety of end markets and applications that touch people’s lives, such as building and construction, fertilizers, plastics, solvents, packaging, paints, coatings, adhesives, and electronics. Our reliable and sustainable supply of quality products emerges from the vertically integrated value chain of our three U.S. based manufacturing facilities. AdvanSix strives to deliver best-in-class customer experiences and differentiated products in the industries of nylon solutions, chemical intermediates, and plant nutrients, guided by our core values of Safety, Integrity, Accountability and Respect.
Please view a short video about our company here, AdvanSix Video. For more information on AdvanSix, please visit our website at https://www.advansix.com
Why work at AdvanSix?
• We provide benefits that are industry competitive and focused on employee well-being
• Total Rewards program includes a competitive compensation, health, dental, vision & wellness programs, paid vacation, 401K with company matching, health savings programs, disability & life insurance, employee assistance program
• Tuition reimbursement for continued education, certifications, training, and development
• Work within a fast paced and innovative company, meeting passionate colleagues and partners with diverse backgrounds and experiences
The Sales Manager, Strategic Customer Development’s objective is to drive growth through the consistent application of best practices, tools and processes designed to transform and optimize the selling strategies and structures. The candidate will be responsible for refining, codifying, and implementing sales and business development strategies for the top Fiber and Filament customers in the US to grow sales disproportionate to segment competitors.
Key Areas of Accountability
Customer Focus
- Cultivate dynamic customer relationships with strategic targeted accounts.
- Refine and update strategic key account plan for top accounts focused on prospecting, managing and growing market share.
- Identify and champion new customer and new market opportunities including sustainable solutions.
- Lead and collaborate on joint, customer-led innovation topics.
- Promote all product categories and innovative solutions as appropriate to meet customer need and grow organically.
- Coordinate quarterly business reviews/ overviews to educate the broader organization about our customers and market trends.
Targeted Outcomes
- Proactively assess business metrics and performance; confidently provide insights for improvement and offer innovative, robust and data driven solutions.
- Direct accountability for meeting sales targets and forecasting future sales plans.
- Responsible for monthly, quarterly, and annual forecasting of customer orders to ensure order to cash processes work efficiently and all customer orders are fulfilled.
- Manage ongoing base business and growth programs at customers including negotiation of regional volume, pricing, supply commitments, and contracts in alignment with the strategic key account plan.
- Manage pipeline of existing and new sales opportunities to deliver upon growth targets.
- Manage monthly pricing changes at the customer level ensuring forecasted sales revenues and operating income objectives are achieved.
- Utilize and fully leverage technology and digital tools to obtain, visualize and synthesize data to drive decision making.
Influence, Collaboration, and Communication
- Coach and develop talent; motivate and consistently make others better.
- Represent AdvanSix at industry meetings and conferences to promote company offerings and develop the prospect pipeline.
- Lead contract negotiations and renewals with support from finance team
- Establish and maintain influential relationships at all levels in the organization and get things done through building consensus with data driven recommendations to meet targets.
- Develop lateral influence to implement strategic key account plans and support achievement of goals and metrics.
- Establish relationships, communication, and engagement with sales leadership and salespeople across the organization.
- Collaborate with the finance team to develop monetization of value delivered as it relates to a project, new application, or competitive opportunity.
- Collaborate with the technology team to develop new product and new manufacturing process to address dynamic market need.
- Provide feedback to marketing and other supporting functions regarding market trends and other factors impacting sales.
Education / Qualifications
- BA/BS degree in a related field or equivalent experience
- MBA Preferred
- 10+ years’ experience in diverse B2B commercial roles
- 5+ years in a sales leadership role
Additional Skills/ Knowledge:
- Sales and marketing leadership experience and/or P&L ownership
- Leadership and lateral influence skills necessary
- Strong communication skills – written and oral
- Ability to commit to significant NA-based travel; especially in the first 12-18 months
- Practical experiences in leading change management and associated tools and practices
- Rigor in synthesizing diverse datasets to develop informed and strategic decision making for sales growth, salesforce deployment and account planning.
- Leadership impact and courage to be able to consult and challenge with the business leaders regarding their needs while addressing gaps and operational plans.
- Takes intelligent risks to drive momentum and can tackle ambiguity to convert to clear operating frameworks.
#LI-LR1
AdvanSix is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, veteran status, or any other protected classification.
To all agencies: Please, no phone calls or emails to any employee of AdvanSix about this opening. All resumes submitted by search firms/employment agencies to any employee at AdvanSix via-email, the internet or in any form and/or method will be deemed the sole property of AdvanSix, unless such search firms/employment agencies were engaged by AdvanSix for this position and a valid agreement with AdvanSix is in place. In the event a candidate who was submitted outside of the AdvanSix agency engagement process is hired, no fee or payment of any kind will be paid.