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Sales Account Manager AGA

Company Name:
DSM
For our Adhesives & Graphic Arts team, we are looking for a:
Sales Account Manager Adhesives & Graphic Arts
As Account Manager you manage the existing DCR business in Adhesives & Graphic Arts (AGA) encompassing Acrylic and Polyurethane based resins. You identify and develop short and long-term new business opportunities (projects). You understand the customers' needs and you prepare and agree on a consistent account strategy and approach (account plan) derived from the segment strategies. Main purpose of the position is to grow the business in line with our business strategy and to achieve the agreed sales/accounts objectives in the most profitable way.

To set up, coordinate & execute specific Accounts tactics & plans to realize pre-defined/agreed sales and overall customer relationship objectives, both for the short- and long term
Define and implement a strategic account plan. Translate into Financial profitability and goals both strategically and tactically and be accountable for top line profit
Contribute to develop the sales plan, both strategically and tactically
Monitor and coordinate the execution of the account plan, report on the basis of defined performance indicators and take corrective actions, in order to achieve the results
Build sustainable cross layer networks in the defined accounts by both direct engagement and by positioning key stakeholders to the right level in the account to speed up development and brick wall running business
Identify long term business opportunities with the account(s) and include these in the account strategy and plan
Define and Implement projects with focus on key products, processes and innovation, and decide on clear PMP structure and accountabilities
Monitor and benchmark competitive products, market requirements and competitive business strategies (competitive profiling) and incorporate benchmarking and competitive profiling in account and sales plans
Lead contract and price negotiations with the respective account(s) and ensure the conclusion of sales contracts and price levels within the agreed price volume targets.
Coordinate technical service or after sales service activities towards the account
Monitor the complaint process and ensure an appropriate complaint settlement with the account within the agreed timeline
Monitor the account's payment behavior and take action to ensure payment within the agreed payment terms
Contribute to develop the account strategy and sales plan(s) of the BG/BU
Execute the job within the applicable QESH structure and system, provide proposals for further enhancing the QESH structure and system and contribute to ensure a safe and healthy working place for employees
Develop, implement and manage a cost effective and efficient organization of the account, with clear stakeholder maps and governance structure, including working processes, and systems
Implement HR structures and systems in line with DSM and BG/BU guidelines and systems and manage, coach and motivate the team, in order to guarantee a motivated workforce that meets current and future requirements in terms of quality and quantity
Formulate, get approval and manage the yearly cost budget for the account(s), in order to have the right finances available
We are looking for a candidate with the following qualifications:
Bachelors degree in Chemistry or Chemical Engineering completed by Commercial or Marketing education.
5 years of relevant work experience in a comparable position.
Proven international business experience in the resins and/or coatings industry.
Enthusiastic, entrepreneurial, self-motivated and result oriented sales person.
Mother tongue is British, Finish or Swedish and you can speak fluently English.
You like to be innovative and creative in managing projects finding new business. In addition, it is imperative that you have good overall communication and social skills as well as excellent commercial skills.
Prepared to travel intensively (ca. 70%) in the area and to a certain extent through the rest of Europe, as is necessary for the business.
We offer a rewarding and challenging job with lots of opportunities for personal input, personal development in an open and pleasant atmosphere. Terms and conditions as well as fringe benefits and salary are up to market standards.

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