Account Manager

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Have the Opportunity to chart your own course, challenge yourself, and acquire new capabilities to build a rewarding and fulfilling career. We reward employees with competitive pay and incentives to recognize skills, competencies, and contributions to business results.

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Role Description:

The Account Manager – New Business Development (AM-NBD) sells and promotes DuPont MOLYKOTE® lubricants to End Users and distributors. This will be accomplished by developing and executing robust account and distributor plans to include corporate, platform, business, marketing, and product-level initiatives, achieving new sales, and adding new accounts. Transportation xEV market space and Consumer Electronics will be the initial focus areas – west coast location is a plus.

The Account Manager – NBD will execute the Sales Process – Awareness, Preference, Purchase, and Loyalty at existing and new accounts. They are responsible for maintaining and growing a pipeline of new opportunities with expected commercialization, exceeding short-term and longer-term growth objectives.

They will partner with Marketing and lead the implementation of marketing initiatives, working closely with Technical Service and Development (TS&D), acting as “two in a box” to achieve new specifications and to help customers solve “wear & friction” problems. The AM-NBD will be the primary liaison between customers, distributors, manufacturers’ representatives, and other roles in DuPont in providing our preferred W&F solutions to End-Users and Direct customers.

This role must proactively create and strengthen relationships to reinforce DuPont's value to the market and MOLYKOTE®’s value propositions. By establishing lasting, long-term relationships, the distributor’s organization members and other direct or end-user accounts will view the AM-NBD as a key problem-solving resource. The AM-NBD will proactively contact key decision makers and build the contact strategy and connection points throughout the assigned territory and market space to reinforce the importance of the route to market, grow end-user relationships, and achieve sales objectives.

Key Responsibilities:

• Primarily responsible for selling products and services to, and maintaining relationships with, new and existing DuPont MOLYKOTE® (and Vespel®) direct customers and end-users – focusing on penetrating the Auto EV market space and Consumer Electronics.

• Develop & lead execution of the regional plan at assigned accounts, including distribution, marketing, product, and field-level initiatives and growth strategies.

• Execute the Sales Process (Awareness, Preference, Purchase and Loyalty)

• Facilitate relationships with distributors, manufacturers’ representatives, and end-users who purchase from these channels.

• Negotiate contracts, price changes, sales deals & other programs consistent with our marketing segment, regional, and channel strategies.

• Ensure accounts stay current with payments and coordinate supply or quality issues resolution.

• Coordinates all resources working with the distributor, end user (distributor customer), or direct accounts to accomplish objectives and drive initiatives, including regional, product, marketing, TS&D, sales organization, manufacturer’s rep firm partners, customer service, and other internal functions.

• Maintains all critical account information in SFDC (account plan, opportunity pipeline, call reports)

Key Competencies:

• Sales Skills – Strong demonstrated competency in strategic account management. Strong sales process knowledge and application from lead identification, account targeting, needs assessment, value proposition, sampling, testing, trials, financial analysis, negotiation, and business close. Uses tools such as Salesforce.com, forecasting, sales reporting, etc., to manage the customer interface and account team. Works closely with marketing to gather/share VOC and provide feedback & guidance on developing value propositions and programs. Solid knowledge of agreements and contracts. Ability to influence and negotiate effectively with individuals. Comfortable with inserting productive tension while maintaining a stable relationship.

• Customer Relationships – Can develop and maintain strong relationships with distributor corporate and field personnel, internal DuPont staff, business partners, and key industry influencers. Seeks information to understand customers' circumstances, problems, expectations, and needs. Share information with customers to build their understanding of issues and capabilities. Builds rapport and cooperative partnering relationships with customers and finds the synergies to drive win/win solutions. Consider how actions or plans affect customers; respond quickly to meet customer needs and resolve problems; and avoid over-commitments. Implements ways to monitor and evaluate customer concerns, issues, and satisfaction and to anticipate customer needs. Strategically and proactively consider when additional DuPont leadership connects/engagements are required at the account.

• Business Acumen – Able to quickly understand the organization’s business model, competitive position, and financial goals. Can quickly develop a deep knowledge of our external value chain, customers, and market dynamics, as well as our internal structure, systems, functions, and business processes; how the business operates, including its planning processes and decision-making channels; information systems; how products and services are developed, sold, and delivered to customers. Can track the changing needs and expectations of external customers; identifies links between internal demands and external needs; works to understand business priorities to achieve greater success. Uses business terminology when communicating with others.

• Communication & Collaboration - Demonstrated ability to effectively communicate (both oral and written) at all levels with external and internal stakeholders. Strong interpersonal skills. Highly skilled in negotiation and influence management. Able to deliver a tough message. Possesses excellent interpersonal skills with the ability to work well with others in a team environment. Works closely with district managers and rep firm sellers to coordinate field support. May work with manufacturer’s representatives to co-manage corporate initiatives at select distributors.

• Analysis & Judgment - Strong computer skills, including proficiency in MS Office, SalesForce.com, and familiarity w/SAP Business Warehouse. Ability to turn transactional sales and point-of-sales data into actionable insights. Ability to recognize issues or opportunities, gather information, generate alternatives, involve others, choose appropriate paths, and commit to action. Possesses keen judgment to get the heart of the matter.

• Managing for Productivity – Strong planning & organization capabilities. Ability to multi-task and to form actionable plans given objectives. Self-motivated to be effective with limited direct supervision and capable of aggressively competing in a dynamic market with significant competitive pressures. Highly motivated and capable of getting results by delivering on commitments, including closing new and maintaining existing business.

Requirements:

• 5 years experience sales professional

• Strong background in managing and growing strategic accounts.

• Experience selling finished products through distribution.

• Successful Application and Business Development

• Bachelor's degree in a related field such as engineering, marketing, or business

• Approximately 30-50% travel (can be home office based)

• Basic Sales Training (or experience) in Negotiation, Price Management, Account Planning and Customer Information Management tools, channel management

Preferences:

• Technical knowledge of DuPont™ MOLYKOTE and the lubricants industry. Wear and Friction issues and solutions. Vespel® knowledge.

• Experience with industrial / MRO distribution channels and end users.

• Locations – Midland, MI; Auburn Hills, MI; Newark, DE; West Coast.

Special Requirements: (Equipment, tools, special skills, courses like Six Sigma, etc.)

• Salesforce.com / Customer Information management systems

• Negotiation Skills

• Strong Interpersonal Skills & Sensitivities

• Demonstrated Sales Experience

• Strong presentation and communication skills

• Networking skills

• Knowledge of buying influences, negotiation, purchasing processes and value-based solution selling

• Strong initiative to identify growth opportunities, coordinate & drive actions to influence customers.

• Strong organizational skills

• Reliable & team player

• Passionate & Aggressive Around Sales Territory Growth

• Ability to handle a large, diverse workload.

• Skills and abilities to identify opportunities for competitive advantages with new and existing products in the marketplace.

• Distribution Channel Management

• Ability to travel routinely.

Key interfaces:

• DuPont Direct Customer purchasing, sourcing, and procurement.

• DuPont™ MOLYKOTE® Distributors

• DuPont™ Molykote Manufacturer’s Representatives

• DuPont™ MOLYKOTE® Vespel® Sales Team

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DuPont is an equal opportunity employer. Qualified applicants will be considered without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability or any other protected class. If you need a reasonable accommodation to search or apply for a position, please visit our Accessibility Page for Contact Information.

The Pay range for this role is $118,370.00 - $186,010.00 Annual

How Base Pay is Determined: DuPont has job leveling frameworks that help organize roles based on progressive levels of responsibility, proficiency and qualifications. Each role has an associated pay range (or an established pay rate for some roles) based on the competitive market in each country where we operate. Each individual’s pay is based on a variety of factors, including their role and the associated pay range for that role, their geographic location (i.e., country, state, metropolitan area), as well as their skills, experience, education and certifications, and performance.