Account Manager

Location

Newark, NJ | United States

Job description

at DuPont in Newark, Delaware, United States

At DuPont, we are working on things that matter; whether it’s providing clean water to more than a billion people on the planet, producing materials that are essential in everyday technology devices from smartphones to electric vehicles, or protecting workers around the world.

If you would like to be a part of a premier multi-industrial company that is delivering sustainable solutions that bring real purpose and value, of a company with collaborative spirit because it believes that we work best when we work together as a team and values the diversity of thought, then DuPont is the company for you!

WHY JOIN US?

Our purpose is to empower the world with essential innovations to thrive. We work on things that matter!

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.

Get to Experience a collaborative environment where teamwork is celebrated with flexibility that enhances balance and an inclusive atmosphere that is welcoming to all!

Get to know our Purpose and make it yours by bringing innovations to market that improve the world, share a commitment to sustainability that makes our planet better and give back to communities in which we work and live.

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

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