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Principal Account Manager

westlake, Ohio
Principal Account Manager
Cleveland, OH – Hybrid
Competitive Pay and Benefits

The Principal Account Manager will work with assigned suppliers to understand their expectations of the company as a channel partner with regards to sales growth, communication, logistic expectations (transactional), and marketing (market intelligence).

Principal Account Manager Responsibilities:
  • Sales Growth
    • Communicates supplier’s annual growth expectations to Regional Sales Manager (RSM).
    • Work with RSM to ensure there is a documented plan to meet the supplier’s growth expectation and track this monthly.
    • Generates ideas and strategies to RSM for creation of new targets.
    • Tracks, monthly, YTD performance of the company vs. supplier plan (review key variances +/- with RSM).
    • Reads call reports for assigned suppliers to stay informed of activity and offer advice on strategies specific to an account; makes joint calls as needed.
    • Manages special price requests from RSM via the company’s cups/rebate/drop ship process as it relates to sales maintenance and growth.
    • Takes lead on any turnover business from supplier and communicates specifics to RSM Assistant; tracks weekly, the success of the turnover and reports monthly progress.
  • Communication
    • Takes lead role in growth plan business review; consolidates status of company’s growth plan, by region; uses company sales process to communicate status of target for supplier reviews.
    • Ensures company’s sales team understands who to contact at supplier for technical support by product line or market.
    • Manages technical literature provided by supplier; makes sure it is current and organized properly in the company’s literature file.
    • Works with supplier on training needs, webinars (as needed), and new product launches.
    • Provides suppliers monthly, with any requests, information, or reports.
  • Logistics
    • Communicates supplier expectations of how to transact business to company team:
      • MOQ (minimum order quantity).
      • Lead time.
      • Change orders.
      • Price increases.
      • Sample request process.
      • Price increases/company list price schedules.
    • Forecasting needs from Materials Management.
    • Call report supplier contacts to Sales Support.
    • Reviews warehouse locations with management for product line, as needed.
  • Marketing
    • Works with company Marketing Department on:
      • Market share analysis.
      • Market segmentation.
      • E-mail blasts/as needed by supplier.
      • Supports supplier needs and identify different ways to support RSM.

Principal Account Manager Requirements:
  • Bachelor’s Degree, technical degree.
  • 5 to 10 years in a Specialty Chemical related sales, marketing, or business development position.
  • Experience in a fast-paced environment.
  • Beauty & Personal Care experience required.
  • Business Acumen.
  • Problem Solving/Analysis.
  • Customer/Client Focus.
  • Communication Proficiency.
  • Teamwork Orientation
  • Organized
  • Excellent interpersonal and written communication skills.
  • Extremely ambitious with the drive and commitment to succeed.
  • Ability to ask open-ended questions.
  • Passionate and committed to contributing to continued sales growth.
  • Dynamic, outgoing, highly energetic, and self-starter.
  • Decision-making, problem resolution, and creative thinking skills.
  • Ability to multi-task activities with shifting priorities.
  • Desire to learn all products technically.
  • Proficient with common computer programs, including Microsoft Office.

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