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:
Principal Account Manager Requirements:
#INDFB
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.
- Communicates supplier expectations of how to transact business to company team:
- 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.
- Works with company Marketing Department on:
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.
#INDFB
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