The Strategic Accounts Sales Manager - Southeast  will directly oversee and grow a select group of established, highly successful strategic customer accounts using strategic account management tools and identify new opportunities within current accounts and develop prospects in the market.  Collaborate closely with the market segment team, which includes business directors, Sales Managers, technical service, R&D, business development, marketing, and product line managers. Focus on driving profitable growth through account penetration, pipeline generation, and closing new business.  We operate in a dynamic and competitive marketplace that is shifting from a commodity-based model to prioritizing value and technology partnerships with long-term key accounts. Our approach emphasizes providing comprehensive value chain solutions, by consistently delivering value and positioning ourselves as a valuable resource, we aim to foster growth and remain competitive in this evolving market.

Key Activities

Pressure sensitive adhesive market

• Key Account management. Provide support for large and medium accounts in the tape, label, medical and graphics markets, developing relationships across various functions.

• Annual planning and Account Expansion. Build plans aligning strategy with objectives and grow depth in regional accounts via cross-functional engagements.

• Sales Growth & global Account Management. Map applications, identify decision-makers, and initiate projects to grow sales while coordinating for critical global accounts.

• Customer Navigation and Relationship building. Engage with organizations through various channels and establish cross-functional relationships.

• Price & Margin Monitoring: Monitor pricing with Product Management support.

• Sales process: Follow a regimented sales process, gain commitments at each stage and develop solutions for complex situations.

• Proactive calling and CRM reporting: Identify opportunities, collect intelligence, and report accurately using Salesforce.com

• Strategic Planning. Participate in monthly account planning sessions with Sales Managers, Marketing leaders and business development managers.

• Cross-functional collaboration and sales tracking. Collaborate within Bostik for a seamless customer experience. Track and report account activity and manage the sales funnel, and utilize sales tools, such as Brainshark, Highspot for communication and a value selling approach.

• Technical Acumen & Safety Compliance: Be knowledgeable in the PSA market and adhere to OSHA, EPA and BOSTIK EHS guidelines.

Strategic market intelligence activities

• Market Analysis. Gain insights into market structure, needs and emerging trends. 

• Competitive Benchmarking. Gain local market intelligence activities to assess and benchmark against competitors.

• Stakeholder Engagement. Collaborate with customers and key influencers, such as equipment manufacturers and suppliers, to understand market expectations and evolutions.

• R&D support. Asist R&D initiatives and work closely with technical teams to resolve challenges efficiently.

Accountabilities

• Achieve YOY sales growth of 5 ~ 10%

• Implement strategic plans from Sales and Marketing, collaborating to meet objectives.

• Meet revenue, margin, and margin%, budget targets for the assigned territory.

• Develop and execute an annual territory plan aligned with business strategy.

• Drive YOY sales growth from new accounts (NBD / synergies) by a specified percentage based on market segment.

• Maintain and track sales projects using Salesforce.com

Qualifications / Experience Required

• Bachelor’s Degree in Business, Marketing, or related field; technical degrees also considered

• Minimum of 8 years experience in territory management with at least 5 years of commercial roles, including sales in the PSA Market.

• Experience in the chemical or adhesive market, either direct or indirect.

• Strong analytical skills for data structuring and customer presentations.

• Excellent oral and written communications skills.

• Proficient in Microsoft Excel, Word, Powerpoint, Web Navigation, and CRM software.

• Ability to travel up to 50% of the time and located in the South East region.

• Proactive with strong problem-solving abilities.

• Dynamic, innovative, and open minded.

• Team-oriented with excellent networking skills.

• Strong negotiation skills and a positive, assertive engagement mentality.

• Exceptional business acumen.