Sales Account Manager
Ground Effects LLC, Lebanon, TN, United States
Builds and retains a healthy book of business for UL products served by the Lebanon site. Manages day-to-day customer needs and coordinates samples and line trials with Technical Service/R&D. Maintains CRM pipeline discipline and drives opportunity conversion to revenue while protecting margin and customer experience.
Key Responsibilities Account Ownership & Revenue Growth — 35%
Manage a defined territory/book of small to mid-size accounts and prospect for new customers.
Execute call plans; conduct regular account reviews and QBRs as directed.
Prepare and deliver quotes within delegated pricing authority and track outcomes.
Build basic account plans with growth targets and activity cadence.
Schedule and conduct on‑site/virtual meetings, demos, and plant visits.
Capture voice of customer (requirements, performance targets, constraints) and record in CRM.
Summarize visit notes and next steps; follow up on open actions within agreed timelines.
Opportunity & Trial Coordination — 20%
Intake sample requests (specs, color, cure profile, substrates) and route to R&D/QC for pulls.
Ensure TDS/SDS and C of A/C of C accompany sample shipments; confirm receipt.
Track sample and trial status, collect customer feedback, and align on next decision point.
Coordinate basic on‑site trials with Technical Service; ensure materials, PPE, and equipment readiness.
Maintain accurate opportunity stages, probabilities, close dates, and notes in CRM.
Build a rolling forecast and review monthly with manager; highlight risks and upsides.
Partner with Finance on price/margin checks and apply standard terms and conditions.
Governance, EHS & Quality — 10%
Adhere to EHS requirements during visits/trials (PPE, ventilation, SDS availability, waste handling).
Follow UL quality systems and change control; file documentation in SharePoint/Teams.
Support completion of customer qualification paperwork (as requested).
Qualifications
Education
Minimum Required:
Bachelor’s degree in Business, Engineering, Chemistry, or related field; or equivalent experience.
Experience
Minimum Required:
0–2 years in B2B sales, inside sales, technical customer support, or commercial coordination.
Proficiency with CRM and Microsoft 365 (Excel, PowerPoint, Teams, SharePoint).
Strong written and verbal communication; organization and follow‑through.
Preferred:
Exposure to coatings/resins/adhesives or related industrial products.
Familiarity with spray‑applied elastomeric coatings and application basics.
Experience coordinating samples and trials with technical teams.
Job Specific Skills
Minimum Required:
Self‑motivated, goal‑driven, good communication skills, and a dynamic personality to interact with all aspects of business such as sales, marketing, operations, and finance.
Must have knowledge of polymer raw materials, intimate understanding of polyurethane chemistry, various application methods for polyurethane materials.
Preferred:
CRM (Salesforce/Dynamics), Microsoft 365, SharePoint/Teams, Smartsheet/Planner or Excel trackers; ERP references.
Communication & Working Relationship
Internal
Sales, Technical Service, R&D/Formulation, QA/QC, Operations, Supply Chain/Procurement, Finance, EHS.
External
Customer engineering, quality, procurement; distributors/installers; equipment vendors.
Working Conditions The following working conditions are present or expected on a daily basis:
Customer/site travel; industrial environments requiring PPE (including isocyanate safety practices).
Valid driver’s license; ability to handle sample kits and demo materials.
Personal protective equipment must be worn at all times on the production floor.
Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
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Key Responsibilities Account Ownership & Revenue Growth — 35%
Manage a defined territory/book of small to mid-size accounts and prospect for new customers.
Execute call plans; conduct regular account reviews and QBRs as directed.
Prepare and deliver quotes within delegated pricing authority and track outcomes.
Build basic account plans with growth targets and activity cadence.
Schedule and conduct on‑site/virtual meetings, demos, and plant visits.
Capture voice of customer (requirements, performance targets, constraints) and record in CRM.
Summarize visit notes and next steps; follow up on open actions within agreed timelines.
Opportunity & Trial Coordination — 20%
Intake sample requests (specs, color, cure profile, substrates) and route to R&D/QC for pulls.
Ensure TDS/SDS and C of A/C of C accompany sample shipments; confirm receipt.
Track sample and trial status, collect customer feedback, and align on next decision point.
Coordinate basic on‑site trials with Technical Service; ensure materials, PPE, and equipment readiness.
Maintain accurate opportunity stages, probabilities, close dates, and notes in CRM.
Build a rolling forecast and review monthly with manager; highlight risks and upsides.
Partner with Finance on price/margin checks and apply standard terms and conditions.
Governance, EHS & Quality — 10%
Adhere to EHS requirements during visits/trials (PPE, ventilation, SDS availability, waste handling).
Follow UL quality systems and change control; file documentation in SharePoint/Teams.
Support completion of customer qualification paperwork (as requested).
Qualifications
Education
Minimum Required:
Bachelor’s degree in Business, Engineering, Chemistry, or related field; or equivalent experience.
Experience
Minimum Required:
0–2 years in B2B sales, inside sales, technical customer support, or commercial coordination.
Proficiency with CRM and Microsoft 365 (Excel, PowerPoint, Teams, SharePoint).
Strong written and verbal communication; organization and follow‑through.
Preferred:
Exposure to coatings/resins/adhesives or related industrial products.
Familiarity with spray‑applied elastomeric coatings and application basics.
Experience coordinating samples and trials with technical teams.
Job Specific Skills
Minimum Required:
Self‑motivated, goal‑driven, good communication skills, and a dynamic personality to interact with all aspects of business such as sales, marketing, operations, and finance.
Must have knowledge of polymer raw materials, intimate understanding of polyurethane chemistry, various application methods for polyurethane materials.
Preferred:
CRM (Salesforce/Dynamics), Microsoft 365, SharePoint/Teams, Smartsheet/Planner or Excel trackers; ERP references.
Communication & Working Relationship
Internal
Sales, Technical Service, R&D/Formulation, QA/QC, Operations, Supply Chain/Procurement, Finance, EHS.
External
Customer engineering, quality, procurement; distributors/installers; equipment vendors.
Working Conditions The following working conditions are present or expected on a daily basis:
Customer/site travel; industrial environments requiring PPE (including isocyanate safety practices).
Valid driver’s license; ability to handle sample kits and demo materials.
Personal protective equipment must be worn at all times on the production floor.
Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
#J-18808-Ljbffr