The Role
Manage strategic B2B customer relationships, grow profitable revenue, identify new business opportunities, negotiate commercial terms, and align customer needs with manufacturing and technical capabilities. The role develops account strategies, conducts business reviews, prepares proposals and forecasts, monitors market activity, resolves issues cross-functionally, and supports trade shows. Frequent travel to customer locations, manufacturing facilities, and company sites is required.
Summary Generated by Built In
Job Title:
Position Summary:
Essential Role Responsibilities & Functions:
Systems & Tools (Certifications, Licenses, Software Programs)
The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Account Manager, Mulch Midwest
Reports to:Director, Sales
Department:Sales
Status:Full Time, Exempt
Primary Location:Remote
Position Summary:
The Account Manager is accountable for developing strong customer relationships, driving profitable revenue growth, identifying new business opportunities, and ensuring customer needs are effectively aligned with ChromaScape's manufacturing, technical, and operational capabilities.
Essential Role Responsibilities & Functions:
Customer Relationship Management
- Build and maintain strong, long-term relationships with assigned customers through regular communication and in-person engagement.
- Serve as the primary commercial contact in assigned market ensuring timely communication, issue resolution, and alignment between customer expectations and ChromaScape's operational and technical capabilities.
- Develop a thorough understanding of each customer's business objectives, and challenges to identify opportunities that strengthen the partnership.
- Lead customer business reviews and strategic discussions to evaluate performance, address concerns, and identify opportunities for continuous improvement.
- Promote, attend and support trade shows designed to strengthen customer relationships.
Sales & Revenue Growth
- Own the commercial performance of assigned accounts, including revenue growth, margin performance, customer retention, and achievement of established sales objectives.
- Identify opportunities to expand existing business through new products, applications, market opportunities, and additional service offerings.
- Prepare and deliver customer presentations, proposals, quotations, and commercial recommendations that support business development initiatives.
Commercial Strategy & Execution
- Develop and implement account strategies that align customer objectives with ChromaScape's products, services, and operational capabilities.
- Consult with business unit leader and negotiate pricing, contracts, renewals, and commercial terms while balancing customer relationships with company objectives.
- Collaborate with technical, marketing, customer service, and operations teams to execute customer strategies and resolve commercial issues.
- Demonstrate product performance in comparison to competitive products.
Market Analysis & Reporting
- Monitor customer performance, industry trends, and competitive activity to identify risks and opportunities.
- Maintain accurate sales forecasts, customer activity, pipeline information, and customer records to support business planning and leadership reporting.
- Travel regularly to customer locations to strengthen relationships and support ongoing business activities.
- Perform other duties as assigned.
- Bachelor’s degree in business, Marketing, Chemistry, Engineering, or a related field preferred.
- Master's degree or other advanced education is a plus.
- Three to five years of progressive experience in B2B account management, Sales, client success or relationship management within manufacturing or industrial markets.
- Experience in the wood products, or color-enhanced mulch industry preferred. Candidate should possess a strong understanding of wood processing operations and equipment, including screening, coloring, and material handling systems.
- Demonstrated success managing strategic customer relationships, negotiating commercial agreements, and driving profitable growth.
Required Capabilities (Knowledge, Skills & Abilities)
- Strong commercial and business acumen with the ability to balance customer needs and company objectives.
- Ability to build credibility and develop long-term relationships with customers at multiple organizational levels.
- Excellent negotiation, communication, and presentation skills.
- Strong analytical and problem-solving abilities.
- Ability to understand technical products and communicate complex information effectively.
- Ability to manage multiple accounts, priorities, projects, and deadlines.
- Strong organizational and time management skills.
- Self-directed with the ability to work independently while collaborating effectively across functions.
- Demonstrates sound judgment, professionalism, and customer focus.
- Financial acumen with the ability to understand pricing, contracts, revenue and profitability.
Systems & Tools (Certifications, Licenses, Software Programs)
- Proficient in Microsoft Office Suite, including Outlook, Excel, Word, and PowerPoint.
- ERP and sales reporting systems. (Experience in Acumatica a plus).
- Valid driver's license with the ability to maintain insurability under company standards.
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- This position requires frequent travel to customer locations, manufacturing facilities, and company sites. The role combines office work, customer meetings, and time spent in industrial manufacturing environments. Appropriate personal protective equipment (PPE) must be worn when required by customer or company safety policies.
- Ability to travel extensively by automobile and commercial airline.
- Ability to operate a motor vehicle.
- Ability to sit, stand, walk, bend, reach, and move throughout customer facilities for extended periods.
- Ability to use standard office equipment, including computers, mobile devices, and presentation technology.
- Ability to occasionally lift and transport product samples or materials weighing up to 25 pounds.
This job description is not intended to be an exhaustive list of duties or responsibilities. The Company reserves the right to modify this role as business needs change.
Skills Required
- Bachelor’s degree in business, marketing, chemistry, engineering, or a related field
- Three to five years of progressive experience in B2B account management, sales, client success, or relationship management within manufacturing or industrial markets
- Experience in wood products or color-enhanced mulch industry
- Understanding of wood processing operations and equipment, including screening, coloring, and material handling systems
- Demonstrated success managing strategic customer relationships, negotiating commercial agreements, and driving profitable growth
- Strong commercial and business acumen
- Excellent negotiation, communication, and presentation skills
- Strong analytical and problem-solving abilities
- Ability to understand technical products and communicate complex information effectively
- Ability to manage multiple accounts, priorities, projects, and deadlines
- Strong organizational and time management skills
- Financial acumen involving pricing, contracts, revenue, and profitability
- Proficiency in Microsoft Office Suite, including Outlook, Excel, Word, and PowerPoint
- Experience with ERP and sales reporting systems
- Experience with Acumatica
- Valid driver’s license and ability to maintain insurability under company standards
- Ability to travel extensively by automobile and commercial airline
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The Company
What We Do
ChromaScape is a specialty colorants and additives supplier that develops premium formulations to add color and performance to customer products. It serves manufacturers across wood mulch, printing inks, paper and corrugated packaging, asphalt and sealants, aggregate, and recycled rubber. The company operates five manufacturing and distribution facilities throughout the United States, working with customers on custom color solutions for their applications.
