The Role
The Business Development Manager is responsible for account ownership, driving growth, technical expertise, and pricing excellence while managing customer relationships and executing sales strategies.
Summary Generated by Built In
Your Role The External Account Manager is a field-based role responsible for driving growth with frequent face-to-face customer visits. This role builds technical credibility in specialty products, uncovers needs at the application level, and executes opportunity plans to deliver revenue and margin growth.Responsibilities:Account Ownership, Field Coverage, and Pipeline Execution (60%)
- Own a portfolio of accounts with clear growth and margin targets; prioritize the top accounts and prospect for new business.
- Plan and execute regular customer visits, joint calls, trials, and value demonstrations; document outcomes and next actions in CRM.
- Develop account plans with specific opportunity hypotheses, stakeholders, competitive position, and closing plans; progress opportunities through stages.
- Coordinate with Internal Account Managers for quoting, sampling, and order follow-up to ensure a seamless customer experience.
- Build and maintain strong technical knowledge across priority product baskets and applications; conduct product trials with customers and technical teams.
- Support new product introductions and campaigns; deliver technical storytelling linked to customer pain points and economics.
- Capture market and competitor intelligence and feed back to Sales Management and IMM/Product Management.
- Execute pricing guidance and discount discipline; prepare quotes and negotiate within delegated authority.
- Maintain pricing and opportunity data in CRM; ensure forecast accuracy and timely updates.
- Strong consultative selling and negotiation skills; comfortable engaging technical and commercial stakeholders.
- Technical aptitude in Material Science applications (e.g., polymers, coatings, adhesives, elastomers) and the ability to translate features into value.
- Proactive prospecting, time management, and territory planning skills.
- CRM proficiency and disciplined documentation.
- Valid driver’s license and ability to work independently in the field.
- Bachelor’s degree in a technical discipline (Chemistry, Chemical Engineering, Materials Science) or Business with strong technical affinity.
- Extensive field sales experience in specialty chemicals or related technical sales roles.
Skills Required
- Bachelor's degree in a technical discipline or Business
- Extensive field sales experience in specialty chemicals or related technical sales roles
- Strong consultative selling and negotiation skills
- Technical aptitude in Material Science applications
- CRM proficiency and disciplined documentation
- Valid driver's license
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The Company
What We Do
We are the global market leader in full-line range of chemical & ingredient products and value-added services. Our more than 17,500 employees provide tailor-made application, marketing and supply chain solutions. Our full-line portfolio comprises specialty and industrial chemicals and ingredients of a world-class supplier base. Building on our long-standing experience, unmatched global reach and local excellence, we work closely alongside our partners to make their business more successful. We operate a unique global network with about 600 locations in 72 countries.
