Technical Sales Manager

Job Name: Account Manager APAC – Screen Printing Inks for Textiles 

Reporting to the Regional Business Manager this is an individual contributor role with full ownership of the assigned territory, including delivery of sales and margin objectives. 

The role will focus on managing and expanding an existing portfolio of customers across the APAC region, while proactively developing new business in partnership with distribution channels, and consistently deliver against annual sales and margin objectives.

We expect a candidate with a strong technical knowledge of textile screen printing with water-based inks, who can engage and work at all levels of an organisation, build strong relationships and function as a trusted partner by understanding customer challenges and delivering effective, value driven solutions. This role requires a proactive self-starter who can work independently, take ownership of their territory, and deliver results. Up to 75% travel overseas and domestic is required.

Proven sales experience is preferred but a strong background in textile screen printing and application are required. 

• Technical expertise on textile screen printing, including inks, substrates, and application processes.
• Partner with customers to deliver value solutions through performance, value, and cost efficiency.
• Conduct on site consultations to demonstrate new products and techniques as well as problem solving.
• Deliver Profitable revenue growth, through existing accounts and new business development.
• Achieve annual sales and margin targets. 
• Manage and grow a defined portfolio of customers, identifying opportunities to expand market share and capture new business.
• Build and maintain strong relationships with key decision makers and stakeholders across customer organisations.
• Position Avient Specialty Inks as a solutions provider by understanding customer needs.
• Collaborate with internal teams, including technical and regional sales, to deliver value-based solutions.
• Proactively prospect and develop new business, maintaining a healthy and robust sales pipeline.
• Prospecting and cold calling. 
• Negotiate pricing and commercial terms to ensure profitable growth.
• Monitor market trends and competitor activity to identify opportunity and mitigate risk.
• Create and maintain accurate CRM records including opportunities, customer interactions, and business wins and losses. 

Essential Duties & Responsibilities 

The purpose of the Sales Function is to deliver:

• Profitable revenue growth, including robust new business development.
• Achieve stated gross margin targets as a percentage of sales.
• Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management.
• Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory.
• Develop contact matrix and establish strong relationships with key decision makers and project facilitators.
• Prospecting and cold calling.
• Develop, execute and manage sales plans, sales budgets, and expense budgets.
• Establish account development plans and network resources up, down and across both the customer’s organization and Avient.
• Deliver the planned results (AOP).
• Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry.
• Understand key players, applications, requirements, trends, and needs as well as Avient's potential and share within the targeted industry. Become an industry and product expert to leverage successes across the industry.
• Coordinate closely with regional sales teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts.
• Establish a linkage between the customer’s business strategy and Avient's capabilities.
• Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.
• Implement Avient's, pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to insure an acceptable return on Avient resources invested.
• Participate in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy.
• Develop written Account Plans for top three strategic accounts including metrics to define annualized sales potential at each account.
• Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
• Create and maintain CRM data and sales statistics as required.

Scope

Personnel: Individual contributor.

Budget: None.

Sales Revenue: Territory specific.