Strategic Account Manager (SAM) – West

M. Holland is a leading international distributor of materials, service and solutions to the thermoplastics industry, providing suppliers with the most strategic channels to market, offering innovative sourcing and supply chain solutions to its clients, and providing talented people with rewarding career opportunities. Since 1950, a deep commitment to personal relationships has formed the core of the company’s heritage, its culture, and its vision. Headquartered in Northbrook, Illinois, M. Holland sells in excess of 1.5 billion pounds of plastic resin to more than 4,000 clients in 50 countries annually. The company is serious about its brand statement ‘’ We Take Plastics Personally” -- and it is committed to transforming the plastics experience for clients, suppliers and its people.

Summary

As part of M. Holland’s Healthcare Business Development team, the SAM is responsible for representing M. Holland with major strategic customers and profitably growing sales in a manner that is consistent with M. Holland’s strategic and operating objectives and Core Values. This role is also responsible for helping all the sales team grow the healthcare industry and support them at the local level and become a key ingredient in the region’s success formula in Healthcare. The SAM will drive greater coordination across our domestic and international sales regions targeting major, multi-location strategic accounts as well as handling direct accounts. The role requires an Account Management professional possessing the track record of managing and profitably growing highly complex strategic customers. The successful candidate can live anywhere in the western half of the US and work from a home office.

Critical Activities

Responsible for strategic coordination of internal and external resources necessary to profitably grow a large book of business of multi-location strategic accounts.
Develop high/wide/deep relationships across all levels and locations, with the help of local commercial resources, within M. Holland’s designated strategic accounts.
Leverage M. Holland’s exceptional technology to drive new business development.
Focus, employ and coordinate internal support groups and local commercial resources to meet customer needs in alignment with MHC goals and objectives.
Collaborate and leverage MHC Product Management and Supplier partners to optimize resin offering and pricing strategies to capture profitable market share growth.
Participate in performing analysis of customer plans and creating sales forecasts and account strategies.
Coordinates domestic and global sales agreements / contracts at designated strategic accounts.
Actively identify, track and close a pipeline of new business development activities.
Maintain an active, in-person presence at primary and secondary strategic account locations including, but not limited to, joint sales calls with local commercial resources, Product Management and Supplier partners.
Act as subject matter expert on all target applications, pricing, credit and market intelligence related to customer base.
Establish a strong presence at industry sponsored trade shows as well as cultivating a robust network in relevant industry associations.
Responsible for directing all aspects of customer contracts.
Ability to travel domestically on a consistent basis with some international travel.
Be able to function as part of the regional healthcare team. Support and train AM by modeling the correct behavior during joint calls and provide expert leadership for the regions.
Be adept at influencing people who do not report to you.
Understand the regional healthcare business and discern the best places to work to realize budgetary growth requirements.
Be able to make > 100 personal visits per year and documents key visit action items. This is equivalent to making 2 – 5 visits per week not including vacation, holidays and internal meeting days.

Knowledge & Skills

Sales, Business Development and / or Market Development experience managing a corporate / strategic territory.
Experience influencing Account Management teams driving growth in a matrixed commercial organization.
Experience leading Application Development Engineer(s) and Technical Service Engineer(s) activity supporting customers & OEM’s across multiple locations.
Natural leadership capability cultivated over a career of increasing responsibility within a commercial organization.
Track record of establishing and maintaining sustainable and deep relationships at all levels of an OEM / Key Account.
Possess an interpersonal and selling style which influences others within a matrix organization.
Leadership experience developing and implementing sales strategies.
Undergraduate degree preferred along with a career progression showing increasing responsibility.
International business development experience working with multi-national Key Accounts.
Deep knowledge of M. Holland’s product mix with the ability to make material recommendations based on application demands.

Please examine more about the M. Holland Company at www.mholland.com .

M. Holland is committed to creating a diverse environment and is proud to be an equal opportunity employer.

Notice To Applicants

Ravago Americas is an equal employment opportunity employer. We adhere to a policy of making employment decisions without regard to race, color, age, sex, religion, national origin, disability, veteran status, citizenship status, or marital status. We assure you that your opportunity for employment with this employer depends solely upon your qualifications.

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