Strategic Account Manager II - Automotive Adhesives Job

Job Title: Strategic Account Manager II - Automotive Adhesives

Organization

Bostik reporting (100%)

• Reports to the National Sales Manager, Automotive.
• Engages with 2KPUR, Hot Melt APAO/PSA/Polyamides and MMA chemistries to screen and evaluate new opportunities and complaints related to current business.
• Direct access to shared resources: R&D, Legal, Marketing, Technical Support, Analytical, Product Line Management.

Job Dimensions

The role is a dedicated sales account manager responsible for 2KPUR, Hot Melt APAO/PSA/Polyamides, sealants, and MMA adhesives sales in automotive. The role will be part of the Automotive team based in Farmington Hills MI. This person will maintain a mature territory of approximately $10m in sales revenues while also identifying new opportunities in the current account base and new prospects in automotive composite bonding, interior trim, exterior applications, battery/EV, etc.

Activities

Automotive Adhesives (AMAS)

• Account management - provide appropriate support and touch points for large automotive OEM and Tier 1s.
• With support from Product Line Managers, monitor price and margin taking action in a timely manner to maintain and grow margin.
• Identify new targets and applications within automotive and generate new projects and prospects in this space.
• Map out opportunities in the US and execute plan to approach targeted customers.
• Map out targeted corporations to determine the decision makers and influences within the org hierarchy. Important to find the key adhesives decision maker versus materials leads.
• Initiate technical development for adhesive solutions for targeted accounts and/or opportunities
• Clearly document existing and new company approach in SF.com which included building the contacts, opportunities and visit reports.
• Develop Market Intel within SF.com. This could involve customer material usage information and/or competitive information leaded through discussion.
• SIOP demand and account financial forecasting.

Strategic market intelligence activities

• Generate deep insights in the regional market structure, needs and trends, through market studies and analysis.
• Participate in local market intelligence and competition benchmarking.
• Understand the consumer's expectations and evolutions directly and through our customers or other "stake holders" (entities that may have influence in the market trends and product choice, like equipment manufacturers, designers etc.).
• Identify unexploited or new applications, new customers and opportunities in the region.
• Help set the R&D priorities for new products development and to resolve technical challenges in a timely manner.

Context and Environment

• Replacement role within Durable Goods - Mobility - Automotive.
• Balance of business maintenance and growth of new business.

Accountabilities

• Year over year sales - maintain and grow.
• Margin - to be maintained as the floor and expanded where feasible.
• Growth - this is a mature market, but Bostik has not saturated the market - the Strategic Account Manager will seek and find new prospects to grow the business.

Qualifications/Experience Required

• 8 years' experience in territory management.
• Automotive experience and automotive supply chain experience.
• Excellent technical background with BS in Chemistry or Engineering preferred.
• Entrepreneurial spirit.
• Ability to analyze and structure data for customer and internal presentations.
• Comfortable presenting to large groups.
• Frequent traveling ~ 30% on average.
• Flexible working attitude, understand prioritization and urgency.
• Team spirited and ability to work well in groups.
• Excellent interpersonal skills for internal and external communication and management of resources.
• Dynamic & Innovative with open and flexible mind-set.
• Negotiation skills.