The Business Development Manager is responsible for target build and closure
through market development. Accountability will center on margin and
relationship building but will include prospecting & forecasting, achievement of
sales objectives and directing activities across functional groups in support of
account goals. Expectations include the ability to sell at all levels of
management and build relationships that ensure Avient will continue to get the
first and last look. Being skilled at customer centric selling approaches and
effectively selling the value of our products and services are also keys to
success. Individual must have the ability to assist customers in problem solving
to deliver solutions, bring energy, enthusiasm and professionalism to their
daily routines, and be able to perform the function independently and
effectively coach and direct personnel in marketing and other disciplines to
achieve results. This individual will be able to influence effectively at the
peer level, as well as with the next level of the organization, as a thought
leader influencing cross functionally. Thermoplastic and Thermoset Composite
Product Experience Preferred. Marine industry experience would be beneficial. Up
to 75% travel is required.
RESPONSIBILITIES
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.
• Develop account relationships, identify opportunities and capture the
specification for Avient's products at strategic accounts within assigned
geography or industry.
• 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.
• Negotiate pricing and contracts to deliver value and growth.
• 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.
• Establish individual performance standards, goals and objectives - measure and
provide feedback.
• Develop written Account Plans for strategic accounts including metrics to
define annualized sales potential at each account.
• Develop, execute and manage sales plans and budgets. Manage expenses and
report in a timely fashion.
• Manage strategic relationships, cultivate new alliances, and monitor
competitive activity.
Scope
Personnel: Individual contributor.
Budget: None.
Sales Revenue: Territory specific.
QUALIFICATIONS
Required Education & Experience
Bachelor’s degree in Business, Marketing, Engineering, Materials Science, or
a related field required.
Minimum 5-7 years of progressive business development, sales, or account
management experience within the composites, plastics, advanced materials, or
related manufacturing industry.
Proven track record of driving revenue growth, expanding market share, and
achieving sales objectives.
Experience developing and managing strategic customer relationships at
multiple levels within an organization.
Demonstrated success leading cross-functional teams and managing complex
customer projects from opportunity identification through commercialization.
Strong consultative selling, negotiation, forecasting, and business planning
skills.
Ability to travel up to 50%.
Knowledge, Skills & Abilities
Strong customer-centric selling and relationship-building skills.
Ability to influence and communicate effectively with customers, peers, and
senior leaders.
Strategic thinker with strong business acumen and problem-solving
capabilities.
Self-motivated with the ability to work independently and drive results.
Excellent presentation, communication, and negotiation skills.
Our purpose at Avient Corporation is to be an innovator of materials solutions
that help our customers succeed, while enabling a sustainable world.
Innovation goes far beyond materials science; it’s powered by the passion,
creativity, and diverse expertise of 9,000 professionals worldwide. Whether
you’re a finance wizard, a tech enthusiast, an operational powerhouse, an HR
changemaker, or a trailblazer in materials development, you’ll find your place
at Avient.
Join our global team and help shape the future with sustainable solutions that
transform possibilities into realities. Your unique perspective could be the key
to our next breakthrough!
We believe that all of our global employees are leaders and that the six most
important behaviors for driving our strategy and culture are the same no matter
if an employee is a leader of self, a leader of others, or a leader of the
business.
By playing to win, acting customer centric, driving innovation and profitable
growth, collaborating seamlessly across Avient, and motivating and inspiring and
developing others and yourself you will accelerate your ability to achieve
Avient’s strategic goals, to meet our customer needs, and to accomplish your
career goals.
At Avient, we believe a wide variety of thoughts, ideas and backgrounds gives us
the creativity to be successful in a rapidly changing world. In support of
this, we stress equality of opportunity for all qualified individuals in
accordance with applicable laws. Decisions on hiring, promotion, development,
compensation or advancement are based solely on a person’s qualifications,
abilities, experience and performance.
Avient is an equal opportunity employer. We maintain a policy of
non-discrimination in providing equal employment to all qualified employees and
candidates regardless of race, sex, sexual orientation, gender identity, age,
color, religion, national origin, disability, genetic information, protected
veteran’s status, or other legally protected classification in accordance with
applicable federal, state and local law. If you need an accommodation because of
a disability to complete an online application, please contact the Avient HR
Team by emailing, ApplicationAccommodation@Avient.com
[ApplicationAccommodation@Avient.com].