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Manager, Business Development

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Avient Corporation

2mo ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    Business, Operations & Strategy
  • Pune

AI generated summary

  • You need a Bachelor’s in Polymer/Chemicals, 7 years in specialty materials sales, strong communication, negotiation skills, and familiarity with automotive and polymer industries.
  • You will drive revenue growth, develop accounts, manage sales plans, negotiate contracts, and build relationships while analyzing market trends and coordinating with teams to achieve targets.

Requirements

  • Bachelor of Engineering—Polymer and Chemicals, B.Tech, CIPET or relevant education
  • Minimum 7 years professional experience in:
  • Sales knowledge in specialty Engineering materials
  • Tactical sales technique
  • Strategic selling discipline
  • Cold calling
  • Commercial
  • Communication skills
  • Customer centric
  • Critical thinking
  • Work Independently
  • Achieving results with urgency
  • Approach toward continuous improvement
  • Courageous decision making
  • Work on a team
  • Negotiation skills
  • Microsoft Word, Excel, PowerPoint, Outlook, SAP Business Warehouse
  • Previous working experience in Plastic, Polymer industry is Mandatory.
  • Working in the automotive industry will be added advantage.
  • Requires standing and sitting for prolonged periods of time, talking and listening.
  • Must be able to walk and use hands

Responsibilities

  • 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.

FAQs

What is the primary responsibility of the Business Development Manager at Avient?

The primary responsibility is to achieve target build and closure through market development, focusing on margin and relationship building, prospecting, forecasting, and achieving sales objectives.

How much travel is required for this position?

Up to 75% travel is required for this position.

What educational background is preferred for this role?

A Bachelor of Engineering in Polymer and Chemicals, B.Tech, CIPET, or a relevant education is preferred.

How many years of professional experience are required for this job?

A minimum of 7 years of professional experience in sales related to specialty engineering materials is required.

What personal skills are essential for a candidate applying for this role?

Essential personal skills include strong communication skills, customer-centricity, critical thinking, ability to work independently, achieving results with urgency, and negotiation skills.

What software skills are necessary for this position?

Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, SAP Business Warehouse, and prior experience in the Plastic and Polymer industry is mandatory.

Is experience in the automotive industry considered an advantage?

Yes, working in the automotive industry is considered an added advantage.

What are some of the metrics for success in this role?

Metrics include achieving profitable revenue growth, gross margin targets, developing account relationships, and successfully closing new business targets.

What kind of selling techniques is emphasized for this role?

The role emphasizes customer-centric selling approaches and tactical and strategic selling disciplines.

What competencies are essential for employees at Avient?

Essential core competencies include leadership, communication, teamwork, achieving results, and environmental health and safety awareness.

Does Avient have a policy regarding diversity and equal employment opportunities?

Yes, Avient maintains a policy of non-discrimination and equality of opportunity for all qualified individuals, regardless of various protected classifications.

Is it important for candidates to have experience in problem-solving during sales?

Yes, the ability to assist customers in problem-solving to deliver solutions is key to success in this role.

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Avient Corporation

Sustainable solutions live here.

Manufacturing & Electronics
Industry
10,001+
Employees

Mission & Purpose

Avient is a global leader in providing specialised solutions and services in the polymer and colorant industries. With a commitment to innovation, Avient offers a comprehensive range of products that enhance the performance, durability, and aesthetics of various materials. Their advanced technologies and expertise enable them to cater to diverse industries such as packaging, healthcare, automotive, and more. Avient's ultimate mission is to empower their customers with transformative solutions that drive sustainable growth and create a positive impact on the world. They strive to be a trusted partner, delivering exceptional value through their products, services, and collaborative approach.