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Sales Account Mgr, Adhesives | Pinova, Inc.

Pinova Incorporated (recently acquired by Firmenich which has over 10,000 employees globally), extracts bio-based raw materials from pine stump wood to create a variety of commercial products. We have customers in over 100 countries that use Pinova’s high quality resins in a wide variety of specialized markets, including adhesives, construction, food and beverage, and agriculture.

Our employees are the backbone of our business as we strive to put people first. We are looking for our employees to have an entrepreneurial mindset, where they will think innovatively, embrace change and collaborate with other departments.

We offer an attractive benefit package including medical, dental, vision, life insurance, disability, 401k retirement savings plan with a generous match, and excellent compensation.


Reporting to the North American Sales Manager, the Account Manager builds the sales & business development plan for the territory and translates this into a tactical actions required to achieve the performance objectives for the North and Latin American region. Understands and identifies changes in the market and competitive activity to recommend appropriate changes to the tactical plan. Identifies new opportunities and implements business development plan for commercialization of new products within the North American and Latin American Region.  


Core Responsibilities:

•    Actively engages key accounts to build deep relationships built on trust and integrity across all levels.

•    Develops the annual & five year sales development plan with the North American Sales Manager and the Senior Sales Director Industry.

•    Understands applications and performance requirements to properly facilitate customer usage of our offerings.

•    Develops & implements tactical plan to achieve business performance objectives for the territory.

•    Evaluates and communicates adjustments needed to achieve commercial territory performance objectives.

•    Contributes to identifying new product and / or market opportunities.

•    Performs market research to support Business Development and R&D.


Identifies new opportunities to support the business development effort.

•    Implements new product commercialization within the territory.  

•    Provides strong technical sales service support to customers.

•    Prepares market analysis including competitive activity and technology trends.

•    Develops forecast for territory volumes, prices and revenues through dialogue with customers.

•    Actively provides input on the pricing strategy to optimize revenue and margins.

•    Leads and/or supports in customer negotiations, presentations and meetings.




Formal Education Required:

Undergraduate Degree in Chemistry, Engineering or Business.
Formal Education Preferred:

Technical Degree (Chemistry, Chemical / Process Engineering) combined with advanced business degree.


Level & Type of Knowledge/Experience Required:
•    5+ years of Sales or Business Development experience within the Adhesive market.


Level & Type of Knowledge/Experience Preferred:
•    5+ years of Key Account Management, illustrating growth within the top OEM’s of the Adhesive market.


Technical Skills:
•    Excellent communication skills and ability to conduct business within large, complex industrial companies.
•    Strong process and product application understanding in the Adhesive market.
•    Proficiency in PowerPoint, Excel, MS Word, SAP and CRM systems.


Position requires travel primarily in North America:   estimate 30%


Core Competencies:

•   Strong Technical Sales acumen used topromote and close value-based solutions to customers.

•    Integrates Business strategies into objectives and action plans.
•    Ability to combine strategic thinking with project management and coordination skills.
•    Effectively interact with different cross functional teams (purchasing, operations, R&D, quality, etc).

•    Ability to build relationships that help drive project initiatives forward.

•    Innovative thinking in proposing solutions to a range of Business Development issues / opportunities.
•    Works collaboratively in exploring and developing new ideas and driving implementation.
•    Knowledge of regional and global trends within the Adhesive market.
•    Can effectively communicate, both in written and oral form, to all levels of an organization.
•    Promotes open communication across global DRT-Pinova organization.
•    Awareness and understanding of different cultures with ability to adapt to promote solutions effectively.
•    Ablility to prioritize tasks in a fast moving, dynamic environment.


Pinova is an equal opportunity employer and encourages diversity. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status disability status, age, sexual orientation, marital status or other legally protected class.

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