Key Account Manager / PMC

Marine Account Manager

Position Overview:

An Account Manager in PPG Protective & Marine Coatings is focused on generating sales growth of coatings to existing and new customers. This is being accomplished primarily through pre-arranged sales calls with key decision makers at target companies. The person must be able to prioritize target accounts within an assigned geography and develop a clear understanding of a client’s business needs and problems. Using solution-selling techniques. Energy, pro-activeness and a “never give up” attitude are essential for an Account Manager to understand customer needs and generate sales with new target clients, share of wallet growth at existing customers and new project wins in key market segments.

He/She is part of a country commercial and technical team and reports to the Regional Market Manager for who, in turn, reports into the Marine EMEA Leadership Team.

Performance Objectives:

Deliver sales plan for the sales territory by focusing on key strategic areas agreed in the country mission plan and adopting an aggressive approach to gain market share. Sales Incentive Plan in place to achieve main target in a 12 months’ period (January to December), key goals:

• sales territory/area: Turkey
• focus segments/customers: Maintenance and Repairs market / Ship Owner – Ship Management , Newbuilding shipyards Companies – Marine Distributors

Achieve sales target of new and advantaged products : Increase sales of defined new and advantaged products in the sales territory aligning product focus with customer needs and the key target segments identified.

Develop and track progress of key/target account plans :within the first 60 days, prepare a draft plan for management approval that targets and develops new and existing clients. The plan should include an analysis of all target accounts within the territory, a methodology for identifying the best prospects and an approach for contacting them. This plan is expected to encompass multiple approaches for market penetration, territory analysis and competitive analysis and focus on share of wallet gain as well as new customers. The final version of this plan should be completed and approved within 90 days after hiring and should be updated monthly.

Develop strong client relationships : within the first 60 days, establish a specific plan for each customer that includes development of contacts at multiple levels (3 to 4 levels deep, if needed) within the customer organization. Within the first 90 days, contact and/or meet with existing customer regularly and manage an effective journey plan to evaluate on-going and new business needs, develop and present proposals to meet these needs. Customers will seek the Account Manager’s opinion on industry trends and willingly act as references for other customers.

Actively manage sales pipeline (Salesforce) and provide accurate forecasting : within the first 60 days, be fully competent with all sales pipeline and quotation tools (Quotation Manager). Utilize QM to prepare all quotations (daily), actively manage and report sales pipeline, forecast sales, report progress and maintain up-to-date activity reports (weekly). Forecasting should be 90% accurate and information should be updated weekly.

Prequalify all sales opportunities before engaging: pre-qualify all opportunities before engaging support resources (technical support, marketing, R&D, etc.) in the sales process. This involves making sure that the account is serious about a potential solution, has adequate budget and financial stability. This also allows to adequately “sell” the opportunity internally and get the necessary focus and resources to close the deal.

Support credit control teams to ensure that the customers are adhering to agreed payment terms and that overdue receivables are minimized to agreed targets

Requirements for candidates:

• knowledge of and experience in the marine industry
• proven track record in sales
• ability to work independently – experience in a field-based, working from home role
• drive, enthusiasm, eagerness to learn and to challenge oneself
• ability to deliver under pressure and to increase success rate
• excellent time management and presentation skills
• ability to communicate effectively at all levels
• interpersonal skills to build relationships with both customers, colleagues and sales team
• expected travel 15%
• driving license
• IT literacy with MS Outlook, Word, Excel, PowerPoint
• Languages : Turkish – English

Location: Turkey, Istanbul area

Office: Head office PPG Marine is based in Istanbul

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PPG pay ranges and benefits can vary by location which allows us to compensate employees competitively in different geographic markets. PPG considers several factors in making compensation decisions including, but not limited to, skill sets, experience and training, qualifications and education, licensure and certifications, and other organizational needs. Other incentives may apply.

Our employee benefits programs are designed to support the health and well-being of our employees. Any insurance coverages and benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.