Sales Account Manager

Builds and retains a healthy book of business for UL products served by the Lebanon site. Manages day-to-day customer needs and coordinates samples and line trials with Technical Service/R&D. Maintains CRM pipeline discipline and drives opportunity conversion to revenue while protecting margin and customer experience.

Key Responsibilities

Account Ownership & Revenue Growth — 35%

• Manage a defined territory/book of small to mid-size accounts and prospect for new customers.
• Execute call plans; conduct regular account reviews and QBRs as directed.
• Prepare and deliver quotes within delegated pricing authority and track outcomes.
• Build basic account plans with growth targets and activity cadence.

Customer Engagement & VOC — 20%

• Schedule and conduct on-site/virtual meetings, demos, and plant visits.
• Capture voice of customer (requirements, performance targets, constraints) and record in CRM.
• Summarize visit notes and next steps; follow up on open actions within agreed timelines.

Opportunity & Trial Coordination — 20%

• Intake sample requests (specs, color, cure profile, substrates) and route to R&D/QC for pulls.
• Ensure TDS/SDS and C of A/C of C accompany sample shipments; confirm receipt.
• Track sample and trial status, collect customer feedback, and align on next decision point.
• Coordinate basic on-site trials with Technical Service; ensure materials, PPE, and equipment readiness.

Pricing, Forecasting & CRM Hygiene — 15%

• Maintain accurate opportunity stages, probabilities, close dates, and notes in CRM.
• Build a rolling forecast and review monthly with manager; highlight risks and upsides.
• Partner with Finance on price/margin checks and apply standard terms and conditions.

Governance, EHS & Quality — 10%

• Adhere to EHS requirements during visits/trials (PPE, ventilation, SDS availability, waste handling).
• Follow UL quality systems and change control; file documentation in SharePoint/Teams.
• Support completion of customer qualification paperwork (as requested).

Qualifications

• Education
  • Minimum Required:
    • Bachelor’s degree in Business, Engineering,
    • Chemistry, or related field; or equivalent experience.
• Experience
  • Minimum Required:
    • 0–2 years in B2B sales, inside sales, technical
    • customer support, or commercial coordination.
    • Proficiency with CRM and Microsoft 365 (Excel, PowerPoint, Teams, SharePoint).
    • Strong written and verbal communication; organization and follow-through.
  • Preferred:
    • Exposure to coatings/resins/adhesives or related industrial products.
    • Familiarity with spray-applied elastomeric coatings and application basics.
    • Experience coordinating samples and trials with technical teams.
• Job Specific Skills
  • Minimum Required:
    • Self-motivated individual, goal driven, good communication skills, and a dynamic personality to interact with all aspects of business such as sales, marketing, operations, and finance.
    • Must have knowledge of polymer raw materials, intimate understanding of polyurethane chemistry, various applications method for polyurethane materials.
  • Preferred:
    • CRM (Salesforce/Dynamics), Microsoft 365, SharePoint/Teams, Smartsheet/Planner or Excel trackers; ERP references.
  
  

Communication & Working Relationship

• Internal
  • Sales, Technical Service, R&D/Formulation, QA/QC, Operations, Supply Chain/Procurement, Finance, EHS.
• External
  • Customer engineering, quality, procurement; distributors/installers; equipment vendors.

Working Conditions

The following working conditions are present or expected on a daily basis:

• Customer/site travel; industrial environments requiring PPE (including isocyanate safety practices).
• Valid driver’s license; ability to handle sample kits and demo materials.
• Personal protective equipment must be worn at all times on the production floor.