The posting
Who We Are
Formerra is a preeminent distributor of engineered materials, connecting the world’s leading polymer producers with thousands of OEMs and brand owners across healthcare, consumer, industrial, and mobility markets. Powered by technical and commercial expertise, it brings a distinctive combination of portfolio depth, supply chain strength, industry knowledge, service, leading ecommerce capabilities, and ingenuity. The experienced Formerra team helps customers across multiple industries to design, select, process, and develop products in new and better ways – driving improved performance, productivity, reliability, and sustainability. To learn more, visit www.formerra.com.
Formerra leads in the market with the following key capabilities:
- Problem-solving mindset, based on ingenuity and backed by a skilled and experienced commercial team that brings differentiated insights across markets including healthcare, consumer, industrial and mobility
- Expansive material portfolio, including engineering thermoplastics and traditional polymers across leading material brands
- Integrated, long-standing relationships with leading, global suppliers
- Unparalleled and highly specialized technical, processing, and design support
- Regulatory-compliant material support and expertise
Position Summary
The Senior Account Manager is responsible for driving profitable revenue and gross margin growth through strategic account development, new business acquisition, and expansion of existing customer relationships. This role manages complex, high-value opportunities, develops solutions aligned with customer business needs, and executes a disciplined, customer-centric sales process.
Serving as a trusted business partner, the Senior Account Manager brings strong commercial judgment, industry knowledge, and technical aptitude to identify growth opportunities and deliver long-term value for customers and Formerra. The role works independently while providing leadership across internal teams and channel partners to strengthen the sales pipeline, improve account performance, and support broader regional and organizational growth priorities.
Location Requirement: This role is remote; however, candidates must reside within the Minneapolis, MN territory.
Key Responsibilities
- Drive profitable revenue and gross margin growth through strategic new business development and expansion of existing customer relationships.
- Achieve sales, gross margin, and new business objectives aligned with regional and organizational growth priorities.
- Develop and execute comprehensive account and territory plans that identify customer priorities, competitive dynamics, growth opportunities, and potential business risks.
- Build and manage a robust sales pipeline through targeted prospecting, strategic opportunity development, and disciplined execution through closing.
- Lead complex sales opportunities involving multiple decision-makers, technical requirements, pricing considerations, and extended sales cycles.
- Establish trusted relationships with key customer stakeholders and serve as a strategic business partner across commercial, technical, and operational needs.
- Apply consultative selling practices to assess customer needs and recommend differentiated product, pricing, service, and supply-chain solutions.
- Conduct regular business reviews and use scorecards, EVE tools, CRM data, and other approved sales tools to evaluate account performance and identify opportunities for growth.
- Develop accurate sales forecasts, budgets, opportunity plans, and strategic growth initiatives for assigned accounts and territory.
- Lead pricing and commercial negotiations within established guidelines, balancing customer value, competitive positioning, profitability, and long-term growth.
- Identify, assess, and respond to competitive threats, market developments, and changing customer requirements.
- Coordinate cross-functional resources, including Marketing, Technical, Product Management, Customer Service, Supply Chain, and Finance, to deliver effective customer solutions.
- Collaborate with suppliers and channel partners to develop opportunities, support customer initiatives, and strengthen strategic relationships.
- Provide timely customer, market, and competitive intelligence to sales leadership and relevant internal stakeholders.
- Support marketing programs, industry events, trade shows, supplier initiatives, and customer-facing promotional activities.
- Maintain accurate and current CRM records, opportunity information, sales activities, forecasts, and performance metrics.
- Share account-management practices, market knowledge, and commercial insights with other members of the sales organization.
- Demonstrate a high level of ownership, accountability, and follow-through while operating independently within the assigned territory.
- Provide timely reporting and communication to sales leadership and perform other duties as assigned.
Qualifications
Required
- High school diploma or GED.
- At least 5 years of progressive experience in sales, account management, distribution, manufacturing, or a related commercial environment.
- Demonstrated success developing new business, expanding strategic customer relationships, and achieving revenue and gross margin objectives.
- Experience managing complex accounts, sales opportunities, or customer relationships involving multiple stakeholders.
- Strong commercial and financial acumen, including an understanding of pricing, profitability, forecasting, and account performance.
- Strong technical aptitude and ability to understand customer applications, materials, processing requirements, and solution options.
- Demonstrated ability to develop account strategies, manage a sales pipeline, negotiate effectively, and close new business.
- Excellent verbal, written, presentation, negotiation, and interpersonal communication skills.
- Strong organizational skills, self-motivation, and ability to establish priorities and work autonomously in a fast-paced environment.
- Ability to influence and coordinate cross-functional teams without direct authority.
- Ability to travel extensively, up to 75%, including overnight travel, to manage customer relationships and support business growth objectives.
Preferred
- Bachelor’s degree in plastics or polymer engineering, business, chemistry, or a related discipline.
- Previous sales experience in the plastics, polymers, specialty materials, chemicals, or related distribution industry.
- Experience managing large, strategic, or multi-location customer accounts.
- Experience leading complex negotiations and developing long-term commercial agreements.
- Proficiency in Microsoft Word and Excel, with experience using SAP and CRM systems.
Core Competencies & Skills
- Strategic business development
- Consultative and value-based selling
- Strategic account planning
- Customer relationship management
- Commercial and financial acumen
- Negotiation, influence, and closing
- Complex opportunity management
- Technical learning and solution orientation
- Forecasting and pipeline management
- CRM discipline and data accuracy
- Cross-functional leadership
- Executive-level communication
- Planning and organization
- Ownership and accountability
- Results orientation
#LI-Remote
Disclaimers:
- Legal authorization to work in the specified country is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.
- The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
- It is the policy of Formerra that all employees are employed at the will of Formerra for an indefinite period and are subject to termination at any time, for any reason, with or without cause or notice. At the same time, employees may terminate their employment at any time and for any reason.
- Equal Opportunity Employer. All qualified candidates will receive consideration for employment and will not be discriminated against based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, pregnancy, genetic information, creed, citizenship status, marital status or any other consideration prohibited by law or contract.
- NOTICE: Formerra is committed to ensuring a fair and legitimate recruitment process. We want to alert job applicants to the potential risk of recruitment scams and encourage caution when responding to unsolicited job postings or communications. If you receive a job offer without having explicitly applied through our website or a legitimate job board, please be wary. We will never request sensitive personal information—such as your Social Security number, birth date, or banking details—via email. If you are uncertain about the legitimacy of a job posting or communication, please contact us directly at [email protected].
