Manager, Business Development

Overview

The Marine Business Development Manager is an individual contributor who leads market growth and sales execution within the marine industry, with primary accountability for profitable revenue expansion and strategic relationship development. This role includes prospecting, forecasting, meeting sales objectives, and coordinating activities across cross-functional teams to support account goals. The ideal candidate is able to sell effectively at all organizational levels and build strong relationships that position Avient as the partner of choice.

Success requires proficiency in customer-centric selling approaches and in communicating the value of Avient’s products, services, and technical capabilities. This individual will assist customers in problem-solving to deliver tailored solutions and is expected to bring energy, professionalism, and a high degree of initiative to daily responsibilities. They must be capable of working independently while also coaching and influencing colleagues in marketing and other disciplines.

Strong cross-functional leadership and the ability to drive alignment across peer and management levels are essential. Experience with thermoplastic and thermoset composite solutions is preferred, and marine industry experience is a plus. This position requires up to 75% travel.

Essential Duties & 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.

Personnel:
In…