Celeste Industries Corporation is a global specialty chemical company focused on the development of value added cleaning, maintenance, and odor control products serving the aviation market. We work with airlines and aircraft OEMs to develop improved maintenance solutions; by combining our own expertise in cleaning chemicals and applications technology with modern scientific advancements, we are able to quickly develop complete system solutions for difficult cleaning, maintenance, and odor control tasks. At Celeste, we blend together chemistry and creativity to bring the latest and greatest cleaning technologies and programs to our customers. Our portfolio of products includes a wide range of products from toilet line cleaners and descalers to hand soaps and air fresheners. All of our products meet the specific requirements of the aviation industry and are unmatched in quality and cost effective performance. Our product portfolio is composed of water based chemistry and green solvents, all of which meet industry material compatibility testing and standards. We pride ourselves on providing safe, thoroughly tested, and effective high-quality products that meet customer needs. Our leadership is built on a foundation of commitment to our customers. Working hand-in-hand with customers, we're able to understand unique performance drivers and rapidly design, develop and commercialize solutions to meet those needs.
Summary:
The Account Manager will maintain and grow cleaning products for the interior, cabin, in transit and exterior segments of top-tier airlines and cleaning companies. Territory will be the Americas, with most of the focus in the US. This position will be a team player, be open to coaching and enlisting help from others, and will take ownership of every initiative she/he/they create(s). The Account Manager will get support from global and experienced sales and marketing, product, and technical teams.
Essential functions and responsibilities:
Partner with the Global Sales Manager to create Celeste's maintenance and growth strategy within airlines, distributors, and cleaning companies. Additional business exploration on Jan San as needed.
Meet and exceed annual goal for current customers and products.
Drive launch of new products and meet annual goal for new business and new products.
Develop cleaning companies' and partner with them to understand their pain points and how to develop solutions for the customers. Articulate those pain point into sales opportunities with current or new products ideas as needed. Explore new markets for our products within the cleaning segment. Expand your contact data base through cold calling, referrals, and LinkedIn.
Provide market intelligence including price, annual usage, pros and cons of products and other critical information to marketing manager for inclusion into the competitive database. Keep track of contract expiration dates and length. Acquire samples when needed.
Track pipeline opportunities and conversion by managing Sales Force (SFDC). Track any business at risk or lost in a similar fashion.
Work on account plans as needed.
Prepare pre call agenda and report outcomes.
Prepare and execute bids (private and government) and RFPs as needed.
Update and negotiate supply contracts with airlines as needed.
Provide sales outlook for 12 months for current and any new business.
Qualifications:
5 plus years of experience in a sales role or equivalent.
Bilingual in English and Spanish preferred.
Previous management experience preferred.
Price, bid and contract negotiation preferred (private and government).
MS Office (Excel, PowerPoint, and Outlook calendar planning): Intermediate/Advanced
Master's in Business Administration is a plus.
Airline background preferred.
Sales Force experience preferred.
Able to travel up to 50% of the time with potential overnight stays.
Skills:
Direct sales and 3rd parties skills, as well as sales farming skills.
Strategic (plan development) and tactical (sales execution) mind set.
Be a self-driven and self-motivated player requiring little supervision to stay on task and perform job functions.
Care about satisfying customers, partners, and their needs.
Results oriented and possess self-confidence.
Team player, willing to work with others to get the job done.
Able to navigate complex sales structures within customers.
Find product solutions to customer's problems using existing or new products to be developed.
Intermediate to advanced negotiation skills.
Accountability and ownership; willing to follow procedures but to improve them as well.
Path forger: not afraid of finding alternative roads to win, asking questions and escalating within the customer as needed.
ITW Pro Brands is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
ITW is an equal opportunity employer. We value our colleagues' unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.
As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.
All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.
ITW is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
