Account Manager-Defense and Outdoor

Trelleborg is a world leader in engineered polymer solutions for almost every industry on the planet. And we are where we are because our talents brought us here. By specializing in the polymer engineering that makes innovation and application possible, Trelleborg works closely with leading industry brands to accelerate their performance, drive their business forward—and along the way, shape the industry and progress that will benefit humankind in the exciting years ahead. Our people are Shaping Industry from the Inside. Why don´t you join us? 


USA - Monson, MA


Sista ansökningsdag 2024-02-17 Plats: USA - Monson, MA

Make your mark on the future. Accelerate your career with Trelleborg and start shaping industry from the inside.

Who are we?

Throughout the world, within the most technologically advanced industries, Trelleborg adds layers of innovation to ensure the highest performance in engineered coated fabrics. Our polymer-engineered solutions are built on technical and industry know-how, delivered by experienced teams across a proven and efficient process methodology. With every angle covered, we go further to engineer customized and innovative coating solutions that improve the performance of industry innovations and accelerate our customers’ business.

About the Job

The Account Manager – Defense & Outdoor is responsible for identifying and developing new business growth opportunities through existing customers, new customer development, and strategic expansion into adjacent products, materials, capabilities and/or market segments. Key performance metrics are to achieve targeted sales growth in assigned industries and to build a robust 12 to 36-month sales pipeline of new business.  Will work closely with Product Development team in identifying unmet market needs and prioritizing our new innovation and product development resources in alignment with our strategy.  As a representative of our company, the Account Manager will at all times operate and represent Trelleborg at the highest ethical standards and in accordance with our core values.

Tasks and Responsibilities

  • Prospecting and lead generation. Cold calling, email and other methods to generate new business opportunities.
  • Develops, maintains and enhances relationships with key accounts and prospects to support and grow current business, generate new business opportunities, assess market conditions, evaluate competitive environment and drive growth strategies.
  • Manages the customer relationship through all phases of the sales cycle using the Trelleborg Sales Excellence consultative selling process.
  • Identifies strategic opportunities to direct future growth through new products, materials, and services that fit the core competencies and capabilities of the company and that align with our strategic plan.
  • Understands the needs of customers’ manufacturing processes and the form, fit and function of their finished products and/or applications in order to transform their needs into valuable solutions provided by Trelleborg.
  • Responsible for value-based pricing and margin management per our guidelines.
  • Prepare sales plans to include specific objectives such as target accounts, customer forecasts, personnel requirements and product development requirements.
  • Record status and results of all sales, product development, marketing and new business development pipeline activities and competitive market intelligence in
  • Analyze and report key sales results monthly, quarterly and annually.
  • Prepare financial plans including sales forecasts and budgets as required.
  • Participate in industry related tradeshows, conferences, associations, and technical sessions to maintain an up-to-date working knowledge of the Industry.
  • Maintain territory expenses as budgeted.
  • Other duties as assigned.

Education and Experience

  • Minimum education: BS/BA University degree in Engineering, Chemistry, or Business.
  • Preferred education: BS/BA + MBA or advanced Engineering or Chemistry degree. 
  • Preferred four (4) years industrial materials sales experience in the Government & Defense and/or Outdoor market segments.
  • Preferred experience will include 3+ years in the polymer, technical textile and/or coated fabrics industry.
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization.
  • Proven ability to drive the sales process from prospect to close.
  • Experienced at Value Added “Voice of the Customer” approach
  • Sales territory planning and management.
  • Financial and business acumen.
  • Experience in using or equivalent CRM system.
  • Committed to continuous professional and personal improvement.


  • Successful track record of sales growth and new business development (“Hunter” profile)
  • Highly proactive with drive and determination to develop new business.
  • Ambitious self-starter with strong sense of urgency.
  • Ability to self-motivate and multi-task and to work both independently and within a team
  • Strong communication, negotiation, and leadership experience.
  • Ability to build relationships at multiple levels to work cross-organizationally toward solutions
  • Meets fixed deadlines under pressure, while working within budgets and specific targets

Key Interfaces and Stakeholders

  • Reports directly to: Business Development Manager – Government & Defense
  • Works closely with Commercial Team (Sales, Marketing, and Product Development)
  • Collaborates closely with Operations (Supply Chain, Production and Quality)
  • High customer engagement

Travel Requirements

  • Approximately 50% of time traveling domestically with potential international travel.
  • Business Unit headquarters located in Rutherfordton, North Carolina.
  • Office location in Monson, Massachusetts. Relocation assistance is available.
  • Must have a valid driver’s license and maintain a valid passport.

Behavioral Characteristics

  • Growth mindset.
  • Life-long learner.
  • Enthusiastic self-starter.
  • Positive thinker; sees opportunities where others see obstacles.
  • Effective communicator and charismatic profile
  • Strong sense of urgency
  • Self-motivated
  • Results-oriented, with a desire to succeed
  • Excellent time management, planning and organizational skills

Key Performance Indicators

  • Driving business development activities that provide exceptional value in helping our customers and Trelleborg accelerate new and profitable growth.
  • KPIs: Sales and profitability growth & Expanding opportunity pipeline

Are you the one we’re looking for? Apply now by clicking the Apply button, or email me for more information

Do not hesitate to contact Andrew Cleveland, HR Business Partner ( if you have questions regarding the position.


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