01.30.19
Palmer Holland said it realigned its sales team forming a market-specialized sales force.
Up to this point, the Palmer Holland sales team was organized by regions designated purely upon geographic location.
Up to this point, the Palmer Holland sales team was organized by regions designated purely upon geographic location.
Moving forward, the realignment structures the sales team based upon market vertical: Agriculture, CASE, Health & Nutrition, Lubricants, and Plastics. This reorganization was guided by customer feedback uncovered during a 2018 Voice of the Customer engagement project.
“The sales team, driven by market vertical team leadership, is specifically charged to meet principal growth objectives and deliver the needed service platforms to customers,” Palmer Holland’s President C. Bradley Steven said. “Our realignment allows each account manager to focus on his or her individual area of the specialty chemical and ingredient industries. I am very excited about the heightened level of technical acumen, responsiveness, and service that will result from our efforts.”
“During the VOC project, our customers told us the most important attribute they expect in their account manager is ‘knows/understands my business and industry,’" Palmer Holland’s Chief Innovation Officer Charlie Laurie added. “Aligning our sales team by market allows us to exceed our highly technical and service standards to better provide customers and principals with singularly-focused industry knowledge.”
“The sales team, driven by market vertical team leadership, is specifically charged to meet principal growth objectives and deliver the needed service platforms to customers,” Palmer Holland’s President C. Bradley Steven said. “Our realignment allows each account manager to focus on his or her individual area of the specialty chemical and ingredient industries. I am very excited about the heightened level of technical acumen, responsiveness, and service that will result from our efforts.”
“During the VOC project, our customers told us the most important attribute they expect in their account manager is ‘knows/understands my business and industry,’" Palmer Holland’s Chief Innovation Officer Charlie Laurie added. “Aligning our sales team by market allows us to exceed our highly technical and service standards to better provide customers and principals with singularly-focused industry knowledge.”