CLEVELAND – Specialty chemical distributor Palmer Holland has realigned its sales team, forming a market-specialized sales force.
Up to this point, Palmer Holland organized its sales team by regions designated purely upon geographic location. Moving forward, the realignment structures the sales team based on the following market verticals: Agriculture, CASE, Health & Nutrition, Lubricants, and Plastics. Customer feedback uncovered during a 2018 Voice of the Customer (VOC) engagement project guided the reorganization.
“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,” said Palmer Holland’s President C. Bradley Steven. “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,’” said Palmer Holland’s Chief Innovation Officer Charlie Laurie. “Aligning our sales team by market allows us to exceed our high technical and service standards to better provide customers and principals with singularly focused industry knowledge.”
Customers can expect to receive increased technical insight accumulated through concentrated experiences as well as a higher level of product and application expertise from focused and specialized training. Principal partners will have the best of both worlds, specialized market-based sellers and the breadth of Palmer Holland’s national sales team in addition to the creation of a more manageable line of site to key sellers.
For more information, customers should contact their Palmer Holland Account Manager or e-mail firstname.lastname@example.org.
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