Senior Key Account Manager
As the Senior Key Account Manager - Industrial Solutions, you will report to the Sr. Sales Director for the Americas and be accountable for driving sustained, profitable growth across a defined sales territory. This includes managing and expanding relationships with key strategic accounts, identifying new business opportunities, and aligning customer needs with the company's product and solution offerings. You will serve as the primary customer interface, ensuring revenue and profitability targets are met through strong relationship management, market insight, and contributions to a market-driven commercial strategy.
Role Responsibilities:
- Interact with key strategic customers on a regular basis to establish and maintain relationships to achieve annual sales target in the managed sales territory.
- Achieve annual sales targets for the managed sales territory in terms of volume and material margin by working closely together with sales leader, product managers and SBU leader.
- Maximize face-time with existing and prospective customers, completing timely documentation of these interactions via SFDC that provides commercial, technical & marketing intelligence/guidance to colleagues.
- Facilitate and manage meetings between key stakeholders from customer and the company according to annual engagement plan.
- Update opportunity funnel and financial information in SFDC on a continuous basis.
- Call on multiple levels and functions of strategic account organizations including technical, commercial, manufacturing, senior management and procurement. Develop high degree of organizational and personal credibility and drive long-term mutually profitable partnerships.
- Lead the effort to continuously drive opportunities to create value for the customer by driving and aligning our capabilities to their needs. Maintain a formal customer benefit statement.
- Deep understanding of the global chemical marketplace and how raw material dynamics affect strategic customers, ability to leverage this knowledge to develop growth opportunities for existing and new products
- Facilitate customer specification approval and reviews and technical product presentations/awareness to customers in conjunctions with Technical Service Managers as needed. Complete timely technical call reports and share via SFDC.
- Support sales efforts of authorized distributor(s) in the managed sales territory with joint customer calls as warranted by opportunity size.
- Develop an intimate understanding of the customer's long-term strategic direction regarding technology, innovation, markets and products and communicate internally via SFDC.
- Create year-end customer-specific letter for key strategic accounts to summarize the value the company has created in the past year as well as focus for the upcoming year.
Preferred Experience:
- BS in Chemistry, Engineering or related field
- Minimum 8 years experience in outside chemical industry sales role desirable (though successful experience as inside sales may be acceptable in some cases). Experience should include negotiating, contract creation and management, and key account management
- Computer and software proficiency, specifically Microsoft Office (Word, Excel, PowerPoint, Outlook).
- Experience with Salesforce CRM preferable
Benefits:
- Physical Health benefits including competitive Medical, Dental, and Vision packages, company contribution to Health Savings Account, cash incentive for Annual Physical and reimbursement
- Financial Wellness opportunities including company paid life insurance and disability plans, 401(k) Retirement Plan with generous company match, and certified Financial Planning & Investment services
- Generous Paid Time Off
- 10 Paid Holidays
- Paid Parental Bonding Leave
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