Key Account Manager – Americas, Healthcare, Consumer Goods, Environment and Construction

Job Overview and Responsibilities

The Key Account Manager (KAM) for the Healthcare, Consumer Goods, Construction & Environment Cluster will be focused on identifying and developing new application projects with existing and new customers as well as driving current sales and business growth with existing customers in the segment.

The person in this position is the main point of contact for the key accounts in their scope, managing the relationships with their customers, finding, developing and closing qualified leads in the relevant markets in scope as well as identifying new business opportunities, managing new business relationships, and developing submarkets for new product/market combinations.

This position reports to the Sales Director in the Americas.

Responsibilities include:

• Ensure sales and development objectives are met, forecasted & aligned w.

  Financial Objectives

• Serve as the main point of contact for key accounts and development of new opportunities in the market
• Build and maintain strong relationships with current and potential customers through proactive communication and regular visits to discuss commercial opportunities
• Identify, investigate and follow up on qualified leads and develop business for potential customers in key market segments
• Plan and execute regular visits with current and potential customers and effectively identify and manage accordingly customer needs and demands and communicate to management as necessary
• Understand and apply the sales strategy, and promote the value proposition for each product
• Provide accurate sales forecasts
• Update the Account Development Plan (ADP) and the Key Account Plan (KAP) as needed
• Maintain and continuously improve knowledge about products, applications and markets in the industry
• Follow the Group sales and marketing processes and practices to drive sales and development in the segment
• Monitor, analyze and evaluate available information to clearly synthesize and report on competitor activities, product forecasts, market trends and evolutions, including proposals for
• actions
• Coordinate the review and approval of legal documents (NDAs, Code of Conduct, Supply Agreements and other compliance documents
• Develop, negotiate and monitor contracts and pricing strategy for new and existing business opportunities
• Evaluate and propose innovative solutions for customer problems and coordinate with internal resources (R&D, CTD) when needed to meet customer requests/demands and ensure issues are resolved
• Develop and maintain effective working relationships with other internal departments
• Manage targeted marketing projects as assigned
• Support Credit
  – Cash collection activities as needed including alignment of payment terms to ensure timely payment
• Maintain a high level of customer satisfaction as verified by Frontline NPS
• Perform other duties as assigned or required

Education and Experience

• BA or BS degree in a related technical field (engineering, chemistry, material science, etc.). MBA a plus
• 5 years of sales experience in a specialty chemical company with a technical understanding of polymers and applications
• Experience managing sales and development to customers in regulated spaces
• Strong marketing and sales in a specialty polymer environment preferred
• Ability to educate customers/colleagues both on the technical and commercial side, and communicate/present well in a succinct and compelling way
• Excellent initiative, autonomy and enthusiasm
• Demonstrated track record of successful sales/negotiations, key account management/business development and internal/external relationships at multiple levels within the organization.
• Strong desire both to learn and to share knowledge
• Strong achievement drive and very results driven
• Strong communications skills (written, oral and presentation)
• Strong ability to influence and forge strong relationships with impact at any level in the customer organization or in the GBU
• Experience and ability to work in a global matrix
• Ability to handle stressful situations with a calm demeanor
• Ability to travel approximately 30% including some international travel
• Fluent in English

Skills

• Change Management
• Collaboration
• Agility/Adaptability
• Impact and Influence
• Strategic Thinking