Account Manager

Element Solutions Inc•Independence, MN

12d•$95,406 - $143,108

About The Position

MacDermid Enthone Industrial Solutions, a business of Element Solutions Inc, is a global supplier of industrial metal and plastic finishing chemistries. They design and manufacture chemical systems that protect and decorate surfaces, offering high-performance functional coatings for wear and tear resistance, corrosion resistance, and decorative performance coatings for various end markets. The company also provides chemistry and equipment for wastewater treatment and recycling solutions, emphasizing sustainable practices. They operate based on five core values: Challenge, Commit, Collaborate, Choose, and Care, aiming to drive financial performance and create a rewarding work environment.

Requirements

B2B experience in specialty chemicals (or adjacent technical industries).
Excels at consultative selling.
Can translate complex product capabilities into clear customer value.
Thrives in a global matrix environment.
Customer-Centric & Curious: Actively seek to understand customer processes and success metrics, turning insights into practical, value-adding solutions.
Results-Driven: Set ambitious goals and deliver on them—balancing growth, margin, and service excellence.
Clear, Persuasive Communicator: Can simplify technical concepts, craft compelling business cases, and influence stakeholders at multiple levels.
Collaborative & Accountable: Work seamlessly across functions and geographies, taking ownership and following through.
Adaptable & Resilient: Navigate complexity, changing priorities, and supply dynamics with composure and creativity.
Data-Savvy: Use data and tools to prioritize efforts, manage pipelines, and make informed decisions.
Commercial Acumen: Strong grasp of B2B sales mechanics (value selling, pricing, contracting, TCO) and margin management.
Industry & Technical Understanding: Familiarity with specialty chemicals, applications, and customer processes; able to partner with technical teams during trials and qualifications.
Account Planning & Governance: Proficiency in stakeholder mapping, plan-on-a-page development, QBR cadence, and action tracking.
Negotiation & Influence: Skilled in structuring deals, handling objections, and closing agreements that balance value and risk.
Analytical & Digital Skills: Competent with CRM (e.g., Salesforce/MS Dynamics), Excel, and dashboards; able to interpret data for forecasting and decision-making.
Operational Discipline: Strong pipeline hygiene, accurate forecasting, and adherence to pricing/commercial policies.
Regulatory & Stewardship Awareness: Understanding of product stewardship, SDS, labeling, and major regulatory frameworks (e.g., REACH/TSCA) impacting customers.
Project & Time Management: Ability to run trials, manage timelines, and coordinate multiple projects across sites and regions.

Responsibilities

Own revenue, margin, and share-of-wallet targets across assigned accounts; build multi-year growth plans and execute quarterly action plans.
Understand customer processes, formulations, and performance requirements; position product/application solutions that deliver measurable outcomes.
Maintain a robust pipeline in CRM; qualify opportunities, drive trials, and convert to commercial wins with disciplined stage-gate management.
Prepare proposals, lead negotiations, and manage price execution (including indexation and surcharge mechanisms) in line with commercial policy.
Provide accurate forecasts; collaborate with supply chain and planning to balance service levels, inventory, and constraints.
Partner with Technical Service, R&D, Product Management, Quality, and Regulatory to tailor solutions and resolve issues quickly.
Map stakeholders, conduct QBRs/EBRs, track KPIs, and document plans, risks, and actions to ensure transparency and accountability.
Monitor trends, competitor activity, regulatory changes, and customer strategies; feed insights into pricing, innovation, and portfolio decisions.
Uphold ethical selling practices, ensure product stewardship and regulatory compliance (e.g., SDS, REACH/TSCA), and champion safe handling.