DIRECTOR, KEY ACCOUNTS
About The Position
Vybond is seeking an experienced Director of Key Accounts to lead the strategy, growth, and development of important customer relationships. The role is accountable for building and executing long-term account strategies that drive profitable organic growth, increase customer penetration, strengthen strategic partnerships, and expand opportunities across existing and new applications. This highly visible commercial leadership position serves as the business owner and senior commercial leader for assigned strategic accounts. The Director coordinates company resources across Product Management, R&D, Operations, Supply Chain, Finance, Quality, and other commercial team members to deliver customer and business objectives. Success is demonstrated through profitable organic growth in strategic accounts; increased share of wallet and customer penetration; development and conversion of new-business pipelines; competitive conversions and specification wins; customer retention; effective pricing and commercial-term management; strong executive customer relationships; accurate forecasting and disciplined account planning; and effective cross-functional leadership.
Requirements
- Bachelor’s degree in business, engineering, marketing, or a related field.
- 8–10 years of progressive B2B sales, business development, or strategic account management experience.
- Demonstrated success managing and growing large, complex strategic or national accounts while achieving revenue, profitability, and EBITDA objectives.
- Proven experience developing and executing strategic account plans that deliver sustainable organic growth.
- Strong understanding of commercial strategy, pricing, profitability, contract negotiations, forecasting, and pipeline management.
- Experience developing relationships across multiple levels of large customer organizations, including senior- and executive-level decision makers.
- Ability to lead and influence cross-functional teams without direct authority and drive alignment toward shared customer and business objectives.
- Strong financial and business acumen, including ability to understand customer economics, margins, pricing, profitability, and return on commercial investments.
- Excellent negotiation, presentation, communication, analytical, organizational, and interpersonal skills.
- Strong proficiency with CRM, forecasting, analytics, and other data-driven commercial tools.
Nice To Haves
- Experience in industrial tapes, pressure-sensitive adhesives, specialty materials, chemicals, or another technical manufacturing environment.
- Strong understanding of general industrial markets.
- Technical knowledge of pressure-sensitive adhesives, industrial tapes, or specialty materials.
Responsibilities
- Lead and grow a portfolio of strategic and key accounts, with accountability for revenue growth, profitability, customer retention, and long-term value creation.
- Develop and execute strategic account plans covering customer priorities, growth opportunities, competitive threats, key decision makers, and short- and long-term commercial objectives.
- Build multi-level relationships across customer organizations, including senior and executive leadership, procurement, technical, operations, quality, and other stakeholders.
- Increase share of wallet and expand business across customer locations, business units, applications, products, specifications, and technologies.
- Develop a deep understanding of customer businesses, strategies, markets, applications, and unmet needs to identify opportunities for differentiated value.
- Identify and pursue competitive conversion opportunities and develop strategies to protect existing business from competitive threats or customer-driven changes.
- Lead strategic commercial discussions and negotiations involving pricing, contracts, supply agreements, rebates, and other commercial terms while protecting profitability and customer relationships.
- Build and maintain a pipeline of growth opportunities, including new applications, new product development, cross-selling, and market expansion.
- Align Sales, Product Management, R&D, Operations, Supply Chain, Quality, and Finance around customer commitments, opportunities, and priorities.
- Develop and manage annual revenue, profitability, and growth plans for assigned accounts, including forecasting and pipeline management.
- Monitor account performance, competitive activity, pricing trends, customer behavior, and potential business erosion, and develop proactive strategies to protect and grow business.
- Represent the voice of the customer internally by sharing insight into customer strategies, market trends, competitive activity, unmet needs, and emerging opportunities.
- Partner with Product Management and R&D to identify and prioritize innovation and new product development opportunities with strategic customers.
- Conduct regular strategic business reviews with customers and internal leadership to assess performance, growth initiatives, innovation opportunities, and future priorities.
- Maintain accurate and timely customer, opportunity, pipeline, and forecast information using CRM and other company-provided tools.
- Represent the company at customer meetings, industry events, trade shows, and other strategic forums as appropriate.
- Stay current on market dynamics, competitors, technologies, applications, and regulatory developments affecting industrial tape and adhesive markets.
- Perform additional responsibilities as needed.
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What This Job Offers
Job Type
Full-time
Career Level
Director
