Key Account Manager I

TekniPlex•Madison, WI

About The Position

The Global Key Account Manager (GKAM) is responsible for managing and growing global key strategic accounts profitably through the development of new business, while maximizing profitable growth in the Primary Barrier Packaging for Barrier Protection Systems (BPS) business in NA, Tekni-Plex Healthcare Products. The individual in this role will have/develop a detailed knowledge of primary barrier packaging product lines. The GKAM will leverage this knowledge to differentiate primary packaging offerings to provide added value solutions, while strategically managing customers to drive higher level relationships and resulting growth. For these select customers, the Global Key Account Manager must perform at the highest levels of three fundamental areas: Owns Tekni’s Business with their Customers Builds Boundary-Spanning Relationships Builds and Leads Internal and External Teams

Requirements

Bachelor’s Degree in business, engineering or a technical discipline required
Seven (7) or more year’s full-time experience in sales and marketing required, with experience in packaging preferred.
Proven track record of growing sales profitably.
Excellent interpersonal communication, verbally and in writing, with a diverse range of people; analyzing and independently solving a variety of difficult situations and problems; occasionally working long irregular hours under pressure.
Advanced business, technical and financial acumen, to include pricing and forecasting.
Sound judgment and decision making skills, to include the ability to effectively research, plan, and resolve complex situations through multiple scenarios/solutions.
Demonstrated computer proficiency, to include MS Office and database management.
Ability to travel up to 50%.

Nice To Haves

Experience in commercializing new products and services preferred.

Responsibilities

Deliver sales and EBITDA growth at or exceeding budget for key customer accounts.
Set financial targets and forecasts, analyze and track performance.
Responsible for understanding EBITDA down to the product portfolio level of the customer, driving actions in order to enhance profitability.
Develops and maintains account plans to identify and deliver strategic objectives that enhance the customer’s and Tekni’s relationship. Included is the resulting multi-level and cross-functional communication inside of Tekni required to achieve buy-in of necessary resources needed to drive strategic objectives of the account plan.
Develop an understanding of the customer, to include their strategic plans, business state and gaps, organization, processes, etc., and generates/contributes to the fulfillment of solutions that leverage Tekni’s capabilities and/or potential capabilities.
Identifies, develops and wins specific business-development opportunities with the customer account. Includes the ability to develop and present an effective customer presentation and discussion.
Appropriately adopt/apply the Tekni Sales Management Operating System (processes, methodology, and systems) to develop plans, manage opportunities and enhance one’s skills.
Develops deep, broad and long-term relationships within the customer (particularly with senior executives) and progressively improves the strength of these relationships through results delivery and partnership behavior
Responsible for understanding full range of products and capabilities, as well as entire supply chain to support product delivery to customer, including understanding competitors’ products/services in order to position our differentiated solutions.
Provide feedback to R&D on detailed customer needs to drive new product development, driving customer-specific projects.
Create multi-functional teams from both companies (customer and Tekni), when required, to drive joint, differentiated solutions to meet customer’s needs and profitably grow BPS business, including complaint resolution.
Negotiate supply contracts, quality agreements, P.O.’s, Non-Disclosure Agreements, Joint Development Agreements, etc., as required, including terms and conditions (T&C’s), product specifications, scope of supply requirements, and pricing.
Attend trade shows and develop publications with Marketing and GTC to advance industry knowledge and customer knowledge as needed.
Other related duties may be assigned.