Account Manager Job

Arkema•Dublin, OH

About The Position

The Key Account Manager is part of the North American Flexible Packaging commercial organization and covers the United States, collaborating with the global business team and key account managers in other regions. The role primarily serves existing flexible packaging customers while prospecting for new opportunities, focusing on U.S. regional and global Tier 1–3 flexible packaging converters, particularly in laminating and coatings applications. The position is responsible for growing revenue and margins, expanding market share, developing customer relationships, and managing commercial, technical, and service aspects of assigned accounts. The manager develops and executes annual sales and key account plans, builds a sales funnel, tracks projects in Salesforce, and delivers account budgets for revenue, MVC, and MVC percentage. The role requires close collaboration with internal commercial and technical teams, strong customer engagement, and adherence to OSHA, EPA, and Bostik EHS expectations. Arkema describes a collaborative environment with training and advancement opportunities, emphasizing inclusion, safety and support, empowerment, and teamwork. The role may require travel up to 50% of the time.

Requirements

Bachelor’s degree in business, marketing, or a science-related field, or equivalent experience.
10 or more years in technical or commercial roles, with sales experience in the packaging market.
Excellent oral and written communication skills and understanding of how to use different communication methods appropriately.
Excellent personal and interpersonal working skills.
Proactive thinking and strong problem-solving skills.
Proficiency in Microsoft Excel, Lotus Notes, Word, PowerPoint, website navigation, and CRM software.
Technical astuteness within the packaging sector.

Responsibilities

Develop a deep understanding of assigned key accounts and manage commercial, technical, and service aspects of customer relationships.
Expand the depth and breadth of strategic accounts and foster high-level, cross-functional engagement within customer organizations.
Present the value of the entire product portfolio to customer audiences, including large executive groups.
Develop high-value and complex commercial proposals and identify key value drivers for customers.
Grow sales by mapping customer applications, identifying decision-makers, developing relationships, and initiating projects.
Understand corporate- and plant-level customer influencers and identify, network with, and influence senior stakeholders.
Build an annual sales plan that aligns market segment strategy with territory objectives.
Plan customer interactions using agendas, clear objectives, and goal setting; use Miller-Heiman sales tools and follow a regimented sales process.
Gain commitments at each stage of the buying process by identifying win scenarios, developing and positioning complex solutions, and anticipating and overcoming objections.
Build strategic key account plans and be accountable for their execution.
Track and report account activity, build and manage a funnel of developing new business, and track sales projects in Salesforce.com.
Deliver budget for revenue, MVC, and MVC percentage for assigned accounts.
Build and execute an annual key account plan for each customer.
Use a team-selling approach and collaborate with the commercial organization and global colleagues.
Practice safe work habits in accordance with OSHA and EPA guidelines and Bostik EHS expectations.
Travel up to 50% of the time.