Key Account Manager

TekniPlex • Decatur, IN

5d

About The Position

The Key Account Manager (KAM) is responsible for driving revenue growth, profitability, and long-term strategic value through the management of a portfolio of high-impact accounts. This role serves as the primary point of contact for key customers, ensuring strong relationships, consistent value delivery, and alignment between customer needs and company capabilities. The KAM owns the commercial performance of assigned accounts, including budgeting, forecasting, pricing, and contract management, while identifying and executing strategies to grow share of wallet and expand into new opportunities. In parallel, this role contributes to broader market development efforts by identifying emerging trends, unmet needs, and strategic partnerships that position the organization for sustained growth. Success in this role requires strong cross-functional leadership, collaboration across Sales, R&D, Operations, Supply Chain, Finance, and Marketing, and a deep understanding of the food packaging, consumer packaged goods (CPG), and materials science landscape.

Requirements

• Bachelor’s degree in Business, Engineering, Science, Marketing, or related field (MBA preferred).
• Minimum 5+ years of experience in sales, key account management, or business development within packaging, food, CPG, or materials science industries.
• Proven success managing strategic accounts, driving revenue growth, and executing market expansion strategies.
• Strong customer service and relationship building skills.

Nice To Haves

• Experience in the Egg Industry and/or rigid packaging (thermoforming, injection molding, paper forming) preferred

Responsibilities

• Serve as the primary point of contact for strategic accounts, building strong, long-term customer relationships.
• Develop and execute strategic account plans focused on customer satisfaction, retention, profitability, and share of wallet growth.
• Align customer expectations with operational and commercial capabilities to ensure consistent delivery and value creation.
• Conduct regular business reviews, monitor customer satisfaction, and proactively address issues.
• Identify unmet customer needs and collaborate internally to deliver tailored solutions.
• Own revenue performance for assigned accounts, ensuring delivery against annual budgets and growth targets.
• Develop accurate short- and long-term sales forecasts and provide regular reporting on performance metrics.
• Manage pricing strategies, credit terms, and profitability across product lines, SKUs, and customers.
• Lead contract negotiations, ensure execution, and manage timely renewals.
• Partner with Finance to evaluate profitability, ROI, and margin optimization opportunities.
• Identify and pursue new business opportunities within existing and prospective accounts.
• Leverage industry relationships and company capabilities to expand market presence.
• Translate customer insights, competitive intelligence, and market trends into actionable growth strategies.
• Support new product development, packaging innovation, and material solutions aligned with market needs.
• Conduct market assessments to identify growth opportunities, segmentation, and emerging trends.
• Monitor consumer behavior, regulatory developments, and competitive dynamics within the food packaging and CPG industries.
• Identify technology gaps and opportunities for differentiated value creation.
• Contribute to long-term strategic planning, business cases, and market entry initiatives.
• Lead and coordinate cross-functional teams including Customer Service, R&D, Operations, Supply Chain, Finance, and Marketing.
• Drive alignment across internal stakeholders to successfully execute account strategies and business initiatives.
• Facilitate collaboration to resolve challenges, optimize performance, and deliver customer value.
• Align account-level activities with broader business unit and organizational objectives.
• Develop and strengthen relationships with key customers, partners, and industry stakeholders.
• Represent the company at trade shows, conferences, and industry events.
• Support the development of thought leadership and value propositions in collaboration with Marketing and Product Management.
• Act as a trusted advisor internally and externally on market dynamics, customer needs, and growth opportunities.
• Communicate a clear vision and strategic direction to stakeholders.
• Champion a culture of customer-centricity, innovation, and accountability.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior