Regional Key Account Manager – Channel Sales Automotive

Tesa Tape inc•Novi, MI

1d•Hybrid

About The Position

At tesa, we're not just colleagues; we're collaborators who thrive on pushing boundaries and challenging the status quo. Our mission is to create sustainable adhesive solutions that improve the work, products, and lives of our customers - we're passionate about making a difference! The Regional Key Account Manager (RKAM) – Channel Sales Automotive will be responsible for managing and developing relationships with key customers in the channel sales segment, specifically converters and distributors within the Automotive Business Unit. This role involves driving sales growth, maximizing market share, and ensuring customer satisfaction through strategic account management and effective collaboration with internal and external stakeholders. This position also carries regional responsibility with the ability to act freely across geographical borders to manage and facilitate business-related activities at the different customer’s branches.

Requirements

Bachelor’s degree in Business, Marketing, Engineering, or a related field; MBA preferred.
8+ years' experience in key account management, sales, or a related role within the automotive industry; adhesives experience preferred.
Strong understanding of channel sales, specifically converters and distributors.
Proven track record of achieving sales targets and growing key accounts.
Excellent communication, negotiation, presentation and interpersonal skills.
Ability to navigate complex business negotiations and develop contracts/supply agreements.
Positive attitude towards proactive communication and networking.
Ability and willingness to adapt work schedules to satisfy customer needs. Must be available for air/auto travel up to 70% of the time.
Must have a current, valid driver’s license, passport, and physical ability to drive for lengthy periods.
Skilled and proficient in use the of computers to including but not limited to Microsoft products as well as the ability to use CRM software.

Nice To Haves

MBA preferred.
adhesives experience preferred.
Intercultural competence - experience working with US, European, and Asian cultures; preferred.

Responsibilities

Develop and maintain strong relationships with key accounts (converters and distributors).
Understand customer needs and align them with tesa’s product offerings and solutions.
Actively build networks inside customer organizations.
Develop and execute strategic account plans to achieve sales targets and business objectives.
Identify growth opportunities within existing accounts and potential new customers.
Collaborate with the sales and marketing teams to develop and implement effective sales strategies.
Conduct regular meetings and business reviews with key accounts.
Provide technical support and product training to customers.
Address and resolve customer inquiries, concerns, and issues promptly and effectively.
Monitor market trends, competitor activities, and customer needs.
Provide insights and recommendations to the management team based on market analysis.
Identify and assess potential risks and opportunities in the market.
Meet or exceed all established sales objectives and goals for assigned key accounts by developing, executing, and maintaining key account plans.
Track and report on sales performance metrics and KPIs.
Prepare regular sales forecasts, budgets, and reports.
Work closely with internal teams to ensure customer requirements are met.
Participate in cross-functional projects and initiatives to support business growth.
Identification of gaps in our product assortments and requirement profiles by writing business cases requesting new products that fill these gaps.
Provide commercial and technical support to local sales teams.