About the position
The Regional Key Account Manager is responsible for sales of Coating Additives portfolio to achieve profitable CM1 at assigned accounts. Align with Market Segment Teams and Global KA teams on the key activities and opportunities, which will help the team successfully implement its regional and global execution strategy to achieve growth aspirations. Responsible for the customer interface, managing their expectations, and advocating internally as appropriate. Support BL initiatives in the Americas and implement pricing strategy. This position should act as the 'voice of the customer & market' internally while being the 'voice of the company' externally. Please note that while this is a remote based position, the individual is ideally to be located in MI/WI/IL area.
Responsibilities
- Accountable for sales responsibilities for key locations in the Americas region and support colleagues with KA sales responsibilities across all regions.
- Development and implementing the Americas regional strategies of the global/accounts.
- Analysis of potential business expansion at the relevant accounts in the Americas.
- Act as 'Red Cap' in the Americas and therefore assists the global KA/Coordinated Account core teams in strategy development, project oversight, and ensure a high level of attention across functions and regions to serve the KA's.
- Establish the commercial conditions (ie. prices, payment terms, bonuses, consignment, discounts, etc) for the relevant accounts in alignment with the regional market segment teams and global KA core teams.
- Oversees projects for the accounts in cooperation with the Applied Research & Technology.
- Collecting market & competitive intelligence and the development of account plans/strategies.
- Forecasting (IBP) and budgeting (MTP) of sales volumes by customer.
- Develop pre-call plans, expense budgets, and writing monthly reports.
- Management & reporting of opportunity pipeline, aligned with Market Segment Teams & GKAM, in order to support growth goals.
- Managing/mitigating business loss/risks at accounts.
- Works effectively and communicates collaboratively with international colleagues on the key account core teams and within BL.
Requirements
- Bachelors Degree in chemistry, chemical engineering or related technical field, MBA is a plus.
- 10+ years chemical industry sales experience required; Coatings Market & Additives experience preferred.
- Excellent communication, presentation, interpersonal and negotiation skills.
- Ability to self-motivate, maintain high level of organization and operate effectively within a complex matric organization with multiple stakeholders.
- Ability to work effectively across different cultures, open-minded and impartial.
- Must have the ability to build relationships at target accounts with corporate purchasing, R&D and non-purchasing, including plant locations.
Benefits
- Performance related pay
- Opportunity for personal and professional development
- Family-friendly company certified by the German Hertie Foundation
