Sr Account Manager - Industrial Solutions

AAK • Edison, NJ

1d • Remote

About The Position

This position is to drive new customer acquisition and profitable growth within AAK USA’s Industrial Solutions (non-food) fats and oils portfolio. The focus is on building sustainable volume and margin while expanding into priority non-food applications, 50% food and 50% industrial. This is a primarily hunter-focused role, responsible for identifying, qualifying, and converting new opportunities through value-based selling, while selectively developing strategically important existing accounts and building a strong, forward-looking pipeline.

Requirements

• BA/BS degree, preferably in a Scientific field/MBA
• 5–10 years of experience in industrial/non-food ingredients industry, including exposure to sales, technical service, or commercial roles in personal care, biofuels, adhesives, lubricants, etc.
• Exceptional “hunting” skills to uncover new business opportunities with a sense of urgency; strong business acumen.
• Demonstrate strong customer relations skills with excellent presentation and communication skills.
• Exceptional problem solving and relationship building skills (internal and external)
• Highly organized with structured pipeline discipline
• Entrepreneurial thinker and self-starter
• SalesForce
• MicroSoft Office tools

Responsibilities

• Develop and maintain a strong working knowledge of the industrial oils and fats market, including competitive offerings, substitute technologies, and key application requirements across cleaning, detergents, and adhesives/coatings.
• Actively prospect within targeted non‑food industrial sub‑segments to identify and qualify new customer opportunities, applications, and growth vectors.
• Maintain consistent market visibility through industry events, trade shows, associations, and targeted customer visits to strengthen AAK’s market presence and uncover new business opportunities.
• Develop multi‑year volume, margin, and portfolio mix plans for targeted industrial and must‑win accounts.
• Translate market and customer insights into actionable growth strategies and opportunity pipelines.
• Build, manage, and execute a disciplined growth pipeline with defined stage gates, probabilities, and conversion timelines.
• Lead early‑stage opportunity development, including customer discovery, qualification, trials, and commercial alignment, through conversion to repeat business.
• Prepare value‑based proposals that align technical performance, supply reliability, sustainability attributes, and total cost‑in‑use.
• Establish, maintain, and grow value-based customer relationships positioning AAK as a trusted, long-term partner capable of meeting or exceeding annual revenue and margin targets.
• Formulate pricing, negotiate contracts, and supply agreements in partnership with Pricing and Sourcing & Trading.
• Working closely with customers to develop solutions for formulation challenges with an understanding of multiple customer functional areas, inclusive of Product Development/R&D and Procurement
• Prepare annual territory strategic plans to execute upon goals.
• Prepare & maintain Account Plans for all accounts.
• Provide technical and commercial feedback to customers as needed.
• Align AAK US or global technical resources with our customers’ technical groups on a select basis.
• Build and maintain a disciplined pipeline with defined stage gates, probabilities, and conversion timelines.
• Engage with Customer Innovation/Technical, Customer Service, and Operations to ensure successful onboarding of new customers and handle the administrative work associated with onboarding customers (credit applications for example).
• Work with customer service and A/R on collections when needed and other tasks associated with account management.

Benefits

• Career paths, training and development, and tuition reimbursement programs offer potential for you to progress your future career
• Comprehensive health insurance (medical, dental and vision) starting date of hire
• Health Savings Account with AAK annual contribution of $1,000-$1,500
• We match 100% of the first 3% you contribute to your 401(k), and 50% of the next 3%
• Free Life and Disability insurance
• Employee Assistance Program
• Supplemental Pet Insurance, Identity Theft Protection and Legal Insurance Plans
• Discounts on travel, amusement parks, concerts, movies, and more
• Celebrations, events, and activities on site and supporting our communities
• Recognition incentives for service and peer to peer recognition

What This Job Offers

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