Global Key Account Manager

The Global Key Account Manager is responsible for managing and growing key strategic accounts with both regional and global impact in the region. This role will be supporting consumer products (Lidding, Seals, Etc.) in our Integrated Performance Solutions group.  He or she will execute global initiatives and lead a local team. This role is responsible for profitable growth through the development of new business, innovation, relationship building while maximizing sales and profitability, including but not limited to being responsible for managing all aspects of the customer in order to ensure the highest levels of customer satisfaction are achieved.  The individual in this role will have/develop a detailed knowledge of sealing product lines.  The KAM will leverage this knowledge to differentiate sealing offerings to provide added value solutions, while strategically managing customers to drive higher level relationships and resulting growth.

For these select customers, the Global Key Account Manager must perform at the highest levels of three fundamental areas:

• Owns Tekni’s Business with their Customers
• Builds Boundary-Spanning Relationships, including regional and global
• Builds and Leads Internal and External Teams

 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

1. Deliver sales and EBITDA growth at or exceeding budget for key customer accounts. Set financial targets and forecasts, analyze and track performance.  Responsible for understanding EBITDA down to the product portfolio level of the customer, driving actions in order to enhance profitability.
2. Develops and maintains account plans to identify and deliver strategic objectives that enhance the customer’s and Tekni’s relationship. Included is the resulting multi-level and cross-functional communication inside of Tekni required to achieve buy-in of necessary resources needed to drive strategic objectives of the account plan.  
3. Develop comprehensive, multi-year supply proposals, supported by sound financial analysis. This includes proactive, financially based recommendations internally for leadership evaluation.
4. Develop an understanding of the customer, to include their strategic plans, business state and gaps, organization, processes, etc., and generates/contributes to the fulfillment of solutions that leverage Tekni’s capabilities and/or potential capabilities. Identifies, develops and wins specific business-development opportunities with the customer account.  Includes the ability to develop and present an effective customer presentation and discussion.
5. Appropriately adopt/apply the Tekni Sales Management Operating System (processes, methodology, and systems) to develop plans, manage opportunities and enhance one’s skills.
6. Develops deep, broad and long-term relationships within the customer (particularly with senior executives) and progressively improves the strength of these relationship through results delivery and partnership behavior
7. Responsible for understanding full range of products and capabilities, as well as entire supply chain to support product delivery to customer, including understanding competitors’ products/services in order to position our differentiated solutions.
8. Provide feedback to R&D on detailed customer needs to drive new product development, driving customer-specific projects.
9. Create multi-functional teams from both companies (customer and Tekni), when required, to drive joint, differentiated solutions to meet customer’s needs and profitably grow Tri-Seal’s business, including complaint resolution.
10. Negotiate supply contracts, quality agreements, P.O.’s, Non-Disclosure Agreements, Joint Development Agreements, etc., as required, including terms and conditions (T&C’s), product specifications, scope of supply requirements, and pricing.
11. Attend trade shows, and develop publications with Marketing and GTC to advance industry knowledge and customer knowledge as needed.
12. Other related duties may be assigned.

 

QUALIFICATIONS:

• Education: Bachelor’s Degree in business, engineering or a technical discipline required
• Experience:

• Seven (7) or more years full-time experience in Key Account Management
• Experience managing complex Global accounts while supporting the broader global account team
• Flexible Packaging, Dispensing (pumps and sprays) and/or Closure experience preferred.
• Proven track record of growing sales profitably.
• Experience in commercializing new products and services preferred.

• Skills:
• Account ownership – self-starter, resourceful and takes initiative; operates with a high level of confidence and independence
• Highly effective communicator, verbally and in writing, with a diverse range of people, both internal and external; understands how to effectively probe with open and reflective questions; comfortable managing conflict and difficult conversations; ability to analyze and independently resolve a variety of difficult situations and problems; occasionally working long irregular hours under pressure. Highly effective listener—seeks first to learn vs being heard.
• Comfortable managing up within the Tekni management ecosystem
• Ability to clearly represent the customer needs back into Tekni with acute awareness to balance our goals/objectives—be the bridge between both organizations
• Builds and nurtures wide and deep customer relationships fostering internal advocacy to grow Tekni’s SOW
• Advanced business, technical and financial acumen, to include pricing and forecasting.
• Sound judgment and decision-making skills, to include the ability to effectively research, plan, and resolve complex situations through multiple scenarios/solutions.
• Demonstrated computer proficiency, to include MS Office and database management.
  • Ability to travel more than 50% of the time; some international travel will be required
  • Aspire to grow beyond the current role

#remote

Base pay of $125,000 to $155,000 + sales incentive DOE

Equal Opportunity Employer
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