Lead Account Manager
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Job Description
Lead Account Manager growing specialty additives sales across US and Canada. Managing customers, distributors, pricing, pipelines, and commercialization for a global materials company.
Responsibilities:
- Manage and grow a portfolio of direct customers and distribution partners across North America
- Lead commercial strategy for assigned accounts, including pricing, negotiations, contracts, revenue growth and share expansion
- Drive distributor performance through joint business planning, pipeline development, forecasting, market development and customer engagement
- Identify and develop new business opportunities across Specialty Additives markets, including coatings, inks, adhesives, plastics/PVC, asphalt and related applications
- Build and manage the opportunity pipeline in Salesforce, driving opportunities from initial engagement through technical evaluation, qualification and commercialization
- Develop strong customer and distributor relationships while maintaining strategic account plans, forecasts and visibility to business risks and opportunities
- Partner with Technical Service/R&D, Product Management, Supply Chain, Customer Service and other functions to support customer needs, new product introductions and issue resolution
- Monitor market trends, competitive activity and customer needs, and communicate relevant insights to support commercial and business strategy
- Travel approximately 30–50% across North America
- Report to the Director of Sales
Requirements:
- 5+ years of B2B sales, account management or business development experience in specialty chemicals, additives, polymers or a related industrial market
- Experience managing direct customers, distributor/channel partners, or a combination of both
- Proven ability to grow revenue, develop new business and build strong long-term customer relationships
- Experience in relevant markets such as coatings, inks, adhesives, plastics/PVC, asphalt, construction materials or other specialty additive applications
- Strong commercial, negotiation and account-management skills, including experience with pricing, forecasting and customer agreements
- Experience managing sales pipelines and account activity using Salesforce or a similar CRM platform
- Strong communication skills and demonstrated ability to work effectively across technical, commercial and operational functions
- Bachelor’s or Master’s degree in Business, Chemistry, Chemical Engineering, Materials Science or a related field valued
- Experience selling specialty additives, waxes, polymers or formulated solutions valued
- Knowledge of customers, distributors and market participants within CASE, plastics/PVC, asphalt or related specialty chemical markets valued
- Strong understanding of distributor/channel management and growth through both direct and indirect sales models valued
- Technical aptitude and ability to connect customer formulation or processing challenges with potential solutions valued
- Experience working with technical teams through testing, qualification and commercialization valued
- Strategic thinking, strong commercial judgment and ability to operate effectively in a matrix organization valued
Benefits:
- Incentive plan eligibility
- Employer-subsidized Medical Insurance
- Employer-subsidized Dental Insurance
- Employer-subsidized Vision Insurance
- Employer-subsidized Life Insurance
- Short-Term Disability
- Long-Term Disability
- 401(k) match
- Flexible Spending Accounts
- Health Savings Accounts
- EAP
- Educational Assistance
- Parental Leave
- Paid Time Off for vacation, personal business, sick time, and parental leave
- 12 Paid Holidays
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