Key Account Manager

Arbex; City of Melbourne; Hybrid; AUD 110,000 - 170,000; Full time

Benefits offered by this job

Flexible work model

Remote & in-person collaboration

Job summary

Arbex is seeking a results-driven Key Account Manager to lead professional B2B sales and expand our KC Professional portfolio. You’ll win with consumers and markets while upholding safety, respect, and dignity.

The role focuses on major corporate customers and requires strategic planning, negotiation, and cross-functional collaboration. You will work within a strong sales team, manage national account plans, and deliver business reviews with a customer-centric approach.

Qualifications

• Strong sales background dealing directly with major customers.
• Excellent communication and negotiation skills; ability to tailor approach.
• Strong analytical skills, commercial acumen, planning capability and problem-solving ability.
• High motivation and tenacious nature required.

Responsibilities

• Develop relationships with Key Decision Makers and Influencers at corporate level.
• Identify Key Influencers through all levels of the organisation.
• Understand end users KPIs and use market insights to create customer value.
• Collaborate with Distributor Management and targeted DSRs to support sales efforts.
• Coordinate state-based Account Managers to execute national account plans.
• Deliver Customer Business Reviews at 3, 6, 12 months as required.
• Prepare new or renewal of Preferred Product Agreements (PPAs).
• Create pricing arrangements based on volume, segment, and growth.
• Negotiate prices with new and existing customers per margin expectations.
• Manage tenders, RFPs, and contracts with support from Contracts & Tenders Manager.

Skills

Sales experience

Interpersonal skills

Communication skills

Negotiation skills

Analytical ability

Commercial acumen

Planning capability

Problem-solving

Tenacious mindset

Education

Tertiary qualification

Job description

Become part of the team powering household names like Kleenex®, Cottonelle®, Scott®, Viva®, and WypAll®. At Arbex, everything you need is right here—innovation, growth, and the chance to leave a real mark.

Become part of the team powering household names like Kleenex®, Cottonelle®, Scott®, Viva®, and WypAll®. At Arbex, everything you need is right here—innovation, growth, and the chance to leave a real mark.
Settling for just any role isn't you, and it isn't us either. Being Unstoppable Together calls for a particular kind of person and teams who genuinely care about making a difference. Here, you'll channel your professional expertise, talent, and drive into building and managing a portfolio of iconic, ground-breaking brands. In this role, you'll help shape the future of tissue and hygiene for billions of people worldwide.

About You

In one of our professional roles, you’ll focus on winning with consumers and the market, while putting safety, mutual respect, and human dignity at the centre.

The successful Key Account Manager will join a strong and results-orientated Business-to-Business (B2B) sales team and develop the Professional business through sales to existing Key account portfolio. You will demonstrate to implement agreed plans and strategies to ensure the sales objectives are achieved. Job responsibilities include:

• Develop relationships with Key Decision Makers and Influencers at Corporate Level
• Identify Key Influencers through all levels of the organisation
• Understand end users KPIs and utilize market insights to develop and execute customer solutions that create value
• Collaborate with the Distributor Management Team and develop strong relationships with targeted DSRs to serve as a strong selling asset to jointly close sales when relevant
• Co-ordinate state-based Account Managers to execute against national account plans
• Development and delivery of Customer Business Reviews (3, 6, 12 months as required by your customers)
• Preparation of new or renewal of existing Preferred Product Agreements (PPA's)
• Create Pricing Arrangements for End User customers based upon volume, segment, and future growth opportunity
• Negotiate price to new and existing customers in line with KCP margin expectations
• Management of Tenders, RFP's, and Contracts with the support of Contracts & Tenders Manager

The role requires you to work with various key customer groups and stakeholders, so your undeniable ability to build healthy working relationships, work collaborative and influence to meet what is required for success in this role from both a behavioural and objective level, will be evident in your performance.

Required Qualifications & Experience

• A tertiary qualification (desirable, not mandatory)
• Strong sales background in dealing on a direct basis with major customers
• Highly developed interpersonal skills and superior market, functional and technical knowledge to promote, maintain and develop KC Professional's business to key influencers
• A track record of account management skills that shows success in both long term and short-term sales cycles whilst maintaining a strong focus on retaining and penetrating business in a competitive environment
• Excellent communication and negotiation skills, where you can tailor your approach to educate, motivate, and inspire your audience
• Strong analytical skills, commercial acumen, planning capability and problem-solving ability
• A high level of motivation and tenacious nature will be required

Total Benefits

We believe that our employees are our greatest asset, and we're committed to providing them with the resources they need to be successful. If you're looking for a rewarding career with a company that cares about its employees, then ARBEX is the place for you.

Flex That Works at ARBEX

We believe great work happens when people come together with purpose. That’s why we offer a flexible work model that blends remote work with intentional in-person collaboration — helping you connect, grow, and innovate while maintaining the balance you value.

And finally, the fine print

For ARBEX to grow and prosper, we must be an inclusive organization that applies the diverse experiences and passions of its team members to brands that shape the future of tissue and hygiene, which is why we seek to build a workforce that encompassesthe experiences of our consumers.When you bring your original thinking to ARBEX, you fuel the continued success of our enterprise. We are a committed equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity, age, pregnancy, genetic information, citizenship status, or any other characteristic protected by law.

This role is available for local candidates already authorized to work in the role's country only. ARBEX will not provide relocation support for this role.

Primary Location

Melbourne Office

Worker Type

Employee

Worker Sub-Type

Regular

Time Type

Full time