Senior Key Account Manager EMEA - Flexible Packaging

Arkema; Borgholzhausen; Hybrid; EUR 90,000 - 150,000; Full time

Job summary

The Arkema Group is seeking a Senior Key Account Manager EMEA to drive strategic growth across Europe, the Middle East and Africa within the flexible packaging sector. The role operates as an individual contributor with high visibility and shapes the EMEA sales strategy.

You will manage multinational Key Accounts, develop multi-country plans, negotiate framework agreements, and identify cross-selling opportunities while coordinating with local sales, marketing, operations and supply chain teams.

Qualifications

• 8–10 years of experience in Key Account Management / Strategic Sales.
• Packaging industry experience, preferably flexible packaging.
• Experience managing multinational Key Accounts and complex organizations.
• Experience in international, matrix-driven organizations with multi-country responsibility (EMEA or global).

Responsibilities

• Manage and grow a portfolio of strategic Key Accounts at EMEA level.
• Define and execute multi-country Account Plans aligned with growth and profitability.
• Coordinate Key Account activities across regions with local sales, marketing, operations and supply chain.
• Lead complex international negotiations including framework agreements and long-term contracts.
• Identify cross-selling, up-selling and innovation opportunities.
• Monitor sales performance, volumes, margins, and forecasts for Key Accounts.
• Act as the senior strategic interface toward multinational customers.
• Provide market insights and strategic input to the Sales Director EMEA.

Skills

Key Account Management

Strategic Sales

International negotiations

Multi-country responsibility

Cross-functional coordination

Commercial mindset

Stakeholder management

Autonomy

Job description

This position can be based in Germany, Italy, or France, depending on the candidate’s profile.

Reporting to the Sales Director EMEA, you operate within a geographical scope covering Europe, the Middle East, and Africa, within the flexible packaging industry. At a senior level, you act as an individual contributor with a strong strategic impact.

The Senior Key Account Manager EMEA is responsible for the strategic development, management, and sustainable growth of the company’s key strategic accounts across the EMEA region within the flexible packaging sector.
The role carries significant commercial and strategic responsibility and plays a key part in shaping and executing the EMEA sales strategy.

Key Responsibilities

• Manage and grow a portfolio of strategic Key Accounts at EMEA level, ensuring long-term, value-driven partnerships.
• Define and execute multi-country Account Plans aligned with growth, profitability, and strategic objectives.
• Coordinate Key Account activities across regions, working closely with:
• local sales teams
• marketing
• operations and supply chain
• Lead complex international negotiations, including framework agreements, pricing strategies, and long-term contracts.
• Identify and develop cross-selling, up-selling, and innovation opportunities (new materials, structures, sustainability-driven solutions).
• Monitor and manage sales performance, volumes, margins, and forecasts for assigned Key Accounts.
• Act as the company’s senior strategic interface toward multinational customers.
• Provide regular market insights, customer intelligence, and strategic input to the Sales Director EMEA.
• Ensure high levels of customer satisfaction, retention, and long-term value creation.

Required Profile

Professional Requirements

Experience

• Minimum 8–10 years of experience in Key Account Management / Strategic Sales roles.
• Proven experience in the packaging industry, preferably flexible packaging.
• Demonstrated track record in managing multinational Key Accounts and complex customer organizations.
• Solid background working in international, matrix-driven organizations, with multi-country (EMEA or global) responsibility.

Technical Skills

• Strong knowledge of the flexible packaging market, including materials, laminates, structures, and applications.
• Ability to manage pricing, margins, and customer P&L dynamics.
• Experience in complex commercial negotiations and contractual frameworks.
• Good understanding of sustainability, recyclability, and material innovation is highly valued.
• Strong strategic mindset and results orientation
• Excellent negotiation, influencing, and stakeholder management skills at senior level
• Ability to lead and coordinate cross-functional teams without direct reporting lines
• Structured, analytical, and solution-oriented approach
• High intercultural awareness and relationship-building capability
• Strong autonomy, accountability, and entrepreneurial mindset

Languages

• Fluent English (business level required)
• Additional languages (French, German, Spanish) are a plus

Mobility

• Willingness to travel frequently across the EMEA region (approximately 30–40%)

What the Company Offers

• A key strategic role with high visibility across EMEA
• International and dynamic working environment
• Competitive compensation package (fixed salary + bonus)
• Long-term professional development opportunities within a structured industrial group