Senior Account Manager ITC

tesa; Łódź; Hybrid; PLN 259,000 - 389,000; Full time

Job summary

tesa, based in Poland, seeks a Senior Account Manager to lead regional sales and own a significant portfolio across the industrial value chain. You will drive profitable growth, build lasting customer partnerships, and collaborate with cross-functional teams in an international setting.

Expect active field work and strategic account development. The role emphasizes on-site customer engagement, pricing stewardship, demand forecasting collaboration, and the ability to travel as needed to nurture

Qualifications

• Five plus years of sales experience in similar roles.
• Excellent written and spoken English.
• Industry and market knowledge of the assigned segment.
• Experience in converting industry or related technical manufacturing is a plus.
• Strong customer orientation and building long-term partnerships.
• Excellent communication and networking skills.
• Ability to work autonomously and stay self-driven.
• Adaptability to change and ambiguity.
• Proficiency with CRM systems to enhance daily work.
• Willingness to travel extensively for business trips.

Responsibilities

• Manage and develop existing customers to drive profitable sales and loyalty.
• Develop new customers and markets from leads and defined groups across value chains.
• Lead pricing reviews to align with company targets and manage opportunities/risks.
• Ensure high customer experience via tesa services and CRM data quality.
• Visit customers on-site to accelerate project closure and strengthen relationships.
• Collaborate with Sales Support, Customer Support, Quality, and Operations.

Skills

Sales experience 5+ years

English proficiency

Industry knowledge

CRM proficiency

Communication skills

Autonomy

Travel willingness

Tools

CRM systems

Job description

We’re looking for a highly motivated Senior Account Manager to join our European sales organization in Poland, supporting customers across the industrial value chain.

This role offers the opportunity to take ownership of a key regional portfolio, drive sustainable sales growth, and build lasting customer partnerships. You’ll work in a dynamic, international environment, collaborating with cross-functional teams while having the autonomy to shape commercial success in your segment.

If this is something you’re passionate about, we’d love to hear from you.

Responsibilities – activities

Manage and Develop Existing Customers:

• Drive profitable sales growth and secure customer loyalty by aligning with strategic business objectives.
• Build and strengthen long‑term relationships with high‑value A and B customers.
• Continuously review and manage pricing to ensure alignment with tesa targets; proactively identify opportunities and risks and communicate them to Sales Management.
• Ensure a high level of customer experience with tesa services by effectively implementing all operational activities based on the existing tesa value proposition.
• Maintain DSO (Days Sales Outstanding) within defined targets.

Develop New Business:

• Develop new customers and markets by leveraging leads and proactively targeting defined customer groups across all relevant value chains.
• Execute new product and application launches in a timely and effective manner, with responsibility for managing the specification process and listings in assigned market segments.
• Build and maintain a high‑quality project pipeline while achieving KPI targets within own area of responsibility, such as pipeline value, won projects and customer visits.
• Identify and qualify new prospects to convert them into opportunities and buying customers.
• Allocate a major portion of time to business development by optimizing personal organization to maximize active selling time.

CRM & Digital Enablement:

• Fully utilize CRM to keep information updated, improve communication and project management with tesa stakeholders, maintain accurate records, strengthen customer relationships, and drive sales targets.
• Ensure company standards for CRM utilization by consistently providing high‑quality, complete, and accurate CRM data (such as Contacts, Leads, Opportunities, Prospects, and Accounts) to support the company’s digital processes, development goals, and enable data‑driven decision‑making.

Customer Engagement & Strategic Execution:

• Nurture strong relationships with influencers and decision‑makers within the customer network.
• Conduct regular on‑site visits to expedite project closure and strengthen customer connections.
• Ensure customer satisfaction by managing opportunities or claims through effective collaboration with support functions such as Sales Support, Customer Support, Quality, and Business Operations.
• Collaborate with Demand Planning to provide accurate sales forecasts, continuously improving forecast accuracy and product availability for customers.
• Share responsibility for overdue collections by actively supporting Finance and Customer Support in resolving payment issues, particularly in complex or escalated cases.
• Negotiate contracts, pricing, and terms to align with and execute the company’s strategy.
• Develop and execute strategic sales plans for key customers in alignment with marketing and Regional Key Account initiatives.
• Deliver fact‑based customer insights to enhance the assortment mix and support product and technology development.
• Work on additional activities as assigned by the manager.

Scope:

• Share of A and B accounts is over 80%
• PNS: from approximately 2.0mEUR.
• Assigned sales territory, sub‑regional responsibility.

Budget responsibility: No

Leadership: No

• More than 5 years of Sales experience in similar positions
• Excellent written and spoken English
• Industry and the market knowledge of the assigned segment
• Experience in the converting industry or a related technical manufacturing environment is considered a strong advantage, as it supports a practical understanding of customer processes, application requirements, and value‑chain dynamics
• Strong customer orientation and passion about building long‑term partnerships
• Excellent communication skills and talented networker
• Working autonomously and self‑driven, while proactively seeking support when needed
• Easily adapting to change and ambiguity
• Proficient in leveraging digital tools such as Customer Relationship Management (CRM) systems to enhance daily work efficiency
• Effective personal organization and readiness to spend substantial time on business trips