Account Manager Job

Arkema Inc; Dublin (OH); On-site; USD 110,000 - 160,000; Full time

Job summary

Arkema Inc. seeks a seasoned Key Account Manager for our Flexible Packaging division. The role covers the US and drives revenue growth with Tier 1-3 converters, coordinating with a global team.

You will lead strategic accounts, deliver compelling value propositions, and develop comprehensive annual plans while leveraging cross-functional engagements and CRM tools to manage opportunities.

Qualifications

• Bachelor's degree in business, Marketing, or Science related field or equivalent experience.
• 10+ years of technical or commercial roles with sales experience in the Packaging market.
• Excellent oral and written communication skills with a strong understanding of various communication methods and proper situational use.
• Must be proficient in Microsoft Excel, Lotus Notes, Word, PowerPoint, web-site navigation and CRM software.
• Ability to travel up to 50% of the time.

Responsibilities

• Develop a deep understanding of assigned key accounts and manage all aspects of the customer relationship including commercial, technical and service.
• Expand depth/breadth in strategic accounts with cross-functional engagements within customer organizations.
• Present to large executive groups and deliver a concise and clear message about the product portfolio.
• Build an annual sales plan that aligns market segment strategy with territory objectives.
• Track and report account activity and manage a sales funnel in Salesforce.com.

Skills

Communication skills

Interpersonal skills

Proactive thinking

Problem-solving

Education

Bachelor's degree in business/Marketing/Science

Tools

Microsoft Excel

CRM software

PowerPoint

Word

Lotus Notes

Job description

Key Account Manager

Flexible Packaging - Account Manager

Directly reports to the Sales Manager - Flexible Packaging.

Job dimensions

• Covers the US.
• Interaction with global business team and KAM's in other regions.
• Part of the NA Flex Pack commercial organization comprised of key account managers, territory sales managers, marketing, product management, business development, and technical service team members.
• Drives revenue and margin growth for predominantly existing flexible packaging customers, along with prospecting the market for new opportunities.
• Focuses predominantly on U.S regional and global Tier 1-3 flexible packaging converters.

Activities

• Develop a deep understanding of assigned key accounts and manage all aspects of the customer relationship including commercial, technical and service.
• Expand depth/breadth in strategic accounts. Foster high level & cross-functional engagements within customer organizations.
• Excellent at presenting to large, executive groups and deliver a concise and clear message to the audience. Present the value of the entire product portfolio.
• Strong financial acumen and adept at building high value and complex commercial proposals.
• Grow sales in accounts by mapping customer applications, identifying decision makers, developing relationships, and initiating projects. Understand the dynamic between corporate and plant level influencers.
• Ability to identify, network, and influence senior stakeholders within the customer base.
• Identify the key value drivers of our offering to the customer.
• Build an annual sales plan that aligns the market segment strategy with territory objectives.
• Effectively plan customer interactions through agendas, establishing clear objectives, and goal setting. Effectively use Miller-Heiman sales tools.
• Follow a regimented sales process. Adept at gaining commitments at each stage of the buying process by identifying win scenarios. Complex solution development & positioning.
• Identify and anticipate potential objections to our offer and overcome them.
• Build strategic key account plans and be accountable for their execution.
• Track and report account activity, build and manage a sales funnel of developing new business.
• Effectively uses CRM such as Sales Force.
• Understand the value of a Strong Team Selling approach.
• Technically astute within the packaging sector.
• Practice safe work habits in accordance with OSHA, EPA guidelines and Bostik specific EHS expectations.

Context and environment

This role is critical in expanding our market share in the highly attractive flexible packaging market. This role is responsible for generating new business with the flexible packaging market focusing on laminating and coatings applications.

At Arkema, you'll be part of an organization that values its people. With plenty of training and advancement opportunities, you will be supported to thrive and grow within our global network.

Our values guide how we work every day-not just what we say.

Values

• Inclusion: Everyone deserves to feel respected, supported, and heard.
• Safety & Support: We prioritize safe work practices, proper PPE, clear procedures, and incident reporting without hesitation.
• Empowerment: Training is provided, expectations are clear, and learning is encouraged.
• Teamwork: Success here is built through communication, collaboration, and shared responsibility.

Accountabilities

• Accountable to deliver budget for revenue, MVC, and MVC% for assigned accounts.
• Build and execute an annual key account plan for each customer.
• Building a funnel and tracking sales projects in Salesforce.com.

Qualifications / experience required

We'd love to hear from you! Arkema is committed to creating an inclusive workplace where everyone feels respected and valued. We welcome applicants of all genders, identities, backgrounds, and experiences, including veterans and candidates with military service.

• Bachelor's degree in business, Marketing, or Science related field or equivalent experience.
• 10+ years of technical or commercial roles with sales experience in the Packaging market.
• Excellent oral and written communication skills with a strong understanding of various communication methods and proper situational use.
• Excellent personal and interpersonal working skills.
• Demonstrates proactive thinking and strong problem-solving skills.
• Must be proficient in Microsoft Excel, Lotus Notes, Word, PowerPoint, web-site navigation and CRM software.
• Ability to travel up to 50% of the time.