Key Account Manager

Aptar Italia S.P.A.; Lincolnton, Northern (NC, KY); Hybrid; USD 120,000 - 160,000; Full time

Job summary

Aptar Closures North America is seeking a results-driven sales leader to manage and grow major accounts from a remote home office on the East Coast. You will drive revenue, protect margins, and expand relationships with key customers across NA and targeted applications.

Responsibilities include leading strategic accounts, conducting QBRs, collaborating with Marketing and Global teams, and leveraging Aptar tools to create value while meeting growth targets.

Qualifications

• Excellent communication skills, both verbal and written.
• Strategic thinker with ability to craft creative solutions for customer needs.
• Knowledge of Aptar Closures markets and experience with key accounts preferred.

Responsibilities

• Manage and grow business for Aptar Closures North America.
• Lead one or more Key/Strategic Accounts with leadership for the relationship.
• Develop and manage plans with regular reviews and stakeholder engagement.
• Penetrate accounts, establish pricing strategies, and deliver growth targets.
• Collaborate with Marketing, Sales Leadership, and Global teams to drive growth.

Skills

Communication skills

Strategic thinking

Relationship building

Remote work

Time management

Customer value management

Product knowledge

Education

Bachelor's degree in Business or Engineering

Job description

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Reports to: Director of Sales, Aptar Closures North America

Location: East Coast (remote position)

*Candidates must be authorized to work in the United States without sponsorship. Full remote work is possible subject to Aptar’s remote working policy. Position requires approximately 50% travel.

Position Summary

Responsible for managing and growing business for Aptar Closures North America, promoting sustainability, and meeting unit volume, revenue, and gross margin growth targets. Drive growth with assigned clients by securing and increasing existing portfolios, identifying new opportunities to drive significant growth across your relationships, and developing business with assigned new prospects and/or targeted application fields. Work closely with Marketing, Sales Leadership, and North American and Global Leadership to strengthen assigned client accounts and leverage new technologies and new applications to support Aptar Closures NA strategic growth goals.

This position will also lead one, or more, Key Accounts or Strategic Accounts that will require additional leadership and management for the relationship(s). Additional responsibilities will include, but are not limited to, management of the full relationship under a “Diamond” model, leadership of a Strategic Account Team (if applicable), development and management of a Structural Account Plan with regular reviews, engagement with Global Account Management (if applicable to assigned portfolio), and leadership for Top-to-Top connections and business reviews on a regular basis.

Job Elements

• Account management of specific customers including the following:
• Meet or exceed budget for defined sales (unit, measure, sustainable profit)
• Establish and maintain call objectives
• Utilization of overall sales methodology processes and tools
• Conduct quarterly business reviews with customer.
• Develop an understanding of the unique environment within customer (needs, problems, people, opportunities, etc), and develop a plan to improve penetration and value creation (using related Aptar tools)
• Leadership
• Lead the organization in creating and sustaining our competitive advantage with your customers.Proactively involve the necessary internal resources to effectively manage your business, and set the standard for service excellence.
• Develop meaningful relationships with key personnel.
• Make our responsiveness a competitive advantage.
• Sell Aptar products to maximize profitability and increase market and customer share.
• Continually learn new product and technical knowledge.
• Continually acquire more selling skills. (formal training, reading, etc)
• Stay knowledgeable of competition.
• Add value to our products through creativity, service, and strong relationships.
• Sell/upgrade your customers into new products that increase profitability and reduce competitive threat
• Establish special customer prices as necessary and prepare/present quotations within our pricing structure to maximize profitability.
• Penetrate key account in targeted application fields.

Who We are Looking For

Education

• College or University Degree, concentration in Business or Engineering preferred

Experience

• Minimum 3 to 5 years account management experience required

Skills/Abilities (Required)

• Demonstrated ability to achieve sustained results and drive new business opportunities
• Excellent communication skills, both verbal and written
• Strategic thinker, able to develop creative solutions to address customer/market needs and challenges
• Knowledge of Aptar Closures markets preferred, with a preference for specific experience with key accounts and application fields and technical knowledge on how our products perform for customers
• Basic technical proficiency, and capability to understand relevant technology and recognize how these can be applied to generate more effective and efficient customer engagement
• Results-oriented driver of commercial initiatives that support growth strategies
• Naturally curious
• Effective time management skills and ability to operate effectively in remote setting (home office based) – self motivated
• Implement customer value management philosophy

Travel Requirements

• Frequent

Who We are

At Aptar, we leverage insights, design, engineering and science to develop drug and consumer product dosing, dispensing and protection technologies for many of the world’s leading brands. Aptar in turn makes a meaningful difference in the lives, looks, health and homes of millions of patients and consumers around the world. Our innovations nasal drug delivery for emergency medicines, precise fragrance applications, mess-free ketchup dispensing for kids, connected technologies that support patients in adhering to their treatments and much more

With manufacturing facilities across North America, Europe, Asia, and South America, and a dedicated team of over 13,000 employees in about 20 countries, Aptar is committed to creating impactful innovations for our customers and their consumers.

Our Culture

At Aptar, our success is driven by the individuals who contribute their unique talents and perspectives every day. We believe that when you bring your authentic self to work, we all thrive.

How We Support Our Employees

• An exciting, diverse and value based working environment
• Award-winning corporate university offering personal development and training opportunities.
• Competitive base salary and performance-based bonus plan.
• Contribute to the communities where we reside.
• Innovative benefits plan which includes: 401k & Retirement Savings plan, vacation, medical, dental, vision, life, disability, pet insurance, wellness plan, and generous paid maternity/paternity leave.

Aptar is an equal opportunities employer. We believe that a diverse workforce is key to our success. We welcome applications from all members of society irrespective of age, sex, disability, sexual orientation, race, religion or belief.

Stay updated on career opportunities by following us on social media @AptarGroup!

Nearest Major Market: Charlotte
Nearest Secondary Market: Concord