Key Account Manager

covestro; United States; Remote; USD 80,000 - 120,000; Full time

Job summary

Covestro AG is seeking a dynamic sales professional to lead raw material sales to adhesive, sealant, and coatings producers in North America. This role focuses on driving growth and innovation, requiring strong account management skills and industry knowledge. Candidates should have a bachelor's degree and significant experience in complex sales within the coatings industry.

Qualifications

• At least eight years of experience in complex sales and account management.
• Five years of experience in the coatings industry.
• Multi-cultural and global sales coordination experience.

Responsibilities

• Develop and maintain account strategy and business plan.
• Coordinate negotiation of global contracts and pricing.
• Monitor execution of account plan and growth targets.

Skills

Results oriented

Growth mindset

Negotiation skills

Market intelligence

Education

Bachelor’s degree in chemistry, chemical engineering or business related field

Job description

We are Covestro. We are curious. We are courageous. We are colorful. We refine chemical material solutions with game-changing products. Let us empower you to push boundaries. Join us and our 18,000 colleagues now and together we will make the world a brighter place.

What We Offer

This role will be responsible for raw material sales to Industry leading Adhesive, Sealant and Coatings producers in the North American region. This role will also be integral in driving growth and collaborative innovation with this customer group. The incumbent will develop, implement and realize the account strategy and plan, within the overall business strategy and plan and corporate requirements and guidelines, in order to ensure the realization of business growth targets and long term customer relationship objectives are achieved.

Co-ordinate and manage pricing, including price increase implementation in coordination with global account teams and document all visits/calls with comprehensive, detailed and accurate visit and call reports.

Major Responsibilities:

• Develop and maintain the account strategy and business plan in order to achieve or exceed growth targets in volume, revenue and profitability.
• To set up, coordinate & execute specific Account tactics & plans to realize pre-defined/agreed sales and overall customer relationship objectives, both for the short- and long term. Ensure that these plans are in alignment with the CA and regional business targets while also incorporating input for PM, TUR and EP products ‘co-sell’ by the CA BE.
• Co-ordinate the negotiation of global contracts, pricing, rebates, payment and other terms.
• Act as the lead negotiation partner for the procurement executive(s) at the account.
• Act as a liaison between the account and Covestro’s Law, Intellection Property and Compliance Department in the negotiations of non-disclosure and joint development agreements.
• Gather competitive intelligence on business opportunities at the account. Provide recommendations for gaining market share or displacing competing technologies consistent with the overall objectives and strategies set forth by CA management.
• Properly document and share competitive intelligence findings with the other members of the Covestro (global) key account team in the other three regions as well as with the appropriate members of Covestro’s NA Leadership team.
• Build sustainable cross layer networks at the defined accounts by both direct engagement and by positioning key stakeholders to the right level at the account to speed up development and brick wall running business.
• Plan and conduct frequent face-to-face meetings with key contacts in the customer’s various departments such as procurement, marketing, production, R&D and supply chain.
• Facilitate and coordinate senior management meetings with appropriate customer counterparts.
• Secure growth opportunities by identifying unmet customers (and their customers) needs by collaborating with CA's sectors and innovation teams and build a sales and innovation opportunity pipeline.
• Monitor and coordinate the execution of the account plan and opportunity pipeline, report on the basis of defined performance indicators and take corrective actions, in order to achieve the growth targets.
• Monitor and benchmark competitive products, market requirements and competitive business strategies (competitive profiling) and incorporate benchmarking and competitive profiling in account and sales plans.
• Coordinate technical service or after sales service activities towards the account.
• Monitor the complaint process and ensure an appropriate complaint settlement with the account within the agreed timeline.
• Monitor the account’s payment behavior and take action to ensure payment within the agreed payment terms (account receivables)
• Execute the job within the applicable HSEQ structure and systems, and provide proposals for further enhancing the HSEQ culture ensure a safe and healthy working environment.

What You Offer

Basic Qualifications:

• Bachelor’s degree in chemistry, chemical engineering or a business related field
• At least eight years of effective experience with a BS or six years with an MS in complex sales and account management and at least five years of experience in the Coatings industry.
• Multi-cultural and global sales coordination experience
• Have a sound knowledge of customer, suppliers, competitive products, application and processes in addition to (Coating) industry knowledge

Essential Knowledge and Skills:

• Results oriented with a strong growth mindset
• Driver who pushes him/herself to deliver ambitious results and is perseverant and well organized.

YOUR APPLICATION

Are you as curious, courageous and colorful as we are? If so, we can offer you an exciting career opportunity. We look forward to receiving your application and resume. Become part of our team - apply now!

Equal Employment Opportunity: Hiring and advancement are based on job-related requirements and on an individual's qualifications to perform a job. All aspects of employment are carried out free of discrimination or harassment based on race, color, religion, sex (including pregnancy), national origin, age, disabilities, genetic information, veteran status, sexual orientation, gender identity/gender expression or any unlawful criterion, existing under applicable federal, state, or local law.

We are Covestro. We are curious. We are courageous. We are colorful. We refine chemical material solutions with game-changing products. Let us empower you to push boundaries. Join us and our 18,000 colleagues now and together we will make the world a brighter place.

What We Offer

This role will be responsible for raw material sales to Industry leading Adhesive, Sealant and Coatings producers in the North American region. This role will also be integral in driving growth and collaborative innovation with this customer group. The incumbent will develop, implement and realize the account strategy and plan, within the overall business strategy and plan and corporate requirements and guidelines, in order to ensure the realization of business growth targets and long term customer relationship objectives are achieved.

Co-ordinate and manage pricing, including price increase implementation in coordination with global account teams and document all visits/calls with comprehensive, detailed and accurate visit and call reports.

Major Responsibilities:

• Develop and maintain the account strategy and business plan in order to achieve or exceed growth targets in volume, revenue and profitability.
• To set up, coordinate & execute specific Account tactics & plans to realize pre-defined/agreed sales and overall customer relationship objectives, both for the short- and long term. Ensure that these plans are in alignment with the CA and regional business targets while also incorporating input for PM, TUR and EP products ‘co-sell’ by the CA BE.
• Co-ordinate the negotiation of global contracts, pricing, rebates, payment and other terms.
• Act as the lead negotiation partner for the procurement executive(s) at the account.
• Act as a liaison between the account and Covestro’s Law, Intellection Property and Compliance Department in the negotiations of non-disclosure and joint development agreements.
• Gather competitive intelligence on business opportunities at the account. Provide recommendations for gaining market share or displacing competing technologies consistent with the overall objectives and strategies set forth by CA management.
• Properly document and share competitive intelligence findings with the other members of the Covestro (global) key account team in the other three regions as well as with the appropriate members of Covestro’s NA Leadership team.
• Build sustainable cross layer networks at the defined accounts by both direct engagement and by positioning key stakeholders to the right level at the account to speed up development and brick wall running business.
• Plan and conduct frequent face-to-face meetings with key contacts in the customer’s various departments such as procurement, marketing, production, R&D and supply chain.
• Facilitate and coordinate senior management meetings with appropriate customer counterparts.
• Secure growth opportunities by identifying unmet customers (and their customers) needs by collaborating with CA's sectors and innovation teams and build a sales and innovation opportunity pipeline.
• Monitor and coordinate the execution of the account plan and opportunity pipeline, report on the basis of defined performance indicators and take corrective actions, in order to achieve the growth targets.
• Monitor and benchmark competitive products, market requirements and competitive business strategies (competitive profiling) and incorporate benchmarking and competitive profiling in account and sales plans.
• Coordinate technical service or after sales service activities towards the account.
• Monitor the complaint process and ensure an appropriate complaint settlement with the account within the agreed timeline.
• Monitor the account’s payment behavior and take action to ensure payment within the agreed payment terms (account receivables)
• Execute the job within the applicable HSEQ structure and systems, and provide proposals for further enhancing the HSEQ culture ensure a safe and healthy working environment.

What You Offer

Basic Qualifications:

• Bachelor’s degree in chemistry, chemical engineering or a business related field
• At least eight years of effective experience with a BS or six years with an MS in complex sales and account management and at least five years of experience in the Coatings industry.
• Multi-cultural and global sales coordination experience
• Have a sound knowledge of customer, suppliers, competitive products, application and processes in addition to (Coating) industry knowledge

Essential Knowledge and Skills:

• Results oriented with a strong growth mindset
• Driver who pushes him/herself to deliver ambitious results and is perseverant and well organized.

#LI-Remote

YOUR APPLICATION

Are you as curious, courageous and colorful as we are? If so, we can offer you an exciting career opportunity. We look forward to receiving your application and resume. Become part of our team - apply now!

Equal Employment Opportunity: Hiring and advancement are based on job-related requirements and on an individual's qualifications to perform a job. All aspects of employment are carried out free of discrimination or harassment based on race, color, religion, sex (including pregnancy), national origin, age, disabilities, genetic information, veteran status, sexual orientation, gender identity/gender expression or any unlawful criterion, existing under applicable federal, state, or local law.

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