Senior Key Account Manager EMEA - Flexible Packaging

The Arkema Group; New Jersey; Hybrid; USD 90,000 - 130,000; Full time

Job summary

The Arkema Group is seeking a Senior Key Account Manager EMEA to drive strategic growth for key accounts across Europe, the Middle East and Africa. The role reports to the Sales Director EMEA and operates as a senior individual contributor with broad regional responsibility.

You will define account plans, negotiate multi-country contracts, and collaborate with sales, marketing, operations and supply chain to deliver sustainable value.

Qualifications

• Minimum 8–10 years in Key Account Management or Strategic Sales.
• Proven experience in packaging, preferably flexible packaging.
• Track record managing multinational Key Accounts in international, matrix-driven settings.

Responsibilities

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

Skills

Key Account Management

Strategic Sales

Packaging Industry

Pricing & P&L

Negotiations

Cross-functional leadership

International experience

Stakeholder management

Analytical thinking

Entrepreneurial mindset

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