Key Account Manager - Paints, Coatings & ACS

Job location:
Home Based - United States
Created moment:
May 30, 2024
Job reference:
REQ - 08299

The Company


The world’s leading supplier of mineral-based specialty solutions for industry with 14,000 employees, operations in more than 40 countries, and €4.3 billion in revenue in 2022.
Imerys delivers high-value-added, functional solutions to a great number of sectors, from processing industries to consumer goods. The Group draws on its understanding of applications, technological knowledge and expertise in material science to deliver solutions by beneficiating its mineral resources, synthetic minerals and formulations. Imerys’ solutions contribute essential properties to customers’ products and their performance, including heat resistance, hardness, conductivity, opacity, durability, purity, lightness, filtration, absorption and water repellency. Imerys is determined to develop responsibly, in particular by fostering the emergence of environmentally-friendly products and processes.
If you want to grow your skills and develop your career, find out more at www.imerys.com

The Position

Key Account Manager - Paints, Coatings & ACS

Job Summary

As a key account manager, for your perimeter, you role is to :

Manage global relationship with large & strategic customers

Develop assigned Key accounts (KA) in the global interest of Imerys whilst improving the Key accounts overall satisfaction 

KEY TASKS AND RESPONSIBILITIES

Development of key account strategy:

Organize for gathering and analyze marketing intelligence to develop in-depth knowledge about KA

Build an overall strategy, aligned to the BA & Imerys‘ strategies, and value proposition for KA to maximize account contribution to Imerys EBITDA, and define action plans (incl. account planning)

Bring on board all BAs selling to account on strategy to obtain clear mandate

Key account strategy implementation & customer relationship management:

Build a network of relationships at different levels in the KA's organization & act as door opener

Identify key decision makers & major stakeholders, position their influence within the group

Be the key contact person for customer & manager of customer interfaces

"Keep an ear to the ground" to have most up to date knowledge of all KA activities

Drive implementation of agreed strategy for each KA by coordinating sales activities related to the KA

Lead implementation, process and monitoring of the Key Account plan (Account group info, Account team design & influence map, customer strategy and purchasing strategy, market share/share of wallet analysis, detailed sales analysis, value proposition, commercial action plan)

Coordinate the Account team internally ie sales teams involved with KA (working mode, allocation of work packages, alignment of messages…), and other functions like S&T, Finance, Marketing

Attend key customer visits, be aware of all visits at the KA through regular interactions with Account team

Guide & oversee local price negotiations, implement group pricing

Prepare & negotiate global contracts / offers with KA 

Coordinate Imerys management involvement with KA

Organize regular customer feedback rounds, lessons learnt and reviews 

Develop specific services offering for KA, organize specific events like technical days, plant visits

Suggest new products / services, account specific projects, etc.

Ensure agreed annual sales revenues are achieved

Understand KA overall financial health and manage financial exposure to Imerys

Monitor & Improve customer satisfaction, level of service delivered to KA, the overall quality of products and services offered,  and be the reference person / voice of the customer internally ; use all Imerys tools accordingly, typically Smiles dashboards)

Participate in strategic reviews / KA Committees for KA
 

Job Experience and Requirements:

Seasoned Sales manager with min 8 years of of work experience, including 3 years of highly successful commercial roles in CASE industry

Bachelor Degree Required

Strong technical background preferred

Paints & Coatings market knowledge is a plus

Manufacturing Industry technical background is a required

Demonstrated strategy development ability & mindset

Value-added solution selling

Outstanding interpersonal skills and diplomacy

Strong negotiation experience & strong problem solving skills

Relationship management skills and demonstrated ability to obtain buy-in at all levels within the organization

Demonstrated capability of delivering results even in challenging environments

Strategic vision and planning capabilities

Project Management skills

Business and financial acumen

Ability to use common IT tools (Excel, Word, Web tools)

Salesforce and SAP skills would be an advantage

Regular and weekly trips / Willingness to travel regionally (up to 60%)

Driving licence required

Position Type

Full time

and

Permanent

Only technical issues will be monitored through the below inbox:

recruiting.support@ imerys.com

PLEASE DO NOT SUBMIT RESUMES OR APPLICATIONS TO THIS EMAIL, AS THEY WILL NOT BE REVIEWED. 

To ensure fairness and legal compliance in our recruitment processes, only applications received through the online application process will be considered. 

IMERYS is an Affirmative Action and Equal Opportunity Employer and it is our policy to not discriminate against any employee or applicant for employment because of race, color, religion, sex, national origin, age, marital status, sexual orientation, gender identity, genetic information, disability, veteran status, or any other status protected by federal, state or local laws.