Note: The job is a remote job and is open to candidates in USA. TekniPlex is a global team of problem-solvers whose innovations in materials science can improve patient outcomes and protect essential consumer goods. The Global Key Account Manager will manage and grow key strategic accounts, ensuring profitable growth through business development and relationship building while maximizing sales and profitability.

Responsibilities

• Deliver sales and EBITDA growth at or exceeding budget for key customer accounts
• Set financial targets and forecasts, analyze and track performance
• Responsible for understanding EBITDA down to the product portfolio level of the customer, driving actions in order to enhance profitability
• Develops and maintains account plans to identify and deliver strategic objectives that enhance the customer’s and Tekni’s relationship
• Included is the resulting multi-level and cross-functional communication inside of Tekni required to achieve buy-in of necessary resources needed to drive strategic objectives of the account plan
• Develop comprehensive, multi-year supply proposals, supported by sound financial analysis
• This includes proactive, financially based recommendations internally for leadership evaluation
• Develop an understanding of the customer, to include their strategic plans, business state and gaps, organization, processes, etc., and generates/contributes to the fulfillment of solutions that leverage Tekni’s capabilities and/or potential capabilities
• Identifies, develops and wins specific business-development opportunities with the customer account
• Includes the ability to develop and present an effective customer presentation and discussion
• Appropriately adopt/apply the Tekni Sales Management Operating System (processes, methodology, and systems) to develop plans, manage opportunities and enhance one’s skills
• Develops deep, broad and long-term relationships within the customer (particularly with senior executives) and progressively improves the strength of these relationship through results delivery and partnership behavior
• Responsible for understanding full range of products and capabilities, as well as entire supply chain to support product delivery to customer, including understanding competitors’ products/services in order to position our differentiated solutions
• Provide feedback to R&D on detailed customer needs to drive new product development, driving customer-specific projects
• Create multi-functional teams from both companies (customer and Tekni), when required, to drive joint, differentiated solutions to meet customer’s needs and profitably grow Tri-Seal’s business, including complaint resolution
• Negotiate supply contracts, quality agreements, P.O.’s, Non-Disclosure Agreements, Joint Development Agreements, etc., as required, including terms and conditions (T&C’s), product specifications, scope of supply requirements, and pricing
• Attend trade shows, and develop publications with Marketing and GTC to advance industry knowledge and customer knowledge as needed
• Other related duties may be assigned

Skills

• Bachelor's Degree in business, engineering or a technical discipline required
• Seven (7) or more years full-time experience in Key Account Management
• Experience managing complex Global accounts while supporting the broader global account team
• Proven track record of growing sales profitably
• Account ownership – self-starter, resourceful and takes initiative; operates with a high level of confidence and independence
• Highly effective communicator, verbally and in writing, with a diverse range of people, both internal and external; understands how to effectively probe with open and reflective questions; comfortable managing conflict and difficult conversations; ability to analyze and independently resolve a variety of difficult situations and problems; occasionally working long irregular hours under pressure
• Highly effective listener—seeks first to learn vs being heard
• Comfortable managing up within the Tekni management ecosystem
• Ability to clearly represent the customer needs back into Tekni with acute awareness to balance our goals/objectives—be the bridge between both organizations
• Builds and nurtures wide and deep customer relationships fostering internal advocacy to grow Tekni's SOW
• Advanced business, technical and financial acumen, to include pricing and forecasting
• Sound judgment and decision-making skills, to include the ability to effectively research, plan, and resolve complex situations through multiple scenarios/solutions
• Demonstrated computer proficiency, to include MS Office and database management
• Ability to travel more than 50% of the time; some international travel will be required
• Aspire to grow beyond the current role
• Flexible Packaging, Dispensing (pumps and sprays) and/or Closure experience preferred
• Experience in commercializing new products and services preferred

Benefits

• Sales incentive DOE

Company Overview

Company H1B Sponsorship