Account Manager

We are seeking a commercially astute Account Manager to own and grow a portfolio of strategic and mid-tier customers across targeted markets. The ideal candidate brings B2B experience in specialty chemicals (or adjacent technical industries), excels at consultative selling, and can translate complex product capabilities into clear customer value. You’ll thrive in a global matrix environment, partnering cross‑functionally to deliver differentiated solutions, secure long-term agreements, and achieve profitable growth.

• Portfolio Growth & Retention: Own revenue, margin, and share-of-wallet targets across assigned accounts; build multi-year growth plans and execute quarterly action plans.
• Consultative Selling: Understand customer processes, formulations, and performance requirements; position product/application solutions that deliver measurable outcomes.
• Opportunity Pipeline: Maintain a robust pipeline in CRM; qualify opportunities, drive trials, and convert to commercial wins with disciplined stage-gate management.
• Contracting & Pricing: Prepare proposals, lead negotiations, and manage price execution (including indexation and surcharge mechanisms) in line with commercial policy.
• Forecasting & Demand Alignment: Provide accurate forecasts; collaborate with supply chain and planning to balance service levels, inventory, and constraints.
• Cross-Functional Collaboration: Partner with Technical Service, R&D, Product Management, Quality, and Regulatory to tailor solutions and resolve issues quickly.
• Account Governance: Map stakeholders, conduct QBRs/EBRs, track KPIs, and document plans, risks, and actions to ensure transparency and accountability.
• Market Intelligence: Monitor trends, competitor activity, regulatory changes, and customer strategies; feed insights into pricing, innovation, and portfolio decisions.
• Compliance & Stewardship: Uphold ethical selling practices, ensure product stewardship and regulatory compliance (e.g., SDS, REACH/TSCA), and champion safe handling.

• Customer‑Centric & Curious: You actively seek to understand customer processes and success metrics, turning insights into practical, value‑adding solutions.
• Results‑Driven: You set ambitious goals and deliver on them—balancing growth, margin, and service excellence.
• Clear, Persuasive Communicator: You can simplify technical concepts, craft compelling business cases, and influence stakeholders at multiple levels.
• Collaborative & Accountable: You work seamlessly across functions and geographies, taking ownership and following through.
• Adaptable & Resilient: You navigate complexity, changing priorities, and supply dynamics with composure and creativity.
• Data‑Savvy: You use data and tools to prioritize efforts, manage pipelines, and make informed decisions.

• Commercial Acumen: Strong grasp of B2B sales mechanics (value selling, pricing, contracting, TCO) and margin management.
• Industry & Technical Understanding: Familiarity with specialty chemicals, applications, and customer processes; able to partner with technical teams during trials and qualifications.
• Account Planning & Governance: Proficiency in stakeholder mapping, plan-on-a-page development, QBR cadence, and action tracking.
• Negotiation & Influence: Skilled in structuring deals, handling objections, and closing agreements that balance value and risk.
• Analytical & Digital Skills: Competent with CRM (e.g., Salesforce/MS Dynamics), Excel, and dashboards; able to interpret data for forecasting and decision‑making.
• Operational Discipline: Strong pipeline hygiene, accurate forecasting, and adherence to pricing/commercial policies.
• Regulatory & Stewardship Awareness: Understanding of product stewardship, SDS, labeling, and major regulatory frameworks (e.g., REACH/TSCA) impacting customers.
• Project & Time Management: Ability to run trials, manage timelines, and coordinate multiple projects across sites and regions.