Global Key Account Manager

AkzoNobel•Strongsville, OH

1d•$120,000 - $130,000•Remote

About The Position

Since 1792, we’ve been supplying the innovative paints and coatings that help to color people’s lives and protect what matters most. Our world class portfolio of brands – including Dulux, International, Sikkens and Interpon – is trusted by customers around the globe. We’re active in more than 150 countries and use our expertise to sustain and enhance the fabric of everyday life. Because we believe every surface is an opportunity. It’s what you’d expect from a pioneering and long-established paints company that’s dedicated to providing sustainable solutions and preserving the best of what we have today – while creating an even better tomorrow. Let’s paint the future together. The purpose of this role is to ensure that adequate resources and capability (people and processes) reside within the business to manage business relationships with nominated Key Accounts (current customers and new prospects) where the business has significant dependency on the accounts from a strategic perspective and with nominated Brands (Coca-Cola, Pepsi, Monster + some regional brands) for specification selling.

Requirements

Minimum Bachelor Degree in Business Management or related field. Masters of Business Administration in related field preferred
Knowledge & Work Experience – Packaging Coatings industry, Coil coatings Paints and coatings industry, in a B2B industry environment. 10 years of work experience in commercial roles, sales, specification and/or key account management
Skills – Leadership, stakeholder management, project management, decision making, creating value propositions, drive, results orientation, communication and presentation, commercial and business acumen, basic understanding of cross functional processes and financial concepts related to sales and cost to serve

Nice To Haves

Masters of Business Administration in related field preferred

Responsibilities

Create and execute Key Account & Brand Plan globally & Regional for North America aligned with Regional Segment & Marketing plan
Drive specification selling at certain Packaging brands like Pepsi, Coca-Cola Globally
Develop relevant Commercial pipeline for respective Key accounts
Lead commercial negotiation for contract of each yearly value – €10 to 20 mln/contract
Deliver financial KPIs from budget to actual regional P&L
Deliver financial KPIs from budget to actual consolidated global Key accounts P&L
Lead specific Beverage Ends sub-segment global business development - growth potential by 2026 €20mln and expected €75mln
Mitigate risk of claims as packaging business expose AkzoNobel to multi-million potential claims
Drive innovation through Key accounts
Develop and maintain contact map within each Key account – at all reporting level and across all functions
Drive Continuous Improvement across the organization to generate value to customers – Service, capability, efficiency and productivity
Enhance Key Account management capability across the entire organization and across all functions
Collaborate with cross functional teams including relevant teams at the key accounts to prioritize new developments, make plans for trials, etc…
Provide support and leadership to sales, customer services and technical teams by showing vision, putting in resources to ensure high service levels and operational efficiency
Steward new business development projects opposite Key Account requirements
Contribute to and provide input as a member of the global Key Account team and the regional commercial teams especially for Market Intelligence New product development, IBP and CRM
Translate complex pricing market intelligence to position AkzoNobel price offer as most competitive
Negotiates and makes decisions with customers within the boundaries agreed with his/her manager, and therefore act in full autonomy once on the market
Ddevelop and deploy the Key Account Strategy alongside internal stake holders. He/she is acting as a true leader e.g. an orchestra conductor
Decide on the package offer (Products/Service/Price) to be made to customers, managing his/her Key account profitability independently. For example, can decide on lower level of margin in certain countries if it helps growing the business and increasing profitability at a bigger scale like regionally or globally