[Hiring] Key Account Manager @Pilot Chemical

Role Description

The Key Account Manager is responsible for managing and growing strategic key customer relationships in the Industrial and Institutional (I&I) market. This position owns the account strategy for assigned key accounts, including:

• Profitable growth
• Contract and pricing execution
• Opportunity pipeline development
• Forecasting
• Customer satisfaction

Targeted growth will be achieved through strong relationships with:

• Procurement
• R&D
• Senior Management
• Product Management
• Marketing
• Operations
• Supply Chain
• Customer Service
• Quality
• Regulatory
• Other key customers and internal stakeholders

The candidate will serve as a market-facing commercial leader for I&I strategic accounts while representing account priorities, customer needs, and market insights to management and leadership. This role is expected to demonstrate leadership capability through:

• Cross-functional influence
• Customer strategy ownership
• Sound commercial judgment
• Ability to translate customer priorities into aligned commercial and cross-functional action

Qualifications

• BS/BA degree required
• Minimum of 10 years of commercial experience in specialty chemicals or related markets
• Prior key account management experience preferred
• Knowledge of surfactants, antimicrobial actives, specialty chemistries, and their applications in I&I cleaning, sanitation, laundry, ware wash, hard surface cleaning, industrial cleaning, and janitorial/sanitation markets preferred
• A ‘market-facing’ mentality/orientation
• Growth mindset with a proven record of new business acquisition, account penetration, and expansion of existing customer relationships
• Ability to understand operational and commercial elements of the business
• Strong personal computer skills including Microsoft Office suite: Excel, Word, and PowerPoint
• Proficient in the use of Salesforce
• Excellent and succinct verbal, written, listening, and communication skills
• Team player with strong interpersonal relationship skills
• Demonstrated leadership qualities

Requirements

• Responsible for profitable sales growth, account retention, and strategic relationship development within assigned North American I&I key accounts
• Build and maintain strong, long-lasting relationships with key accounts
• Develop and execute strategic account plans to achieve revenue, volume, margin, and pipeline growth targets
• Identify and pursue new business opportunities, product conversions, specification approvals, and share-gain opportunities within existing strategic accounts
• Develop account-specific sales strategies and account plans
• Work closely with cross-functional teams to develop and implement account-specific strategies
• Coordinate new product development opportunities via the UPP process to support growth
• Analyze I&I market trends, customer formulation needs, competitive activity, supply dynamics, and pricing movements
• Meets administrative requirements including timely meeting call reports
• Forecasting and budgeting of individual accounts
• Prepare periodic account reviews and sales reports

Benefits

• Join our growing team!