Key Account Manager (Northeast United States Area)

About AkzoNobel

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.

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© 2024 Akzo Nobel N.V. All rights reserved.

Job Purpose

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 ensure the growth strategy is executed.

Job Responsibilities

• Create and execute Key Account Plan globally aligned with Regional / Global Segment & Marketing plan
• Develop a relevant Commercial pipeline for the respective key account
• Deliver financial KPIs from budget to actual regional P&L
• Deliver financial KPIs from budget to actual consolidated global key account P&L
• Drive innovation through key accounts
• Develop and maintain a 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 KA requirements
• Contribute to and provide input as a member of the global KA team and the regional commercial teams, especially for Market Intelligence, New product development, IBP, and CRM
• High level of field engagement with Key Accounts
• High level of engagement with the Sr. Leadership of Key Accounts
• Quarterly review with Sr. Leadership
• Ensure contract compliance with Key Accounts

Level of Autonomy

• Clear autonomy to specify products and solutions utilizing Interspec
• Clear autonomy to specify focused products
• Final project pricing to be confirmed by the Country or Regional Sales Manager to ensure
  appropriate margin.
• Commitment to the provision of Technical Service Representative support to a given project opportunity will be confirmed with the Regional Coatings Engineering & Services Manager to allow proper manpower management.
• Commercial / Warranty – refer to the Regional Tender Manager.

Job Requirements

• Bachelor’s Degree in business management or related field, required.
• Masters of Business Administration in a related field preferred
• Paints and coatings industry, any B2B industry environment.
• 3-5 years of work experience in commercial roles, sales, and 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
• Performance leadership
• Organizational leadership
• Personal leadership
• Must be able to participate and complete a qualitative and quantitative respirator fit test, and use respirator as required.

At AkzoNobel we are highly committed to ensuring an inclusive and respectful workplace where all employees can be their best self. We strive to embrace diversity in a context of tolerance. Our talent acquisition process plays an integral part in this journey, as setting the foundations for a diverse environment. For this reason we train and educate on the implications of our Unconscious Bias in order for our TA and hiring managers to be mindful of them and take corrective actions when applicable. In our organization, all qualified applicants receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.

Requisition ID: 47470

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