Key Account Manager

Key Account Manager

The Key Account Manager is responsible for driving strategic growth and profitability within one of our client’s key accounts. This role provides tactical sales leadership and executes business and marketing strategies to defend existing business while expanding share of wallet by 10%+ annually.

The position requires strong cross-functional collaboration, commercial acumen, and the ability to manage complex customer relationships while aligning internal stakeholders to deliver results.

Key Responsibilities

Account Ownership & Growth

• Own and manage a key account with full responsibility for revenue growth, profitability, and customer satisfaction.
• Execute account strategies to defend existing business and expand share of wallet.
• Identify and develop new business opportunities within the account.
• Support and participate in negotiations for new opportunities while protecting company interests.
• Deliver profitable year-over-year growth.

Strategic & Commercial Leadership

• Manage pricing, margin performance, and overall account profitability.
• Drive forecast accuracy and maintain strong pipeline management within CRM.
• Lead account planning, churn management, and profitability improvement initiatives.
• Ensure contractual compliance, including inventory, service, and quality KPIs.
• Manage accounts receivable in partnership with the credit team.

Cross-Functional Collaboration

• Partner with Sales Leadership, R&D, Marketing, Field Service, and Strategic Marketing to support customer initiatives.
• Coordinate validation and customer trials.
• Support commercialization and onboarding of new business.
• Align internal teams to deliver customer-focused solutions.

Cross-Functional Collaboration

• Partner with Sales Leadership, R&D, Marketing, Field Service, and Strategic Marketing to support customer initiatives.
• Coordinate validation and customer trials.
• Support commercialization and onboarding of new business.
• Align internal teams to deliver customer-focused solutions.

Reporting & Performance Management

• Report monthly sales and marketing performance to business leadership.
• Communicate progress against strategic objectives.
• Maintain disciplined account planning and reporting processes.

Qualifications

• Bachelor’s degree required.
• 5+ years of sales or technical experience (packaging industry preferred).
• Proven track record of driving profitable sales growth.
• Experience with pricing strategy and commercial negotiations.
• Strong business and financial acumen, including P&L understanding.
• Ability to operate in a fast-paced, complex environment.
• Strong project management and organizational skills.
• Excellent communication and stakeholder management capabilities.
• Willingness to travel up to 60%.

What They Value

• Results-oriented mindset
• Accountability and ownership
• Ability to simplify complexity
• Strong relationship builder
• Strategic thinker with tactical execution ability
• Solution-focused approach