Key Account Manager - Converters & Fabricators, Central US

Job Description

Job Description

Description:

About the Role This role sits within ATP Adhesive Systems, a wholly owned Henkel company.

ATP North America is seeking a commercially driven, technically fluent Key Account Manager to grow our pressure-sensitive adhesive tape business through converters, fabricators, and other value-added customers across a broad range of end markets.

The Key Account Manager will be responsible for developing new accounts, expanding existing customer relationships, and identifying opportunities across ATP's broad portfolio of adhesive technologies. Success in the role requires disciplined account management, new customer development, technical selling, and the ability to move opportunities from initial customer need through testing, qualification, and commercial adoption.

Responsibilities

Sales & Account Development

• Own and grow a portfolio of converter, fabricator, and other value-added customer accounts, developing new business while expanding ATP share within existing relationships
• Build and manage a disciplined sales pipeline from prospecting and initial qualification through sampling, testing, commercial award, launch, and ongoing account growth
• ·Maintain accountability for revenue growth, margin, forecasting, opportunity conversion, and account development
• Represent ATP at relevant industry events to strengthen customer relationships, build market presence, and develop new sales opportunities
• Technical & Application Selling
• Translate customer application, converting process, substrate, and performance requirements into technical solution recommendations
• Guide customers through product selection, adhesion testing, surface compatibility, environmental durability, application methods, and trade-off decisions across cost, performance, and process feasibility
• Collaborate with internal R&D and applications engineering on customer-specific testing, product qualification, line trials, and development projects where additional technical support is required
• Develop a strong understanding of customer converting and fabrication capabilities, market requirements, material trends, and competitive tape technologies

Account Management

• Develop strong relationships with purchasing, operations, engineering, product development, and commercial contacts across assigned and target accounts
• Create and execute account growth plans that identify new applications, product opportunities, competitive conversions, and increased ATP share.
• Maintain disciplined CRM activity, opportunity updates, forecasting, and follow-up

Henkel Market Collaboration

• Leverage Henkel's market relationships and customer network to identify and develop new sales opportunities for ATP's tape technologies
• Work with Henkel sales teams where established customer relationships,gain access to new accounts and applications, and provide ATP tape expertise and product positioning where appropriate.
• Coordinate samples, testing, trials, technical support, and commercial follow-up as needed to move identified opportunities toward conversion

Requirements:

• Bachelor's degree in Chemistry, Materials Science, Engineering, Business, or a related field preferred, and/or 5+ years of experience in technical sales within pressure-sensitive adhesives, tapes, converting, specialty materials, or related engineered products
• Experience selling to or working with converters, fabricators, laminators, die-cutters, specialty manufacturers, or other value-added material customers strongly preferred
• Demonstrated experience developing new accounts while growing and managing existing customer relationships
• Proficiency with Salesforce or an equivalent CRM platform
• Strong technical aptitude with the ability to understand and communicate adhesive performance, tape constructions, substrates, converting processes, application requirements, and customer testing needs
• Demonstrated ability to manage a sales pipeline, navigate multi-stakeholder buying processes, convert technically demanding opportunities, and deliver revenue and margin growth
• Comfortable operating in a collaborative, matrixed environment and working across sales, R&D, applications engineering, operations, and partner teams
• Exceptional communication, organization, and time management skills
• Proficiency in Microsoft Office (Word, Excel, PowerPoint)
• Ability to travel domestically as required; occasional international travel possible
• Valid driver's license and reliable transportation required