Key Account Manager - Flexible Packaging Job Location: Home Based, Home, United States Employment Type: Regular Category: Sales Posting Date: Nov 9, 2024 The Key Account Manager – Flexible Packaging covers the US and Canada. This role is critical in expanding our market share in the highly attractive flexible packaging market. Responsible for generating new business in the flexible packaging market focusing on laminating and coatings applications. Focuses predominantly on regional and global Tier 1 flexible packaging converters. Interaction with global business team and KAM’s in other regions. Key Activities + Develops a deep understanding of assigned key accounts and manage all aspects of the customer relationship including commercial, technical and service. + Expands depth/breadth in strategic accounts. Foster high level & cross-functional engagements within customer organizations. + Presents the value of the entire product portfolio to large, executive groups and delivers a concise and clear message. + Grow sales in accounts by mapping customer applications, identifying decision makers, developing relationships, and initiating projects. Understand the dynamic between corporate and plant level influencers. + Ability to influence seniors leaders within the customer base. + Identify the key value drivers of our offering to the customer. + Build an annual sales plan that aligns the market segment strategy with territory objectives. + Effectively plan customer interactions through agendas, establishing clear objectives, and goal setting. Effectively use Miller-Heiman sales tools. + Follow a regimented sales process. Adept at gaining commitments at each stage of the buying process by identifying win scenarios. Complex solution development & positioning. + Identify and anticipate potential objections to our offer and overcome them. + Build strategic key account plans and be accountable for their execution. + Track and report account activity, build and manage a sales funnel of developing new business. + Understand the value of a Strong Team Selling approach. Qualification / Experience + Bachelor’s degree in business, Marketing, or Science related field or equivalent experience. + 10+ years of technical or commercial roles with KAM sales experience in the Packaging market. + Strong financial acumen and adept at building high value and complex commercial proposals. + Excellent oral and written communication skills with a strong understanding of various methods and proper situational use. + Excellent personal and interpersonal skills. + Demonstrates proactive thinking and strong problem solving skills. + Proficient in Microsoft Excel, Lotus Notes, Word, PowerPoint, web-site navigation and CRM software. + Travel up to 50% of the time. Who we are?Arkema is a world leader inInnovative Materials for a Sustainable Worldwith the ambition to become a pure Specialty Materials player. We thrive asOne Arkema, comprised of many businesses and brands including Bostik, ArrMaz, and more! and operating with a global reach in 55 countries with more than 21,100 employees. Each one contributes to positioning Arkema as a recognized leader of specialty chemicals and advanced materials, reporting annual sales of €9.5 billion, of which 2.9% allocated to R&D for 1,800 researchers in 17 R&D centers. If you pursue excellence, love innovation and are inspired by challenges, we encourage you throughwww.arkema.com (https://www.arkema.com/global/en/) to learn more about our values – Solidarity, Performance, Simplicity, Empowerment, and Inclusion – and how we concentrate on advances in bio-based and recyclable materials, new energies, water management, electronic solutions, lightweight materials and design, home efficiency and insulation. Changing the world requires the right formula.The right formula consists of our innovative and sustainable materials, and you. Join us to develop the materials of tomorrow and make a difference together.What are you made of? The legal information below pertains specifically to positions posted in the United States, however we strive for diversity, equity and inclusion in all the countries that we hire. Arkema Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Arkema Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting and hiring. 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