Sr. Key Account Manager

Job Description

At SI Group, we aspire for all employees to live and work to their full potential. We foster a unique environment where each employee is empowered to create value for our business with a commitment to safety and compliance. We promote personal and professional success that aligns with productivity and extraordinary results. Become a Catalyst for Change and help ignite impossible.

The Role: As the Senior Key Account Manager - Industrial Solutions, reporting to the Sr. Sales Director - Industrial Solutions, Americas, you will be responsible for generating sustained, profitable growth in the managed sales territory that includes key strategic accounts by managing and expanding sales at existing accounts and prospective accounts as applicable. Additionally, you will be responsible for managing the customer account interface to meet short and long-term profitability targets and maximized revenues based on excellent customer relations, clear understanding of market needs and how SI Group’s products and solutions contribute, while providing input to a market driven strategy.

How You Will Make an Impact:

• Interact with key strategic customers on a regular basis to establish and maintain relationships to achieve annual sales target in the managed sales territory.
• Achieve annual sales targets for the managed sales territory in terms of volume and material margin by working closely together with sales leader, product managers and SBU leader.
• Maximize face-time with existing and prospective customers, completing timely documentation of these interactions via SFDC that provides commercial, technical & marketing intelligence/guidance to SI Group colleagues.
• Facilitate and manage meetings between key stakeholders from customer and SI Group according to annual engagement plan.
• Update opportunity funnel and financial information in SFDC on a continuous basis.
• Call on multiple levels and functions of strategic account organizations including technical, commercial, manufacturing, senior management and procurement. Develop high degree of organizational and personal credibility and drive long-term mutually profitable partnerships.
• Lead the effort to continuously drive opportunities to create value for the customer by driving and aligning our capabilities to their needs. Maintain a formal customer benefit statement.
• Deep understanding of the global chemical marketplace and how raw material dynamics affect strategic customers, ability to leverage this knowledge to develop growth opportunities for existing and new products
• Facilitate customer specification approval and reviews and technical product presentations/awareness to customers in conjunctions with Technical Service Managers as needed. Complete timely technical call reports and share via SFDC.
• Support sales efforts of authorized distributor(s) in the managed sales territory with joint customer calls as warranted by opportunity size.
• Develop an intimate understanding of the customers’ long-term strategic direction regarding technology, innovation, markets and products and communicate internally via SFDC.
• Create year-end customer-specific letter for key strategic accounts to summarize the value SI Group has created in the past year as well as focus for the upcoming year.

Creating Extraordinary Starts With:

• BS in Chemistry, Engineering or related field
• Minimum 8 years' experience in outside chemical industry sales role desirable (though successful experience as inside sales may be acceptable in some cases). Experience should include negotiating, contract creation and management, and key account management
• Computer and software proficiency, specifically Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Experience with Salesforce CRM preferable

What We Value:

We strive for all employees to nurture physical, mental and emotional health both personally and professionally. Our commitment to health and wellness centers around prevention, early detection and embracing a healthy lifestyle. Some offerings may vary by role or region, but may include:

• Physical Health benefits including competitive Medical, Dental, and Vision packages, company contribution to Health Savings Account, cash incentive for Annual Physical and reimbursement
• Financial Wellness opportunities including company paid life insurance and disability plans, 401(k) Retirement Plan with generous company match, and certified Financial Planning & Investment services
• Mental Health benefits including generous Paid Time Off and 10 Paid Holidays, Paid Parental Bonding Leave, and much more!

About Us

Essential Solutions with Extraordinary Results

SI Group is a global leader in the innovative technology of performance additives, process solutions, active pharmaceutical ingredients, and chemical intermediates. Our solutions are essential to many diverse industries and applications, creating extraordinary results. We drive value by enhancing the quality, performance, and durability of countless items we use every day.

We are on a journey to captivate our customers at every level. Whether that means expanding our capabilities, global reach, or providing new innovations and technologies that create value. Our approach is customized to exceed customer needs and deliver superior performance.