Regional Key Account Manager, Coatings

About the role

Regional Key Account Manager responsible for strategic Coatings accounts in North America, driving growth, customer relationships, and key projects while collaborating with Sales, Marketing, Technical, and Global Account teams. This position is within the Coatings business segment dedicated to key account management. The Regional Key Account Manager will work closely with the Regional Business Manager, Americas, Global Key Accounts managers, Sales managers and the Marketing and Technical Service group/R&D teams to ensure proper support and alignment. They will drive the regional strategy for key accounts within North America, ensuring full alignment with the Coatings business strategy, directly manage a portfolio of North American key accounts and other designated direct customers, develop a regional plan for customers and ensure critical projects are successfully completed, work closely with the regional sales team to achieve revenue and margin targets, and create and develop ongoing business relationships with customers’ senior managers, technical supervisors, purchasing managers, and chemists to help solve technical problems.

Responsibilities

• Lead the Key Accounts and other designated direct customers: Creates, implements, and delivers strategic plans for regional key accounts and direct customers to increase business and profitability; meets targets and strategic objectives while tracking performance; monitors RKA progress on financial objectives, critical milestones, risks, opportunities, and completion of activities within the strategic plan; develops and maintains productive, professional relationships with key decision‑makers to grow and deepen the customer contact network; develops and negotiates regional contracts and pricing agreements under senior management guidance; defines, adapts, and owns the customer value proposition for assigned regional key accounts.
• Identify and deliver on New Business Development (NBOs): Fully understands, assesses, clarifies, and validates customer needs; identifies, uncovers, quantifies, and prioritizes growth opportunities (and risks) for Elementis products to drive profitable growth, collaborating with Marketing, Technical Sales, and Technical Service; drives solution efforts that best address customer needs while remaining focused on Elementis priorities; develops a robust list of new business opportunities for assigned regional key accounts; follows up on new leads timely; creates and presents business cases for identified commercial opportunities.
• Maintain and grow customer focus: Develops and maintains customer relationships and cultivates new contacts at regional key accounts; represents the Company regarding its products and technologies to customers, including ability to negotiate pricing within established guidelines; responsible for execution of a regional sales plan; serves as primary customer contact for technical and business issues for assigned RKAs; proact