Key Account Manager, Aptar Closures Sales North AmericaReports to: Director of Sales, Aptar Closures North AmericaLocation: East Coast (remote position) *Candidates must be authorized to work in the United States without sponsorship. Full remote work is possible subject to Aptar's remote working policy. Position requires approximately 50% travel.
Position SummaryResponsible for managing and growing business for Aptar Closures North America, promoting sustainability, and meeting unit volume, revenue, and gross margin growth targets. Drive growth with assigned clients by securing and increasing existing portfolios, identifying new opportunities to drive significant growth across your relationships, and developing business with assigned new prospects and/or targeted application fields. Work closely with Marketing, Sales Leadership, and North American and Global Leadership to strengthen assigned client accounts and leverage new technologies and new applications to support Aptar Closures NA strategic growth goals.
Key Account Manager Focus
This position will also lead one, or more, Key Accounts or Strategic Accounts that will require additional leadership and management for the relationship(s). Additional responsibilities will include, but are not limited to, management of the full relationship under a "Diamond" model, leadership of a Strategic Account Team (if applicable), development and management of a Structural Account Plan with regular reviews, engagement with Global Account Management (if applicable to assigned portfolio), and leadership for Top-to-Top connections and business reviews on a regular basis.
Job Elements- Account management of specific customers including the following:
- Meet or exceed budget for defined sales (unit, measure, sustainable profit)
- Establish and maintain call objectives
- Utilization of overall sales methodology processes and tools
- Conduct quarterly business reviews with customer.
- Develop an understanding of the unique environment within customer (needs, problems, people, opportunities, etc), and develop a plan to improve penetration and value creation (using related Aptar tools)
- Leadership
- Lead the organization in creating and sustaining our competitive advantage with your customers. Proactively involve the necessary internal resources to effectively manage your business, and set the standard for service excellence.
- Develop meaningful relationships with key personnel.
- Make our responsiveness a competitive advantage.
- Sell Aptar products to maximize profitability and increase market and customer share.
- Continually learn new product and technical knowledge.
- Continually acquire more selling skills. (formal training, reading, etc)
- Stay knowledgeable of competition.
- Add value to our products through creativity, service, and strong relationships.
- Sell/upgrade your customers into new products that increase profitability and reduce competitive threat
- Establish special customer prices as necessary and prepare/present quotations within our pricing structure to maximize profitability.
- Penetrate key account in targeted application fields.
Who We are Looking ForEducation - College or University Degree, concentration in Business or Engineering preferred
- Preferred: MBA or comparable degree
Experience - Minimum 3 to 5 years account management experience required
Skills/Abilities (Required)- Demonstrated ability to achieve sustained results and drive new business opportunities
- Relationship development capability
- Excellent communication skills, both verbal and written
- Strategic thinker, able to develop creative solutions to address customer/market needs and challenges
- Knowledge of Aptar Closures markets preferred, with a preference for specific experience with key accounts and application fields and technical knowledge on how our products perform for customers
- Basic technical proficiency, and capability to understand relevant technology and recognize how these can be applied to generate more effective and efficient customer engagement
- Results-oriented driver of commercial initiatives that support growth strategies
- Naturally curious
- Effective time management skills and ability to operate effectively in remote setting (home office based) - self motivated
- Implement customer value management philosophy
Travel Requirements 
