About the Role
DuPont is seeking a Key Account Manager to support the North America Tyvek® Healthcare Packaging business. This customer-facing role is responsible for managing and growing strategic customer relationships, primarily with Sterile Packaging Manufacturers serving the healthcare packaging market.
The Key Account Manager will develop and execute strategic account plans, identify and advance growth opportunities, protect existing business, and strengthen DuPont's position within key customer organizations. Success in this role requires strong commercial acumen, customer relationship management skills, and the ability to influence cross-functional teams in a highly matrixed environment.
The role works across the healthcare packaging value chain, partnering with Sterile Packaging Manufacturers, Medical Device Manufacturers, Pharmaceutical companies, and other industry stakeholders to drive long-term growth and value creation.
Travel: up to 20%Location: RemoteKey Responsibilities
Strategic Account Management
- Develop and execute comprehensive account plans for strategic customers.
- Build and maintain relationships with commercial, technical, quality, operations, procurement, and executive stakeholders.
- Understand customer strategies, business objectives, decision-making processes, and growth priorities.
- Create stakeholder maps and engagement plans that support long-term customer partnerships.
- Coordinate with regional and global teams to ensure alignment and execution across complex customer organizations.
Growth & Business Development
- Build and maintain a robust pipeline of qualified growth opportunities.
- Identify opportunities to expand Tyvek® adoption across medical device, pharmaceutical, and healthcare packaging applications.
- Develop customer-specific value propositions that highlight technical, operational, quality, and sustainability benefits.
- Drive opportunity development from initial identification through commercialization and implementation.
- Maintain accurate opportunity tracking, forecasting, and pipeline management through Salesforce and other commercial tools.
Commercial Execution
- Protect existing business and proactively identify and mitigate competitive threats.
- Lead pricing discussions, contract negotiations, and commercial agreements.
- Apply value-based selling principles to support profitable growth.
- Manage opportunities through the complete sales cycle, including customer engagement, solution development, forecasting, negotiation, and closure.
- Communicate risks, opportunities, commitments, and account performance effectively to internal stakeholders.
Cross-Functional Leadership
- Collaborate closely with Product Management, Marketing, Technical, Quality, Regulatory, Operations, Supply Chain, Customer Service, and Finance teams.
- Align internal and external stakeholders around business objectives and customer priorities.
- Provide market intelligence, customer insights, competitive updates, and emerging industry trends.
- Represent DuPont at industry conferences, customer meetings, and relevant trade events.
Minimum Qualifications
- Bachelor's degree in STEM, Business, Marketing, or a related field.
- Five or more years of experience managing strategic customer accounts in a B2B environment.
- Demonstrated success managing large, complex, or multi-regional customer relationships.
- Experience developing account plans, managing commercial opportunities, and driving revenue growth.
- Experience leading customer negotiations involving pricing, contracts, commercial agreements, or new product adoption.
- Strong communication, presentation, negotiation, and stakeholder management skills.
- Experience working effectively across cross-functional teams and matrix organizations.
- Experience using CRM systems such as Salesforce to manage pipelines, forecasting, and customer activity.
- Proficiency with Microsoft Excel and PowerPoint.
- Ability to travel approximately 20% within the United States.
Preferred Qualifications
- Experience in healthcare packaging, medical devices, pharmaceuticals, life sciences, materials, or related industries.
- Knowledge of healthcare packaging materials and technologies, including nonwovens, films, coatings, and adhesives.
- Familiarity with healthcare packaging qualification processes, quality systems, and regulatory requirements.
- Experience managing strategic relationships with Sterile Packaging Manufacturers, Medical Device Manufacturers, or Pharmaceutical customers.
- Experience executing value-based selling and strategic account growth initiatives.
- Proven ability to build executive-level customer relationships and influence decision-makers.
- Experience working in highly matrixed global organizations.
- Strong analytical capabilities and experience using data to support commercial decision-making.
- Experience leading complex cross-functional projects, customer implementations, or commercialization efforts.
Critical Success Factors
The successful candidate will demonstrate:
- Strategic account leadership and long-term customer development.
- Strong business development and growth orientation.
- Customer insight and market awareness.
- Value-based selling and commercial negotiation skills.
- Effective stakeholder management and influencing capabilities.
- Sound business judgment and financial acumen.
- Strong planning, organization, and execution discipline.
- CRM and forecasting rigor.
- Learning agility and adaptability.
- Excellent written, verbal, and presentation skills.
Location & Travel
- Remote position within the United States.
- East Coast or Northeast location preferred.
- Approximately 20% travel for customer visits, business meetings, conferences, and trade shows.
- Relocation assistance is not available.
This role offers the opportunity to lead relationships with some of the most important organizations in the healthcare packaging industry. The Key Account Manager will play a critical role in protecting and growing the Tyvek® Healthcare Packaging business while partnering with customers to deliver innovative solutions and long-term value.
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