Position SummaryThe Senior Account Manager, Regulated & Medical Markets, is responsible for driving profitable growth for Teknor Apex's TPV and TPE portfolio across medical and adjacent regulated markets. This role manages an assigned territory and customer base while identifying, developing, and winning new business with OEMs, processors, contract manufacturers, and strategic partners.
The ideal candidate understands complex selling cycles, long commercialization timelines, and the technical, quality, and regulatory expectations that shape buying decisions in healthcare and other regulated applications. Teknor Apex's healthcare platform emphasizes regulatory support, long-term customer partnership, and medical-grade elastomer solutions for applications such as tubing, seals, gaskets, O-rings, diaphragms, valves, and other critical device components.
ResponsibilitiesOwn the commercial strategy and performance for an assigned territory or customer group, with responsibility for revenue growth, margin improvement, pricing discipline, and long-term account profitability.
- Develop and execute strategic account and prospect plans that expand Teknor Apex's position in regulated and medical markets for TPV and TPE solutions.
- Identify, qualify, and close new business opportunities through market research, referral activity, customer insight, and application-driven selling.
- Build strong relationships across procurement, supply chain, engineering, quality, regulatory, manufacturing, executive, and commercial stakeholders within target accounts.
- Partner with Sales Management on forecasts, pricing strategies, business reviews, contract development, and major commercial negotiations.
- Work closely with Regulatory Affairs, Technical Service, Product Management, Marketing, New Business Development, Operations, and global teams to support material selection, trials, qualifications, commercialization, and issue resolution.
- Translate customer performance, processing, and compliance requirements into value-based material recommendations and commercial proposals.
- Create and deliver effective sales and technical presentations that educate customers, differentiate Teknor Apex solutions, and advance opportunities to close.
- Communicate regularly with customers to uncover needs, drive growth plans, resolve open issues, and ensure strong ongoing account support.
- Develop customer-specific value programs, including vendor-managed and other service-oriented programs, where appropriate.
- Gather and communicate competitive intelligence related to products, pricing, market activity, compliance trends, and competitive threats.
- Represent Teknor Apex at trade shows, industry events, customer meetings, sales meetings, and training events.
- Train, coach, and mentor other commercial team members as appropriate.
- Perform additional duties and responsibilities as assigned.
Required Qualifications- 7+ years of successful B2B sales, account management, or business development experience in plastics, polymers, specialty compounds, chemicals, or a closely related technical industry.
- Proven track record of profitable growth within complex accounts and complex selling cycles.
- Experience selling into medical device, healthcare, or other regulated markets where technical, quality, and compliance requirements materially influence the sale.
- Strong working knowledge of polymer compounding and an understanding of extrusion, injection molding, and related conversion processes.
- Ability to confidently provide technical product guidance and develop compelling value-in-use / value-based selling cases.
- Demonstrated success managing customer relationships up, down, and across the organization.
- Strong planning, forecasting, budgeting, account strategy, and pipeline management skills.
- Proficiency with Microsoft Office, especially PowerPoint and Excel, along with CRM and account-management tools.
- Strong oral and written communication skills in English; additional languages are a plus.
- High self-motivation, accountability, and effectiveness in an independent remote role.
- Bachelor's degree or equivalent experience required; a technical degree in engineering, chemistry, polymer science, materials science, or a related field is preferred.
- Routine travel up to 50% within the assigned territory is required; valid driver's license required
Preferred Qualifications- Experience with TPV, TPE, or elastomer replacement programs in medical or other regulated applications.
- Familiarity with medical tubing, seals, gaskets, O-rings, diaphragms, valves, closures, grips, and related device components.
- Working knowledge of requirements tied to ISO 10993-5, ISO 13485, REACH, RoHS, Proposition 65, CONEG, FDA-listed ingredients, and related customer certification or documentation requests.
- Experience partnering with Regulatory Affairs and technical teams to support qualification and commercialization efforts.
Key Traits / Success Profile- Customer-focused and trustworthy
- Technically curious and eager to learn applications in depth
- Collaborative and effective across functions
- Resilient and persistent in pursuit of growth
- Strong listener and clear communicator
- Team-oriented with the ability to build lasting internal and external relationships
- Physical Requirements
Essential Functions:- Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA, and other federal, state, and local standards, including meeting qualitative and/or quantitative productivity standards.
- Ability to maintain regular, punctual attendance consistent with applicable standards.
- Must be able to lift and carry up to 15 lbs.
- Must be able to talk, listen, and speak clearly on telephone and virtual media.
