Sr Account Manager - Industrial Solutions
This position is remote with a home office located in Edison, NJ.
About the role
This position is to drive new customer acquisition and profitablegrowth within AAK USA's Industrial Solutions (non-food) fats and oilsportfolio. The focus is on building sustainable volume and margin while expanding intopriority non-food applications, 50% food and 50% industrial.
This is a primarily hunter-focused role,responsible for identifying, qualifying, and converting new opportunitiesthrough value-based selling, while selectively developing strategicallyimportant existing accounts and building a strong, forward-looking pipeline.
Responsibilities
Industrial Segment - SpecificResponsibilities:
Develop and maintain a strong working knowledge of the industrial oils and fats market, including competitive offerings, substitute technologies, and key application requirements across cleaning, detergents, and adhesives/coatings.
Actively prospect within targeted non-food industrial sub-segments to identify and qualify new customer opportunities, applications, and growth vectors.
Maintain consistent market visibility through industry events, trade shows, associations, and targeted customer visits to strengthen AAK's market presence and uncover new business opportunities.
Develop multi-year volume, margin, and portfolio mix plans for targeted industrial and must-win accounts.
Translate market and customer insights into actionable growth strategies and opportunity pipelines.
New BusinessDevelopment & Pipeline Management:
Build, manage, and execute a disciplined growth pipeline with defined stage gates, probabilities, and conversion timelines.
Lead early-stage opportunity development, including customer discovery, qualification, trials, and commercial alignment, through conversion to repeat business.
Prepare value-based proposals that align technical performance, supply reliability, sustainability attributes, and total cost-in-use.
Other Account Management Responsibilities
Establish, maintain, and grow value-based customer relationships positioning AAK as a trusted, long-term partner capable of meeting or exceeding annual revenue and margin targets.
Formulate pricing, negotiate contracts, and supply agreements in partnership with Pricing and Sourcing & Trading.
Working closely with customers to develop solutions for formulation challenges with an understanding of multiple customer functional areas, inclusive of Product Development/R&D and Procurement
Prepare annual territory strategic plans to execute upon goals.
Prepare & maintain Account Plans for all accounts.
Provide technical and commercial feedback to customers as needed.
Align AAK US or global technical resources with our customers' technical groups on a select basis. Build and maintain a disciplined pipeline with defined stage gates, probabilities, and conversion timelines.
Engage with Customer Innovation/Technical, Customer Service, and Operations to ensure successful onboarding of new customers and handle the administrative work associated with onboarding customers (credit applications for example).
Work with customer service and A/R on collections when needed and other tasks associated with account management.
About you
BA/BS degree, preferably in a Scientific field/MBA
5-10 years of experience in industrial/non-food ingredients industry, including exposure to sales, technical service, or commercial roles in personal care, biofuels, adhesives, lubricants, etc.
Exceptional "hunting" skills to uncover new business opportunities with a sense of urgency; strong business acumen.
Demonstrate strong customer relations skills with excellent presentation and communication skills.
Exceptional problem solving and relationship building skills (internal and external)
Highly organized with structured pipeline discipline
Entrepreneurial thinker and self-starter
SalesForce
MicroSoft Office tools
In return AAK offer
Your rewarding career andbenefits include:
Career paths, training and development, and tuition reimbursement programs offer potential for you to progress your future career
Comprehensive health insurance (medical, dental and vision) starting date of hire
Health Savings Account with AAK annual contribution of $1,000-$1,500
We match 100% of the first 3% you contribute to your 401(k), and 50% of the next 3%
Free Life and Disability insurance
Employee Assistance Program
Supplemental Pet Insurance, Identity Theft Protection and Legal Insurance Plans
Discounts on travel, amusement parks, concerts, movies, and more
Celebrations, events, and activities on site and supporting our communities
Recognition incentives for service and peer to peer recognition
At AAK we strive to maintain a workplace that values diversity andinclusivity, to create an environment where our employees can unleash theirtrue potential. We believe that a diverse team brings new perspectives andideas to the table and motivates us to Make Better Happen in all our endeavors.Our leadership team, as well as everyone at AAK, prioritizes the health andsafety of all who join our mission. We prohibit discrimination of any kind andfoster a work environment that's welcoming and accepting so that anyone whoapplies or joins AAK has equal access to opportunity.
