Job DescriptionThe Sr. Key Account Manager - Agriculture leads the strategy and performance of a portfolio of Key Accounts within the Agricultural end-market. This role owns the account strategy and right-to-win plan, with accountability for delivering sales volume and gross margin objectives. Success requires strong strategic thinking, structured problem solving, deep customer understanding, global coordination, and the ability to align cross-functional teams to deliver measurable customer and business outcomes.
Key Responsibilities Strategic Key Account Management - Own and lead strategic relationships with assigned key agricultural accounts, serving as the primary commercial contact
- Develop and execute multi-year account strategies aligned with customer goals and company growth objectives
- Apply structured problem solving to address customer challenges, performance gaps, and competitive threats
- Navigate complex customer organizations, engaging procurement, technical, R&D, regulatory, and commercial stakeholders
- Develop and implement strategies to improve service quality, productivity, and profitability for both the customer and the business.
- Build trusted partnerships that elevate the company from supplier to strategic solutions provider
- Coordinate account strategies and execution for key accounts globally
- Align global and regional teams to a common customer plan, priorities, and messaging
Commercial Execution & Contract Negotiation - Lead commercial negotiations including pricing, contracts, supply agreement
- Identify, prioritize, and convert growth opportunities across existing products, new applications, and innovation-led solutions
- Build and manage a robust pipeline and provide accurate forecasting
- Adjust strategies proactively to ensure delivery of results
Technical Engagement & Value Advancement - Drive and advance technical engagement with customer formulation teams
- Collaborate cross-functionally with R&D, marketing, and business development to delivery differentiated solutions
- Identify unmet customer needs and translate them into technical opportunities, trials, and development projects
- Champion innovation adoption and new product introductions within key accounts
Territory Ownership & Business Performance - Own a defined sales territory with full accountability for volume, revenue, and profit targets
- Build and manage a robust opportunity pipeline, including new products and adjacent market opportunities
- Forecast accurately and manage performance against budget
- Monitor market trends, competitive activity, and customer dynamics to inform account and territory strategy
Cross-Functional Leadership - Lead and coordinate internal cross-functional teams (technical, R&D, supply, marketing, finance) to deliver integrated customer solutions
- Ensure timely execution of trials, launches, and initiatives that drive customer value and business growth
- Facilitate resolution of supply, delivery, or operational challenges that impact customers
Qualifications- 8-10+ years of experience in sales; 6+ in key account management or strategic commercial roles
- Experience in Agricultural co-formulant sales a plus
- Demonstrated experience negotiating contracts, pricing agreements, and long-term commercial partnerships
- Proven success managing complex, multinational accounts and delivering sustained growth
- Strong strategic thinking, problem-solving, and negotiation skills
- Experience coordinating global and cross-functional teams
- Willingness to travel 40-50%
Education- Bachelor's degree in a scientific discipline preferred; masters preferred
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Pay Range: $132,000 - $181,000The salary range for this position is determined by considering a variety of factors such as skills, experience, qualifications, and the location of the position.
At Stepan Company our comprehensive benefits package includes:
- Discretionary Bonus
- Medical, Dental, and Vision Insurance
- 401K with Match
- Profit Sharing
- Paid Time Off (PTO)
- Short-Term and Long-Term Disability (STD / LTD)
- Dependent Care Flexible Spending Account (FSA)
- Health Savings Account (HSA)
- Paid Parental Leave
- Adoption Assistance
- Reactions - Recognition Program
- Employee Assistance Program (EAP)
