Key Account Manager III

Synthomer is a leading supplier of high-performance, highly specialised polymers and ingredients that play vital roles in key sectors such as coatings, construction, adhesives, and health and protection - growing markets that serve billions of end users worldwide. Headquartered in London, UK and publicly listed there since 1971, we employ c.3,900 employees across our 5 innovation centres of excellence and more than 29 manufacturing sites across Europe, North America and Asia. Around 20% of our sales volumes are from new and patent protected products.

At our innovation centres of excellence in the UK, Germany, China, Malaysia and Ohio, USA we collaborate closely with our customers to develop new products and enhance existing ones tailored to their needs, with an increasing range of sustainability benefits. Since 2021, we have been proud holders of the London Stock Exchange Green Economy Mark, which recognises green technology businesses making a significant contribution to a more sustainable, low-carbon economy.

Summary:

Reporting to the Head of Sales, Americas - Consumer Materials, this position is responsible for managing an existing customer base whilst also driving growth at new customers and in adjacent market applications. Selling directly to the end consumer/business purchaser or indirectly through various sales channels. Assessing customer needs and suggesting appropriate products, services, and/or solutions. Developing and delivering sales bids, presentations, and proposals and conducting product demonstrations. Identifying and contacting prospective customers and building relationships to generate future sales and repeat business Incumbents matching this specialization are compensated based on achievement of sales targets.

Job Responsibilities:

• Develop and execute budget in cooperation with the Coatings and Construction Solutions Business Unit to include growth targets for volume, revenue, and gross margin.
• Drive and support sales efforts to deliver agreed business targets - volumes, revenues, profitability (product and territory), and working capital (accounts receivables and percent current).
• Build and maintain strong relationships with customers and key external stakeholders in the textiles industry.
• Stay up to date with the latest industry trends, new technologies and competitor offerings, inform internal stakeholders about developments
• Conduct market mapping to analyze customers, demand, unmet needs and competitors
• Identify and develop new business opportunities, identify threats, mitigate risks
• Manage the sales cycle from lead generation to deal closure
• Ensure customer needs are met through collaboration with Technical Service, Marketing, Product Management, Supply Chain, Quality and Customer Service
• Ensure compliance with SHE requirements in the area of responsibility in line with internal, contractual and legal requirements
• Manage sales volume and margin within set targets by implementing commercial excellence guidelines
• Negotiate prices, rebates, payment terms and conditions and supply agreements
• Plan and conduct customer visits in the assigned territory considering the value of the customer relationship
• Create visit reports for sustainable information and communication within the organization
• Monitor accounts receivable, ensure punctual payments and cash flow targets, actively manage credits in collaboration with Finance
• Manage claims in collaboration with Technical Service and Quality
• Support the Head of Sales in territory, budget and forecast planning
• Represent Synthomer at trade shows, conferences and congresses

Requirements:

• Bachelor's degree in Chemistry, Chemical Engineering, Civil Engineering, and/or combination of education and related experience. Master's degree preferred.
• Minimum of five years' sales experience; preferably in the chemicals industry. Ten or more years preferred.
• Strong track record and proven experience in sales of polymers and additives in the chemicals industry and knowledge of end-use applications.
• Full commitment to business integrity, customer value, teamwork, innovation, and diversity, equity and inclusion (DE&I).
• Excellent communication, negotiation and presentation skills.
• Ability to build and maintain strong relationships with customers.
• Self-motivated with a strong sales drive, determination and target-oriented mindset.
• A mission-driven, team player with the desire to make an impact and difference.
• Ability to plan and manage at both strategic and operational levels.
• Outstanding interpersonal skills across cultures.
• Experience working across cultures collaboratively in a global organization.
• Excellent MS Office software experience, CRM and planning tools (e.g., Salesforce, Arkieva).
• Valid driver's license and ability to travel up to 60%.
• Ideal candidate will be located in the Eastern half of the United States, within driving distance of a major airport.

Global Benefits Overview

• Competitive, market-aligned compensation

• Discretionary global bonus scheme

• Discretionary Long-Term Incentive Plan (LTIP) - for senior positions

• Company car or car allowance - varies by region and role

• Healthcare - tailored to regional locations

• Parental leave and family support - maternity, paternity, adoption (aligned with regional policies)

• Working options - flexibility where it matters, based on role and business needs

• Learning & development opportunities - training, online platforms, buddy/mentorship programs, Internal Synthomer University with L&D offers

• Wellbeing support - employee assistance program (EAP), mental health resources, wellbeing initiatives

• Retirement / pension contributions - plans vary by country

• Culture of Inclusion - where everyone can thrive

• Performance culture, global reward & recognition programmes