Preferred Locations:
France, the Netherlands, Italy, Germany, UK
Travel:
Approximately 50% internationally
Kelham Partners is engaged on a retained mandate for a Global Strategic Account Director on behalf of an international speciality chemicals manufacturer.
The business has reviewed how it manages its largest global customers and is investing in dedicated leadership for a small number of strategic relationships. This newly created role will focus entirely on one major coatings customer, which currently generates approximately €25 million in annual gross sales.
The account has its largest commercial footprint in the Middle East, with further business in Southeast Asia and Europe. Senior customer decisions are made in Europe. The person appointed will connect the work taking place across these regions, develop a global strategy for the relationship and build contacts across more of the customer’s organisation.
The role
You will be responsible for the direction and development of the account globally. Regional sales colleagues will remain close to their local business; your role will be to bring their insight and activity together, identify opportunities across markets and ensure the customer experiences a coordinated partnership.
That will mean working well beyond the existing sales and purchasing relationships. You will build connections across technical, supply chain and senior leadership teams on both sides, bringing the right people together around commercial opportunities, product development and a joint sustainability agenda.
You will report to a senior global commercial leader and have strong visibility within the division. There are no direct reports, but you will build and lead a cross-functional account team through influence.
Your responsibilities will include:
- Developing a global account plan with clear priorities across Europe, the Middle East and Southeast Asia.
- Building relationships with senior customer decision-makers and understanding how decisions are made across its regions and functions.
- Coordinating regional commercial teams and securing the involvement of technical, supply chain and other specialists.
- Identifying opportunities to grow the existing business and expand the relationship.
- Bringing the organisations technical capabilities into relevant customer projects
The ideal cadidate
You will have substantial experience in the coatings industry and a strong record of managing important customer relationships. You could be working for a supplier of resins, binders, additives or other coatings materials, or have relevant commercial experience within a coatings manufacturer.
We are particularly interested in people who can demonstrate:
- Experience managing a significant multinational coatings customer that is a complex account spanning several countries.
- A sound understanding of coatings materials, applications and the way major paint and coatings manufacturers operate.
- The credibility to engage senior commercial and technical stakeholders.
- The ability to build commitment across regional teams and functions without relying on direct reporting lines.
- Commercial judgement. You can see where the relationship has room to grow and turn that into a practical account plan.
- The flexibility to travel regularly across the account’s regions.
This is an opportunity to take ownership of a substantial existing relationship and shape a new approach to global account management, with the backing and visibility to make it a success.
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