Sr Key Account Manager
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AI Summary
Job Description
The 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 - $181,000
The 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)
Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.
Stepan Company does not accept or retain unsolicited resumes or phone calls and/or respond to them or to any third party representing job seekers.
Established in 1932, Stepan Company is a major manufacturer of basic and intermediate chemicals including surfactants, polymers, as well as specialty ingredients that go into consumer, household, and institutional products such as laundry detergents, shampoos, and surface cleaners. Stepan Company currently has 19 global manufacturing locations and over 2,400 employees. We have a strong record of growth. Our growth allows us to provide meaningful career opportunities and stability to our team members. We have big goals at Stepan and know every team member will be crucial to achieving our objectives. Regardless of function, we are looking for team members who bring with them a growth mindset, an entrepreneurial spirit, and the ability to thrive in an evolving environment.
We celebrate diversity at Stepan and are committed to creating a diverse, inclusive environment. We are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetic information, disability, age, veteran status, or any other status protected by applicable law.
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