Global Key Account Manager

Global Key Account Manager- Agriculture & Food

This role requires a high degree of autonomy to make effective decisions that support the achievement of sales goals while optimizing margins in response to market conditions. The Global Key Account Manager is ultimately accountable for ensuring the long-term viability of Nouryon’s relationship with their assigned accounts

At Nouryon, our global team of Changemakers takes positive action every day, to reach higher collectively and individually. We create innovative and sustainable solutions for our customers to answer society’s needs – today and in the future.  

We are looking for team members who bring ideas forward, champion others and work together to do better. Does that sound like you? 

About the job

The main deliverables of this role include developing a five-year plan for Global Key Accounts (GKAs) that aligns with the Business Line’s long-term objectives, collaborating across multiple functions and regions to grow and defend Nouryon’s business, and implementing launch plans and business development workstreams. The role also focuses on continuously improving the relationship between GKAs and the Nouryon organization, along with fulfilling any additional deliverables as requested by the VP of Crop Protection. 

In your future role as Global Key Account Manager you will

• Effective collaboration and listening skills are required to be successful in this role.  How the person works with colleagues will be critical as they must be able to influence the business direction around their accounts, ensuring that the organization’s prioritizes actions to address critical issues around their business. 
• Develops an effective & executable business plan. The 5-year plan for the global key accounts (GKAs) will need to be aligned with the business line’s (BLs) 5-year plan.  All growth opportunities will be managed through our CRM system and material risks must have contingency plans that are agreed upon by BL leadership.  The GKAM is accountable to ensure workflows are occurring to keep these opportunities on track and contingencies are ready to be executed. 
• Understanding of global regulatory.  GKAMs must understand the basics around regulatory processes across the globe.  Many situations will arise where they need to develop plans to increase share of wallet with a customer.  Being able to challenge customers on timelines and steps required to move an opportunity to commercialization is a necessary skill.
• Market intelligence, agriculture market knowledge, product knowledge.  Basic understanding of the markets we are targeting is required.  Specifically, around the use of adjuvants, formulation aids, and solvents within the AI formulation and tank mix adjuvant market space and agricultural practices.  The applicant does not necessarily need to have this knowledge to start but they need to be willing to continuously learn and build their background knowledge.  This is important as they must be able to process input from the GKAs and determine if that feedback is aligned with “market truths” in order to develop adequate negotiation, growth and business defense strategies.  They will summarize market intel learnings from their accounts and socialize to the appropriate internal A&F group.
• Sales & negotiation skills.  The GKAM needs be able to effectively develop a negotiation plan, guide the drafting supply agreements/contracts with legal support, implement confidentiality/joint development agreements.
• Pricing.  The GKAM must be able to push back on our customers’ procurement teams as they will be unrelenting to drive their raw material costs lower and lengthen payment terms. The GKAM must be able to develop proposals for marketing’s consideration regarding price / volume trade offs and be able to position the Nouryon value proposition and service levels as a differentiator in pricing discussions.
• Service level improvements.  The GKAM is ultimately accountable for how effectively Nouryon services their accounts.  They must be able to drive continuous improvement around Nouryon service levels so that service is not a challenge during negotiations.
• Business process focus.  There are times where we all need to roll up our sleeves to do very tactical things to move the business along.  However, when issues develop around how we service our customers or work together across the BL, the GKAMs need to have the business acumen to determine the root cause of the issue, ID how we address the process challenge and drive changes to these processes across the BL.
• GKA influence plans:  These influence plans will be part of the 5 year plan.  The GKAs are accountable for building out plans to influence the R&D organizations of our customers as well as their procurement, marketing and senior leadership teams.
• Product Launches:  The GKAMs are accountable for developing and implementing launch plans of technologies from the Innovation Pipeline with their accounts.
• Computer skills:  Needs to be able to work with multiple information and analytical tools (import/export databases, Power BI, Excel, Power Point, etc.)
• Assists the VP of Crop Protection in all other activities as requested.

We believe you bring 

• Ability to understand the chemistries we sell and our chemical manufacturing processes. 
• Work experience in agricultural markets or an agricultural background is essential.  Work in ag chemicals strongly preferred.
• Understanding of the “tank mix adjuvant” markets within agriculture a strong plus.
• Minimum of 10 years relevant experience in BTB marketing, sales or business management.
• MBA preferred, strong business acumen mandatory.
• Needs to be able to think strategically and provide global customer insights to support the global management team’s strategic decisions
• Good communication and presentation skills. Capable of working independently
• Ability to work in multicultural and multi-disciplinary teams, networking within and outside Nouryon
• English fluency 

Compensation Information

The hiring salary range for this position ranges from $127,100 to $181,500, although individuals may eventually progress through the pay scale in this role up to $235,900. Actual compensation will be dependent upon the specific role as well as the individuals’ qualifications, experience, skills, and certifications. Hired applicant will be eligible to receive annual bonuses.

Employees (and their families) will be eligible for medical, dental, vision, and basic life insurance. Employees are also eligible to enroll in our company’s 401k plan. Employees will also receive paid time off and the mandated company holidays throughout the calendar year.

Good to know  
 

This is a permanent position on a full-time basis, reporting to the Global Marketing Director, Agriculture Specialties

Please apply via our online recruitment system. We will not accept applications via e-mail. Once it's with us we will review to see if we have a match between your skills and the role! For more information about our hiring process, visit: nouryon.com/careers/how-we-hire/  

We look forward to receiving your application! 

We kindly ask our internal candidates to apply with your Nouryon email via Success Factors.  

About Nouryon   

We’re looking for tomorrow’s Changemakers, today. 

If you’re looking for your next career move, apply today and join Nouryon’s worldwide team of Changemakers in providing essential solutions that our customers use to manufacture everyday products such as personal care, cleaning, paints and coatings, agriculture and food, pharmaceuticals, and building products. Our employees are driven by the wish to make an impact and actively drive positive change. If that describes you, we will gladly make way for your ambitions. From day one we support you with your personal growth, through challenging positions and comprehensive learning and development opportunities, in a dynamic, international, diverse, and proactive working environment. 

Visit our website and follow us on LinkedIn.  

#WeAreNouryon #Changemakers 

We have already chosen our sourcing channels for this recruitment and kindly ask not to be contacted by any advertisement agents, recruitment agencies or staffing companies. 

Nouryon is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected under applicable federal, state, or local law.