Key Account Manager

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Date: Sep 11, 2025

Location: Columbus, OH, US, 43211

Since 1792, we’ve been supplying the innovative paints and coatings that help to color people’s lives and protect what matters most. Our world class portfolio of brands – including Dulux, International, Sikkens and Interpon – is trusted by customers around the globe. We’re active in more than 150 countries and use our expertise to sustain and enhance the fabric of everyday life.

Because we believe every surface is an opportunity. It’s what you’d expect from a pioneering and long-established paints company that’s dedicated to providing sustainable solutions and preserving the best of what we have today – while creating an even better tomorrow. Let’s paint the future together.

The BDM will open doors, shape opportunities, and establish long-term commercial frameworks, then transition mature accounts to the commercial or key account organization once fully implemented.

This role requires a strategic, patient, and relationship-driven commercial leader with the ability to operate at multiple organizational levels, from technical influencers to executive decision-makers.

Territory:
National USA

Remote position: preferably located near Columbus, OH or in the midwestern region.

Market & Opportunity Development

• Identify, prioritize, and pursue large OEM targets in the Steel Buildings and Construction ecosystem (pre-engineered buildings, panels, roofing, structural systems, etc.).
• Develop deep understanding of OEM value chains, decision structures, and long-term growth strategies.
• Proactively create opportunities where no formal RFQ or demand yet exists.

Strategic Relationship Building

• Establish and nurture C-suite, commercial, technical, and operational relationships within target OEMs.
• Act as a trusted advisor, positioning long-term value rather than transactional sales.
• Influence specifications, design decisions, and platform strategies early in the project lifecycle.

Long-Cycle Project Management

• Lead complex opportunities with multi-year timelines, from early concept and qualification through approval, industrialization, and first commercialization.
• Coordinate internal cross-functional teams (technical, R&D, supply chain, pricing, legal, operations).
• Manage ambiguity, evolving requirements, and shifting timelines with discipline and structure.

Commercial & Strategic Leadership

• Develop and negotiate commercial frameworks, pricing strategies, and long-term partnership models.
• Build business cases aligned with strategic growth, profitability, and capacity planning.
• Ensure alignment between customer needs and internal strategic priorities.

Transition & Handover

• Once business is established and stable, formally transition accounts to Key Account Management or Commercial Operations.
• Ensure structured handover including strategy, relationships, pricing logic, and growth roadmap.

Key Performance Indicators (KPI's)

Number of new OEM relationships established

Value and quality of qualified project pipeline

Successful specification wins and platform adoptions

Time-to-commercialization for new OEMs

Quality and effectiveness of account handovers

Professional Experience

10+ years of experience in Business Development, Strategic Sales, or Market Development, preferably in:

• Construction materials
• Industrial OEM environments
• Coatings, metals, engineered products, or adjacent industries

Proven track record of opening new OEM customers, not managing existing ones.

Demonstrated success managing long, complex sales cycles (12–36+ months).

Commercial & Strategic Skills

• Strong business acumen with the ability to connect market strategy, pricing, margin, and volume growth.
• Excellent negotiation skills with experience structuring long-term agreements.
• Ability to think platform-based and program-based, not transactional.

Relationship & Leadership Profile

• Exceptional relationship-building capability at all organizational levels.
• High emotional intelligence, credibility, and executive presence.
• Influential without authority; able to align internal and external stakeholders.

Personal…