Key Account Manager- Industrial Trade & Converting

At tesa, we're not just colleagues; we're collaborators who thrive on pushing boundaries and challenging the status quo. Our mission is to create sustainable adhesive solutions that improve the work, products, and lives of our customers - we're passionate about making a difference!

The Key Account Manager – Industrial Trade & Converting (KAM-ITC) is accountable for over-proportional growth at key accounts (with primary focus in MA, PA, NY, NC, and SC), identifying and engaging decision-makers and influencers across all key account sites, leading all account management, quotes, projects, and cross-BU facilitation.

How You'll Help The Formula

• Meet or exceed all established sales objectives and goals for assigned key accounts, by developing, executing, and maintaining key account plans.
• Coordinate company efforts related to strategic accounts as assigned. Key metrics include but are not limited to sales development, contracts/pricing, customer satisfaction, quality and service.
• Understand and communicate strategic account requirements and needs throughout the organization, then translating that into business opportunities.
• Foster collaboration with interna team and key stakeholders, including channel partners to solve customer problems and deliver innovative solutions.
• Drive connections between customer sales teams and tesa Sales Specialists to generate new end-user business.
• Effectively maintain customer data in tesa’s CRM system(s) by recording information from sales calls.
• Build and close the opportunity pipeline to accurately track cross border projects as a collaborative team.
• Manage customer alliance partnerships by facilitating cross-BU business growth and activities, define benchmark elements of a successful converter program, evaluating competitive concepts and focusing on tesa USP’s, monitoring agreed upon KPI’s, and support development of Key Account plans with salesperson.
• Drive business development targets by identifying and developing new partners, referring converter candidates for a global key account approach, drive market developing activities, oversee cross-BU sales opportunity pipelines for converter market, and build a strong network among all regional BU heads.
• Other related duties as required.

• Bachelor's degree or 4+ years of relevant industrial sales and/or marketing experience.
• Effective communication and presentation skills, with ability to influence complex organizational structures.
• Strong analytical skills / creative problem-solving capabilities.
• Ability to navigate complex business negotiations and develop contracts/supply agreements.
• Must have a current, valid driver’s license, passport, and physical ability to drive for lengthy periods (up to 70%).
• Skilled and proficient in use of computers to include but not limited to Microsoft products as well as Customer Relationship Management software programs.
• Excellent English language capability (verbal/written) required.
• Must live in the Eastern portion of the United States.

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Posted on: 4/2/2026