Sales Account Manager

Location:

USA Charlotte, NC - Remote

About the role

The USA Sales role is a high-impact, deal maker position within the Specialties business, requiring a blend of commercial acumen, and cross‐functional influence to drive revenue growth, margin enhancement, customer engagement and channel management for the Specialties portfolio. The role will execute regional go-to-market strategy aligned with global business objectives.

Key responsibilities

Execute the regional commercial growth strategy for USA: segmentation, priority end-markets/applications, channel vs direct model, and product roadmap alignment.

Manage and grow strategic key accounts: develop account plans, value selling approach, contract negotiation, pricing and margin management.

Build and maintain strong relationships with senior customers stakeholders, serving as a trusted advisor to understanding their strategic priorities, anticipate needs and ensure long term partnership success

Deliver the annual operating plan (revenue, volume, margin, growth targets) for the region; monitor performance vs plan and adjust strategy as needed. Improve demand planning and customer pipeline management.

Transition customer relationships and contracting from spot to multiyear agreements.

Lead regional initiatives to develop and implement value-based pricing strategies aligning pricing models with customer value, market dynamics and profitability goals

Conduct market and competitor intelligence: track customer needs/trends, competitor product launches, pricing movements, regulatory/ESG changes in each NA territory, and translate into action plans.

Work cross-functionally with Product Management, Supply Chain/Operations and Finance to ensure product availability, develop new business opportunities, bring launch initiatives to market, and respond to market changes.

Ensure use of proper sales tools and process discipline: CRM pipeline management (Salesforce or equivalent), forecasting, opportunity tracking, order-to-cash handoff, pricing governance.

Required Skills

Strong commercial acumen, including revenue and margin management, value selling vs commodity, pricing strategy, Go-To-Market execution.

Excellent deal making, experience leading regional or multi-country sales teams, developing talent, driving performance.

Technical or application knowledge of specialty chemicals and ability to translate product features into customer value.

Excellent communication, negotiation, and influencing skills — both with senior customers and internal stakeholders across geographies/cultures.

Analytical skills: ability to interpret market data, customer feedback, sales metrics, margin data, and use tools like Excel, PowerPoint, BI dashboards.

Tools: Fluency with CRM (Salesforce or equivalent), ERP/order entry systems (SAP or similar), sales analytics dashboards (PowerBI or equivalent), MS Office.

Cultural and regional sensitivity: ability to operate across diverse NA markets, adapt strategy and communication style to local markets, willingness to travel.

Process discipline and commercial governance: maintaining opportunity pipelines, pricing approvals, contract management.