Sales & Key Account Manager

Location: Location Flexible
Country: United States
Company Order Number: 8464
Job Family: Commercial
# of openings: 1


Johnson Matthey, a FTSE 100 company, is a global leader in sustainable technologies specializing in catalysis, precious metal products, chemicals and process technology. With operations in over 30 countries, we employ more than 13,000 people. Johnson Matthey uses science to make the world cleaner and healthier. Over the past two centuries we have built our reputation and place as a global leader through quality, integrity, and innovation. Today, more than 93% of the group's sales come from products and services which provide sustainability benefits through the positive impact they have on the environment, resource efficiency and human health.


The hybrid Sales and Key Account Management role manages the sales process for Key Accounts and other customers in the allocated sales territory and product.


Key Responsibilities

Sales Key Account Management (60-80% time commitment)

  • Developing and driving the strategy for allocated Key Accounts aimed at delivering long-term value proposition for JM and the customer
  • Monitoring and growing revenue and profitability for allocated Key Accounts
  • Delivering accurate forecasts of customer requirements, and implementing these on time and in full, whilst collaborating with all relevant internal functions
  • Managing and delivering Long Term Supply Agreements with allocated Key Accounts including transactions, incentive plan, pricing & contract negotiations aligned to Sector governance
  • Managing cross-functional interface and communications with Key Accounts to ensure consistency of information flow
  • Building and maintaining effective partnerships with stakeholders of Key Accounts in an ethical and safe manner
  • Embedding Key Account processes and best practices set by Director of Key Account Management
  • Coordinating with Technical Service to ensure superior product performance
  • Developing opportunities for the introduction of new products to Key Accounts
  • Coordinating with Sales Managers to ensure consistent global customer service
  • Gathering commercial and market insights and sharing these with the Catalyst Technologies’ Industries and Markets team to better understand current and future customer requirements
  • Collaborating with other parts of JM to better understand and deliver current and future customer requirements which drives value to the wider Group and the customer


Sales Manager (Non-KA - 20-40% time commitment)

  • Managing the sales process for non-Key Account customers from quotation through negotiation to closing profitable sales deals
  • Developing relationships and growing long-term value for accounts in sales territory
  • Delivering sales, gross profit budget, and customer contribution for sales territory
  • Continually seeking and developing relationships and developing opportunities for the introduction of new products and services to customers
  • Coordinating with Technical Service to ensure superior product performance
  • Meeting agreed supply agreements for each customer account
  • Ensuring all activities are undertaken in accordance with JM code of ethics and EHS policy and practices
  • Carrying out any other duties which are within the employee’s skills and abilities whenever reasonably instructed.



Are you the ideal candidate?

  • Degree most likely to be in a scientific/technical discipline
  • Knowledge and experience of developing account plans based on customer segmentation and value proposition
  • Proven experience of networking and relationship management with customers
  • Understanding the Catalyst Technologies market place
  • Management and coordination of global account teams preferred
  • Background in Refineries and/or Chemicals preferred
  • Detailed understanding of JM product portfolio
  • Building collaborative relationships
  • JM core competencies
  • Business acumen
  • Communication
  • Initiating Action

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