Account Manager – Packaging Adhesives (North America)
Location:
Remote (Up to 50% travel)
Reports To:
National Sales Manager – Packaging
Position Summary
We are seeking a highly motivated and customer-focused Account Manager to join our North America Packaging Adhesives team. This role is responsible for managing and growing a portfolio of strategic accounts by building strong, long-term customer relationships and delivering value-driven solutions.
The Account Manager serves as a trusted advisor to customers, leveraging both commercial and technical expertise to support customer success, drive retention, and expand business within existing accounts. This position plays a critical role in strengthening partnerships across key markets including food & beverage, personal care, and consumer goods.
Key Responsibilities
Account Management & Customer Growth
- Manage and develop a portfolio of strategic accounts with accountability for revenue growth, retention, and customer satisfaction
- Build and maintain strong relationships with key stakeholders across customer organizations (procurement, operations, engineering, leadership)
- Develop and execute account plans that identify opportunities to expand share of wallet and deepen customer engagement
- Drive organic growth within existing accounts through upselling, cross-selling, and introduction of new solutions
- Conduct regular customer meetings, including quarterly business reviews, to communicate value, performance, and future opportunities
Customer Partnership & Value Delivery
- Serve as the primary point of contact and trusted advisor for assigned customers
- Understand customer strategies, challenges, and operational needs to align solutions accordingly
- Proactively identify opportunities to improve customer performance, efficiency, and sustainability outcomes
- Ensure a high level of responsiveness to customer needs, issues, and escalations
Technical & Solution Support
- Provide consultative support by recommending adhesive solutions aligned with customer applications and processes
- Collaborate closely with Technical Service and R&D teams to:
- Optimize product performance
- Support line trials and product qualifications
- Troubleshoot and resolve technical challenges
- Support continuous improvement initiatives to enhance customer operations and product effectiveness
Strategic Collaboration & Internal Alignment
- Partner cross-functionally with Sales, Technical, Supply Chain, and Product Management teams to deliver a seamless customer experience
- Share voice-of-customer (VOC) insights to support innovation and product development
- Contribute to pricing, contract management, and long-term agreement strategies aligned to mutual value creation
Business Planning & Performance Management
- Develop and maintain accurate account forecasts and growth plans
- Track and report on key performance metrics including:
- Account revenue growth
- Retention rates
- Customer satisfaction
- Maintain up-to-date customer activity, opportunities, and account plans in CRM (e.g., Salesforce)
Qualifications
- Bachelor’s degree in Business, Engineering, Chemistry, or a related field required (advanced degree preferred)
- 8–15 years of experience in B2B sales or account management, preferably in:
- Industrial adhesives
- Packaging materials
- Technical or manufacturing environments
- Proven track record of managing and growing existing customer accounts
- Strong relationship management and stakeholder engagement skills across multiple levels of an organization
- Experience supporting complex, multi-site or national accounts
- Technical aptitude with the ability to translate customer needs into practical solutions
- Knowledge of packaging processes and adhesive applications (hot melt, end-of-line systems) is a strong advantage
- Excellent communication, negotiation, and organizational skills
- Self-motivated, collaborative, and customer-centric mindset
- Proficiency with CRM tools (Salesforce or equivalent)
