Key Account Manager (Distribution)

Axalta has remained at the forefront of the coatings industry by continually investing in innovative solutions. We engineer technologies that protect customers’ products – whether they are battling heat, light, corrosion, abrasion, moisture, or chemicals – and add dimension and beauty with colourful finishes. We have a vast and ever-evolving portfolio of brands primed to play an important part in everything from modernizing infrastructure around the world to enabling the next generation of electric and autonomous vehicles. 

We are currently looking for a Key Account Manager to join us at our facility in Easton, PA (Remote).  

Summary:

The Distribution KAM (Key Account Manager) is an essential account leadership role that will have primary responsibility for managing the relationship and performance of their assigned Distribution Partner. Fundamental to this role are connecting the Distributor to Axalta Coatings Systems throughout the Regions and Territories the Distributor operates, anticipating and understanding distributor needs and outlining growth initiatives to satisfy their purchase agreements and/or initiative objectives. This role has a high level of urgency and must stay within our policy standards and profitability goals. The Distribution Channel KAM reports to the NA Hard Parts Channel Manager.

Key Areas of Responsibility – Overview

Responsible for the following areas within Axalta Coating Systems Refinish business:

Relationship Management – Develop and build relationships amongst the distributor’s leadership team, including the CEO, Regional VP’s, Regional managers and District Managers, and individual store locations. These relationships will also involve key team members at Axalta to secure solid long-term connections with the distributor.

Contract Management – Establish and Incorporate Revenue Targets, Incentives and Commercial Terms into an agreement on an annual or multiyear basis. Monitor, measure and communicate Distributors Performance against terms and targets throughout the life of the agreement.

Strategic Growth Plan – Development of a business plan through processes which enables the growth objectives of both the distributor and Axalta that meets the terms defined in the distribution agreement. This plan should include:

• Annual growth projections

• Regional business plans

• Organizational development objectives

• Training and learning objectives down to the store level

• Pipeline planning and development

• Team alignment

• Market prioritization

• New markets

Strategic Sales Integration and Communication – Integrate and Monitor activities of Axalta’s Regional Sales team into a working sales process with the distributor.  Ideally, this includes support and development of the distributor’s sales organization. Establish and facilitate quarterly strategic review meetings between Key Distribution Leadership and Axalta’s Management team.

Markets and Line Adds - Work with Axalta’s North American Distribution Channel Manager and Distribution Director to identify and launch new market opportunities which include all APL trade brands with a focus on Ancillary and Private Label products. Initiate Line Add Opportunities and manage through to completion.

AR and Credit – Ensure Accounts Receivables and Credits are maintained within Axalta’s credit policy and the agreed terms.

Supply Chain – Monitor status of availability and delivery of APL Products to ensure targeted OTIF levels are being met. Work as the conduit to escalate critical deficiencies against this standard as they occur.

Distribution Playbook – Develop a Distribution Playbook for assigned Distributor that outlines Axalta’s Commercial Terms, approved practices and in order to maintain compliance to an operational standard. This playbook should include:

• Terms and Definitions

• Investment Models (Gains and Renewals)

• New and Existing Customer Conversions Practices

• Shipping and Freight Standards

• Credit Policy (Credits, Claims and CAP limits and process)

Key Skills and Capability Requirements:

• Bachelor’s degree and/or a minimum 5 years of industry experience required with a track record of achieving sales goals. 

• 5 + years of Product Technical Application experience preferred.

• 5 + years of selling and retention experience selling to or managing relationships with top-tier distributors preferred.

• Strong business acumen / financial knowledge

• Excellent verbal, written, interpersonal, relationship building and presentation skills

• Must possess strong organizational and time management skills

• Must have Product knowledge with the distribution Channel APL or the ability to learn in a reasonable period of time.

Key attributes/behaviors for successful execution of the position are:

• Leader

• Customer value oriented

• Effective communication with wide and diverse audiences

• Results oriented

• Professional demeanor

• Composed

• Entrepreneurial

• Effectively balances “eyes of customer” with needs / capabilities of Axalta

• Communication

• Sales knowledge

• Matrix / Relationships

• Motivate / Influence

• Leverage resources

• Thinker / analytical ability

• Perseverance

• Passion

• Negotiation skills

• Challenges status quo

Requires Travel of 50% or more. The individual is expected to be flexible regarding travel across North America.

Axalta Coating Systems depends not only on the skills, abilities and commitments of all employees, but also on their integrity and collective common sense. Axalta Coating Systems expects all employees to practice ethical integrity in the workplace. 

This is an active opening for which we are recruiting to fill immediately.  

Axalta operates its business in two segments: Performance Coatings and Mobility Coatings, which serve four end markets, including Refinish, Industrial, Light Vehicle and Commercial Vehicle, across North America, EMEA, Latin America and Asia-Pacific. Our diverse global footprint allows us to deliver solutions in over 140+ countries and coat 30 million vehicles per year. We’ve recently set an exciting 2040 carbon neutrality goal, in addition to 10 other sustainability initiatives, and we take pride in working with our customers to optimize their businesses and achieve their goals. 

Our Company:

Axalta has remained at the forefront of the coatings industry by continually investing in innovative solutions. We engineer technologies that protect customers’ products – whether they are battling heat, light, corrosion, abrasion, moisture, or chemicals – and add dimension and beauty with colorful finishes. We have a vast and ever-evolving portfolio of brands primed to play an important part in everything from modernizing infrastructure around the world to enabling the next generation of electric and autonomous vehicles.  

Axalta operates its business in two segments: Performance Coatings and Mobility Coatings, which serve four end markets, including Refinish, Industrial, Light Vehicle and Commercial Vehicle, across North America, EMEA, Latin America and Asia-Pacific. Our diverse global footprint allows us to deliver solutions in over 140+ countries and coat 30 million vehicles per year. We’ve recently set an exciting 2040 carbon neutrality goal, in addition to 10 other sustainability initiatives, and we take pride in working with our customers to optimize their businesses and achieve their goals.

Axalta may use technology-assisted tools, including artificial intelligence (AI), to support certain aspects of the recruitment and selection process. These tools may be used to help manage applications, identify job-related qualifications, and assist recruiter review. All hiring decisions involve human oversight and review.

Recruitment Fraud Alert: We take candidate safety seriously. If you believe you’ve encountered a fraudulent job posting claiming to represent our company, please include a link or screenshot and report it to TA-Support-Center@axalta.com.