Senior Key Account Manager - Northeast Personal Care

We believe sustainable growth is built through strong partnerships, technical expertise, and a long-term perspective. We work collaboratively across commercial, technical, regulatory, and operational teams to help customers bring innovative Personal Care products to market.

We are seeking an experienced Senior Account Manager to lead a portfolio of strategic Personal Care accounts. This is not a transactional sales role. Success is achieved through strategic account development, executive relationship management, technical collaboration, and the advancement of customer innovation initiatives that may span multiple years.

The ideal candidate will combine commercial leadership, consultative selling expertise, and strong technical credibility to help customers solve complex challenges while driving profitable growth.

Overview

The Senior Account Manager serves as the commercial leader and trusted advisor for assigned strategic accounts. This role is responsible for developing long-term growth strategies, strengthening executive and technical relationships, identifying business opportunities, and mobilizing cross-functional resources to advance customer initiatives from concept through commercialization.

The successful candidate will manage complex customer relationships that often span multiple locations, functions, and regions. Success requires strong business acumen, a consultative and value-based selling approach, technical understanding of Personal Care formulations, and the ability to influence stakeholders both internally and externally.A commercially minded, customer‑centric role supporting international fragrance & flavor customers

Responsibilities

Lead Strategic Account Growth

  • Develop and execute comprehensive growth strategies for assigned strategic accounts.

  • Identify, prioritize, and advance short-term opportunities as well as multi-year growth initiatives.

  • Align customer business objectives with organizational capabilities, technologies, and strategic priorities.

  • Drive sustainable revenue and margin growth through thoughtful account planning and opportunity development.

  • Utilize a consultative selling approach to uncover unmet customer needs and create differentiated value.

Build Executive and Key Influencer Relationships

  • Develop and maintain relationships with executive leaders, procurement teams, technical leaders, formulators, innovation teams, and key business influencers.

  • Establish organization as a trusted strategic partner through business insight, technical expertise, and commercial leadership.

  • Map customer decision-making processes and identify key stakeholders across all levels of the organization.

  • Expand network of relationships beyond individual contacts to create broader organizational engagement.

Coordinate Complex Customer Opportunities

  • Lead cross-functional efforts involving Technical Service, Laboratory, Marketing, Regulatory, Operations, Supply Chain, and global business teams.

  • Facilitate collaboration between customer teams and internal resources to accelerate project progress.

  • Guide customer projects from concept through commercialization.

Strategic Account Planning

  • Lead annual and multi-year account planning processes for key customers.

  • Evaluate growth opportunities, competitive threats, organizational dynamics, and investment priorities.

  • Develop actionable plans that strengthen customer partnerships and increase corporate position within strategic accounts.

  • Leverage customer insights, market intelligence, industry trends, and competitive information to shape growth strategies.

Industry Leadership and Market Insight

  • Represent organization at industry conferences, trade shows, technical forums, and customer events.

  • Share market intelligence, competitive insights, emerging trends, and customer perspectives.

  • Contribute to strategic planning efforts and business growth initiatives.

Commercial Leadership

  • Maintain accurate sales forecasts, opportunity pipelines, and strategic account plans.

  • Lead complex commercial negotiations, business reviews, and contract discussions.

  • Develop compelling business cases to support investment and resource allocation decisions.

  • Ensure profitable growth while strengthening long-term customer partnerships.

Requirements

  • 10+ years of experience within the Personal Care, Home Care, specialty ingredients, or related industries.

  • Strong understanding of Personal Care market trends, product development processes, ingredient technologies, and commercialization pathways.

  • Demonstrated success managing strategic accounts involving multiple stakeholders, business units, locations, and complex sales cycles.

  • Experience leading consultative, value-based sales processes and complex commercial negotiations.

  • Excellent communication, presentation, relationship-building, and stakeholder management skills.

  • Bachelor's degree in scientific discipline required, advanced degree in a scientific discipline or an MBA preferred.

  • Strong analytical, organizational, and strategic planning capabilities.

  • Self-motivated with the ability to work independently while collaborating effectively across teams.

  • Experience using CRM platforms and account planning tools to manage opportunities, forecasts, and customer activities.

  • Willingness to travel approximately 40% and attend scheduled meetings at U.S. headquarters.

  • Experience selling specialty ingredients, preservatives, functional additives, or technical solutions to Personal Care manufacturers.

  • Experience managing relationships with multinational consumer packaged goods (CPG) organizations.

  • Advanced degree in a scientific discipline or an MBA.

  • Experience coordinating global or multi-regional customer relationships.

  • Proximity to northeast account base (NJ/CT preferred) and major airport

Tell me More