Key Account Manager – Midwest – Thermal Transfer Films
Thermal Transfer Ribbons · Remote, United States
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Reports To |
General Manager – Sales |
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Location |
Remote, United States. Preferred location: Midwest. |
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Travel |
50- 70% throughout North America, with occasional international travel |
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Job Type |
Full time |
The Company
Our client is a global manufacturer of thermal transfer ribbon and foil products. The business serves customers in folding carton, prime label, and related industrial marking markets, with operations in multiple countries.
The Role
The North America Key Account Manager is responsible for driving sales growth and market share expansion for the thermal transfer ribbon business across North America.
The role focuses on developing new business opportunities, managing distributor relationships, growing existing customer accounts, and identifying opportunities to increase market penetration. Working closely with the international management team, the successful candidate will develop and execute territory growth plans aligned to business objectives.
This position requires a highly motivated sales professional with strong business development skills, a proven ability to win new business, and experience building lasting customer and distributor relationships.
Key Responsibilities
Sales Growth and Business Development
1. Achieve annual sales, profitability, and growth targets for the North American thermal transfer ribbon market.
2. Identify, develop, and convert new business opportunities within targeted market segments.
3. Develop territory plans that support sustainable sales growth and market share expansion.
4. Build and maintain a healthy pipeline of qualified opportunities.
5. Conduct customer visits, presentations, and commercial negotiations.
6. Develop account penetration plans to increase spend within existing customers.
7. Actively pursue competitive conversions and share gain opportunities.
Customer Relationship Management
1. Develop strong relationships with key customers and decision makers.
2. Maintain existing business while identifying opportunities for growth.
3. Understand customer needs and recommend value added solutions.
4. Ensure high levels of customer satisfaction and responsiveness.
5. Coordinate internal resources to support customer requirements.
6. Resolve commercial issues in collaboration with internal teams.
7. Coordinate technical and operational support resources to meet customer requirements.
8. Act as the primary commercial contact for customers within the assigned territory.
Distributor Management
1. Develop effective working relationships with distributor partners.
2. Support distributor growth initiatives through training and business development activities.
3. Monitor distributor performance and identify opportunities for improvement.
4. Assist in evaluating market coverage and additional channel opportunities.
5. Work collaboratively with distributors to identify and secure new customer opportunities.
Market and Competitive Analysis
1. Monitor market activity, customer trends, and competitor developments.
2. Identify opportunities for growth by application, market segment, and geography.
3. Provide market feedback and customer insights to management.
4. Support the development of sales forecasts and territory growth plans.
5. Maintain accurate customer and opportunity information within CRM systems.
Qualifications and Experience
Essential
1. Minimum 5 to 7 years of successful B2B sales experience in an industrial or manufacturing environment.
2. Proven track record of delivering sales growth and winning new business.
3. Experience managing customer relationships across a multi state or regional territory.
4. Strong commercial and negotiation skills.
5. Experience working independently in a remote sales environment.
6. Ability to travel extensively throughout North America.
Preferred
1. Experience within thermal transfer ribbon, labels, packaging, printing, converting, coding and marking, or related industrial markets.
2. Experience managing distributor and channel partner networks.
3. Experience working within a global organization and across international teams.
4. Familiarity with CRM systems and sales pipeline management.
5. Experience selling value added solutions rather than commodity products.
Key Competencies
Hunter Mentality
1. Demonstrates drive and persistence in identifying and winning new business opportunities.
2. Comfortable approaching new prospects and building relationships from initial contact through to close.
3. Consistently seeks growth opportunities rather than relying solely on existing business.
Strategic Selling
1. Ability to identify opportunities, build pipelines, and execute plans that drive profitable growth.
Commercial Acumen
1. Understands profitability, pricing strategies, and commercial risk.
2. Makes decisions that balance revenue growth and margin performance.
3. Demonstrates strong business judgment.
Relationship Building
1. Establishes credibility quickly with customers, distributors, and internal stakeholders.
2. Builds long term relationships that generate sustainable business growth.
3. Effectively manages relationships across different cultures and geographies.
Communication and Influencing
1. Strong verbal and written communication skills.
2. Confident presenter to customers, distributors, and senior management.
3. Able to influence decisions without direct authority.
Self Management
1. Highly organized and self motivated.
2. Effective at managing priorities in a remote working environment.
3. Demonstrates resilience when facing challenges and setbacks.
First 12 Month Expectations
Within the first year, the successful candidate will:
1. Successfully transition ownership of the North American thermal transfer ribbon sales activity.
2. Complete market mapping and target account identification.
3. Develop a robust pipeline of qualified opportunities.
4. Strengthen distributor engagement and effectiveness.
5. Secure new customer wins and competitive conversions.
6. Maintain existing revenue streams while delivering profitable growth.
7. Establish a territory growth plan aligned with company objectives.
Prepared by Central Executive Search. Confidential. Company name and identifying details are withheld.