Note: The job is a remote job and is open to candidates in USA. Stepan Company is a major manufacturer of basic and intermediate chemicals including surfactants and specialty ingredients. They are seeking a Sr. Key Account Manager to lead the strategy and performance of key accounts within the Agricultural end-market, focusing on account strategy, sales volume, and gross margin objectives.
Responsibilities
- Own and lead strategic relationships with assigned key agricultural accounts, serving as the primary commercial contact
- Develop and execute multi-year account strategies aligned with customer goals and company growth objectives
- Apply structured problem solving to address customer challenges, performance gaps, and competitive threats
- Navigate complex customer organizations, engaging procurement, technical, R&D, regulatory, and commercial stakeholders
- Develop and implement strategies to improve service quality, productivity, and profitability for both the customer and the business
- Build trusted partnerships that elevate the company from supplier to strategic solutions provider
- Coordinate account strategies and execution for key accounts globally
- Align global and regional teams to a common customer plan, priorities, and messaging
- Lead commercial negotiations including pricing, contracts, supply agreement
- Identify, prioritize, and convert growth opportunities across existing products, new applications, and innovation-led solutions
- Build and manage a robust pipeline and provide accurate forecasting
- Adjust strategies proactively to ensure delivery of results
- Drive and advance technical engagement with customer formulation teams
- Collaborate cross-functionally with R&D, marketing, and business development to delivery differentiated solutions
- Identify unmet customer needs and translate them into technical opportunities, trials, and development projects
- Champion innovation adoption and new product introductions within key accounts
- Own a defined sales territory with full accountability for volume, revenue, and profit targets
- Build and manage a robust opportunity pipeline, including new products and adjacent market opportunities
- Forecast accurately and manage performance against budget
- Monitor market trends, competitive activity, and customer dynamics to inform account and territory strategy
- Lead and coordinate internal cross‑functional teams (technical, R&D, supply, marketing, finance) to deliver integrated customer solutions
- Ensure timely execution of trials, launches, and initiatives that drive customer value and business growth
- Facilitate resolution of supply, delivery, or operational challenges that impact customers
Skills
- 8–10+ years of experience in sales; 6+ in key account management or strategic commercial roles
- Demonstrated experience negotiating contracts, pricing agreements, and long-term commercial partnerships
- Proven success managing complex, multinational accounts and delivering sustained growth
- Strong strategic thinking, problem‑solving, and negotiation skills
- Experience coordinating global and cross‑functional teams
- Willingness to travel 40–50%
- Bachelor's degree in a scientific discipline preferred
- Masters preferred
- Experience in Agricultural co-formulant sales a plus
Benefits
- Discretionary Bonus
- Medical, Dental, and Vision Insurance
- 401K with Match
- Profit Sharing
- Paid Time Off (PTO)
- Short-Term and Long-Term Disability (STD / LTD)
- Dependent Care Flexible Spending Account (FSA)
- Health Savings Account (HSA)
- Paid Parental Leave
- Adoption Assistance
- Reactions – Recognition Program
- Employee Assistance Program (EAP)
Company Overview