• Key Account Manager (Distribution)

    Job ID
    Full-Time Regular
    Functional Group
    Business Segment
  • Overview

    About Axalta

    Axalta is a leading global company focused solely on coatings and providing customers with innovative, colorful, beautiful and sustainable solutions.  From light OEM vehicles, commercial vehicles and refinish applications to electric motors, buildings and pipelines, our coatings are designed to prevent corrosion, increase productivity and enable the materials we coat to last longer.  With more than 150 years of experience in the coatings industry, the approximately 14,000 people of Axalta continue to find ways to serve our more than 100,000 customers in 130 countries better every day with the finest coatings, application systems and technology. For more information visit axalta.com and follow us @Axalta on Twitter and on LinkedIn


    See link:  http://www.axaltacs.com/content/dam/Corporate/Documents/About%20Axalta/Axalta%20Brochure%202018.pdf


    Job Description


    The KAM (Key Account Manager) is an essential leadership role connecting regional and / or national distributors and Axalta Coating Systems throughout North America.  Fundamental to this role are anticipating and understanding the customer needs, liaising and advocating to manage and satisfy those needs, at reasonable economic cost to Axalta.  The KAM is responsible for revenue growth, strategic business plans, demand planning, adherence to policy standards and profitability all while working with a high sense of urgency. The KAM reports to the NA Distribution Director.


    Key Areas of Responsibility – Overview


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


    1. Relationship Management – Develop and build relationships amongst the distributor’s leadership team, including the CEO, Regional VP’s, Regional managers and District Managers.  Develop 3 X 3 relationship management plan involving key team members at Axalta to secure solid long term connections with the distributor.

    2. Strategic Growth Plan – Development of a business plan through processes which enables the growth objectives of both the distributor and Axalta.  This plan should include:

      • Annual growth projections
      • Regional business plans
      • Organizational development objectives
      • Training and learning objectives
      • Pipeline planning and development
      • Team alignment
      • Market prioritization
      • New markets

    3. Strategic Sales Integration – Integrate activities of Axalta’s Strategic Sales team into a working sales process with the distributor.  Ideally, this includes support and development of the distributor’s sales organization.

    4. Markets - Work with Axalta’s Distribution Director to identify and launch new market opportunities which include all trade and commercial brands.

    5. Communication - Coordinate and facilitate quarterly strategic review meetings between the customer and Axalta’s sales management team.



    Key Skills and Capability Requirements



    • Bachelor's Degree and or 5 + years industry experience required with a track record of achieving sales goals
    • 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


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


    • Leader
    • Customer value oriented
    • Effective communication with wide and diverse audiences
    • Results oriented
    • Professional demeanour
    • 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


    Considerable travel required, and the individual is expected to be flexible regarding national travel.




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