POSITION TITLE  

Key Account Manager – Coating Additives  

POSITION OVERVIEW  

The primary responsibility of the Key Account Manager is to focus on developing, extending, and maintaining the business of Milliken Coating Additives, existing key customers, which are global paint & coating companies. The ideal candidate has a passion to develop our coating additives platform at key accounts through value-add technical selling skills, developing account goals, plans and strategies in line with the overall business platform strategy. This position reports to the American Sales Manager.  

This position is remote, and the ideal candidate will be in the Midwest.  

JOB RESPONSIBILITIES  

• Develop and execute key account plans to drive profitable, sustainable growth at strategic global accounts. 

• Identify, evaluate, and develop new business opportunities. 

• Communicate with global account team to leverage intra-key account knowledge. 

• Partner with Technical Service to conduct key account training seminars on Borchers coating additives and assist customers in solving technical problems. 

• Collaborate with R&D and Marketing on product launch plans at key accounts to introduce and educate customers on Borchers coating additives technology. 

• Deep knowledge and skill in overall sales process, preparing for customer calls, anticipating customer needs, and working through customer issues. 

• Cooperate internally and externally with Marketing, Technical, Purchasing, Sourcing and Logistics to succeed in meeting customer needs.  

QUALIFICATIONS - REQUIRED  

• Bachelor’s degree in a relevant discipline. 

• 5+ years of technical sales experience with a demonstrated record of consistent sales growth and account success. 

• Proven ability to develop, execute, and grow specialty product lines through value‑add, consultative selling. 

• Strong initiative‑driven, results‑oriented approach to business, with the ability to independently identify and develop new growth opportunities. 

• Experience engaging with technical and commercial stakeholders, including R&D, formulation, and procurement, to solve customer challenges and advance opportunities. 

• Proficiency with CRM and data tools, including Salesforce and Excel, to manage accounts, forecast opportunities, and track performance. 

• Willingness and ability to travel (50%+ domestic travel; international travel 2–4 times per year). 

QUALIFICATIONS – PREFERRED  

• Bachelor’s degree in Chemistry or another technical discipline, supporting credibility in technical selling and customer problem solving. 

• Paint and coatings technical sales experience, particularly in roles supporting formulators or application development. 

• Hands‑on laboratory experience formulating or working with coating systems (e.g., additives, pigments, resins). 

• Experience selling coating additives, pigments, specialty resins, or related performance materials into regional or global accounts. 

• Familiarity with Miller Heiman Strategic Selling or comparable structured sales methodologies. 

The successful candidate will have strengths in the following:  

• Excellent written, verbal, and interpersonal skills  

• Ability and success in working within a team  

• Strong presentation skills  

• Entrepreneurial spirited