Are you ready to revolutionize tape with us?
At tesa, we're not just colleagues; we're collaborators who thrive on pushing boundaries and challenging the status quo. Our mission is to create sustainable adhesive solutions that improve the work, products, and lives of our customers - we're passionate about making a difference!
We are seeking a Key Account Manager (KAM) that is located near an airport (as frequent travel is required) – who is accountable to the Sales Manager of Industrial Trade for over proportional growth of select MRO by driving profitable sales growth by strategically managing and developing national distributor accounts focused on Maintenance, Repair, and Operations (MRO) such as Fastenal, Vallen, MSC, and Veritiv. This role aligns with tesa’s industrial distribution strategy and emphasizes end-user demand creation, commercial negotiation, and distributor partnership development.
How you'll help the formula:
At tesa, we're not just colleagues; we're collaborators who thrive on pushing boundaries and challenging the status quo. Our mission is to create sustainable adhesive solutions that improve the work, products, and lives of our customers - we're passionate about making a difference!
We are seeking a Key Account Manager (KAM) that is located near an airport (as frequent travel is required) – who is accountable to the Sales Manager of Industrial Trade for over proportional growth of select MRO by driving profitable sales growth by strategically managing and developing national distributor accounts focused on Maintenance, Repair, and Operations (MRO) such as Fastenal, Vallen, MSC, and Veritiv. This role aligns with tesa’s industrial distribution strategy and emphasizes end-user demand creation, commercial negotiation, and distributor partnership development.
How you'll help the formula:
- Account Development & Strategy - lead joint business planning with key MRO accounts to drive mutual growth, identifying opportunities at national and branch levels, and aligning cross-functional resources across marketing, product, and sales teams.
- End-User Engagement - drive pull-through demand by targeting end users and activating MRO salesforces to support spec-in and sell-through, while identifying major end-user opportunities fulfilled through MRO partners.
- Distributor Relationship Management - foster relationships with national account teams, category managers, and executives at MRO integrators. Support distributor sales enablement through onboarding, training, and promotion of tesa’s value. Deliver technical support and drive business development within target markets.
- Commercial Execution - negotiate pricing, programs, and rebates with ITC sales and finance teams. Leverage CRM and reporting tools for accurate forecasting, pipeline management, and sales metrics.
- Training & Enablement - deliver application-based training and product knowledge sessions to distributor sales teams. Conduct regular business reviews and performance scorecards with distributor partners.
- Collaboration & Internal Communication - act as the liaison between MRO accounts and internal teams, coordinating joint marketing and lead generation efforts.
- Collaborate with Business Development Engineers to provide commercial support from ideation to commercialization, including marketing engagement, end-user negotiation, pricing, and selecting appropriate sales channels with the ITC sales team.
- Other related duties as assigned.
Key elements for your role:
- Bachelor’s degree (preferred); relevant industrial sales experience considered. Master’s degree strongly encouraged.
- 5+ years in B2B sales or national account management within the industrial distribution or MRO space.
- Strong understanding of distributor dynamics, sell-through models, and industrial customer needs.
- Experience with pull-through sales tactics, end-user engagement, and category management.
- Ability to manage complex negotiations and create long-term strategic partnerships.
- Strong communication, presentation, and relationship-building skills with the ability to influence across complex organizations.
- Strong skill set in areas of time management, self-organization and project management.
- Must effectively manage own schedule to meet customer needs; available for air/auto travel up to 70%.
- Must have a current, valid driver’s license, passport, and physical ability to drive for lengthy periods
- Able to lift boxes up to 35 lbs.
- Proficient in Microsoft Office (Outlook, Word, Excel, PowerPoint) and CRM/reporting tools.
Posted on: 6/10/2025
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