KAM France

Our client is a leading French industrial group specialising in the manufacture and distribution of plastic products. With revenues exceeding €300 million, 35% of which are generated through exports (primarily across Europe), the group operates across three core markets: Industry, Agriculture, and Packaging.

Grounded in a strong culture of innovation and with deep roots in the Haute-Loire region (43), our client relies on dedicated teams to support the growth of its strategic markets.

The identity of our client is kept confidential at this stage of the recruitment process.

Role Overview

As part of the strengthening of its commercial organisation within the Industry division, our client is creating a Key Account Manager position dedicated to strategic accounts. Reporting to the Industry Sales Manager, you will take ownership of a portfolio of high-stakes key accounts, both in France and internationally.

As the key accounts reference point, you will work in close collaboration with the sales and technical teams to execute the group's growth strategy, acting as a direct complement to the Sales Manager who focuses on team management.

Key Responsibilities

Strategic Account Management

• Deploy the key account strategy defined with the commercial leadership team.
• Build and manage structured account plans (objectives, growth levers, innovation roadmap).
• Drive revenue and margin growth across the assigned portfolio.
• Identify new business opportunities and secure existing strategic positions.

Business Development & Negotiation

• Lead contract negotiations with senior-level stakeholders (Procurement Directors, General Management).
• Develop tailored commercial proposals aligned with the specific challenges of each account.
• Drive market share, volume, and margin growth within the Industry segment.
• Prospect and qualify new high-potential key accounts in France and export markets.

Internal Coordination & Cross-functional Collaboration

• Work closely with field sales, marketing, and technical teams to deliver on account objectives.
• Coordinate client projects in a project management capacity, liaising with all support functions.
• Represent the company at trade shows, client events, and strategic meetings.

Client Retention & Relationship Management

• Build and maintain long‑term relationships with key decision‑makers within strategic accounts.
• Ensure a high level of client satisfaction and service quality throughout the sales cycle.
• Anticipate evolving client needs and proactively propose adapted solutions.

Candidate Profile

Education & Experience

• Master’s degree (Bac+5) from a business school, engineering school, or university, with a specialism in commerce, management, or industrial engineering.
• Minimum 5 years’ experience in a Key Account Manager, Senior Sales Engineer, or Strategic Account role, ideally within the industrial or plastic packaging sector.
• Proven expertise in key account sales techniques and complex negotiation.
• Track record of managing multi‑stakeholder client projects.

Technical Skills

• Strong command of key account development mechanisms (account planning, tenders, framework agreements).
• Proficiency in CRM tools and commercial reporting.
• Good understanding of the industrial, technical, and economic dynamics of the sector.
• Professional‑level English required; a second European language is an asset.

Personal Attributes

• Results‑oriented mindset with a genuine drive for business development.
• Strong negotiation skills and confidence engaging at a senior level.
• Ability to adapt communication style to diverse commercial contexts.
• Autonomous, rigorous, and capable of managing multiple strategic accounts simultaneously.
• Team player with a collaborative and cross‑functional working style.
• Willingness to travel regularly across France and internationally.