DIRECTOR, KEY ACCOUNTS

Vybond is a global market leader in pressure-sensitive adhesive tapes, delivering innovative solutions to a variety of industrial and specialty markets. Headquartered in Franklin, Kentucky, with an additional facility in Bristol, Rhode Island. Vybond Group, Inc. manufactures specialty foil, film, and duct tapes and adhesives. With over 1,500 specialty SKUs spanning 500+ product families, Vybond serves more than 1,500 customers across the HVAC, building and construction, industrial, retail, medical, aerospace, automotive, and other specialty industries. Through a commitment to innovation, quality, and customer partnership, Vybond provides high-performance solutions that help customers solve complex application challenges around the world.

Job Summary:

We are seeking an experienced Director of Key Accounts to lead the strategy, growth, and development of some of our most important customer relationships. This role will have responsibility for building and executing long-term account strategies that drive profitable organic growth, increase customer penetration, strengthen strategic partnerships, and expand opportunities across existing and new applications.

This highly visible commercial leadership role will act as the business owner and senior commercial leader for assigned strategic accounts, coordinating company resources across Product Management, R&D, Operations, Supply Chain, Finance, Quality, and other commercial team members to deliver customer and business objectives.

Key Responsibilities:

• Lead and grow a portfolio of strategic and key accounts, with accountability for revenue growth, profitability, customer retention, and long-term value creation.
• Develop and execute comprehensive strategic account plans identifying customer priorities, growth opportunities, competitive threats, key decision makers, and short- and long-term commercial objectives.
• Build strong, multi-level relationships across customer organizations, including senior and executive leadership, procurement, technical, operations, quality, and key stakeholders.
• Identify and execute opportunities to increase share of wallet and expand business across new applications, customers locations, business unites, products, specifications, and technologies.
• Develop a deep understanding of customers' businesses, strategies, markets, applications, and unmet needs to identify opportunities where the company can create differentiated value.
• Identify and pursue competitive conversion opportunities and proactively develop strategies to protect existing business from competitive threats or customer-driven changes.
• Lead strategic commercial discussions and negotiations involving pricing, contracts, supply agreements, rebates, and other commercial terms, while protecting profitability and strengthening long-term customer relationships.
• Build and maintain a robust pipeline of growth opportunities within key accounts, including new applications, new product development, cross-selling, and market expansion.
• Establish alignment across Sales, Product Management, R&D, Operations, Supply Chain, Quality, and Finance around customer commitments, opportunities, and priorities.
• Develop and manage annual revenue, profitability, and growth plans for assigned strategic accounts, including accurate forecasting and pipeline management.
• Monitor account performance, competitive activity, pricing trends, customer behavior, and potential business erosion, developing proactive strategies to protect and grow the business.
• Serve as the voice of the customer internally, providing insight into customer strategies, market trends, competitive activity, unmet needs, and emerging opportunities.
• Partner with Product Management and R&D to identify and prioritize innovation and new product development opportunities with strategic customers.
• Conduct regular strategic business reviews with customers and internal leadership to evaluate performance, growth initiatives, innovation opportunities, and future priorities.
• Maintain accurate and timely customer, opportunity, pipeline, and forecast information using CRM and other company-provided tools.
• Represent the company at customer meetings, industry events, trade shows, and other strategic forums as appropriate.
• Stay current on market dynamics, competitors, technologies, applications, and regulatory developments impacting the industrial tape and adhesive markets.

Other Responsibilities:

• Perform additional responsibilities as needed.

Qualifications

• Bachelor’s degree in business, Engineering, Marketing, or a related field.
• 8-10 years of progressive B2B sales, business development, or strategic account management experience, preferably within industrial tapes, pressure-sensitive adhesives, specialty materials, chemicals, or another technical manufacturing environment.
• Demonstrated success managing and growing large, complex strategic or national accounts while achieving revenue, profitability, and EBITDA objectives.
• Proven experience developing and executing strategic account plans that deliver sustainable organic growth.
• Strong understanding of commercial strategy, pricing, profitability, contract negotiations, forecasting, and pipeline management.
• Experience successfully developing relationships across multiple levels of large customer organizations, including senior and executive-level decision makers.
• Strong understanding of general industrial markets with technical knowledge of pressure-sensitive adhesives, industrial tapes, or specialty materials preferred.
• Proven ability to lead and influence cross-functional teams without direct authority and drive alignment toward common customer and business objectives.
• Strong financial and business acumen, including the ability to understand customer economics, margins, pricing, profitability, and return on commercial investments.
• Excellent negotiation, presentation, communication, analytical, organizational, and interpersonal skills.
• Strong proficiency with CRM, forecasting, analytics, and other data-driven commercial tools.

What Success Looks Like

 Success in this role will be demonstrated through:

• Profitable organic growth within strategic accounts
• Increased share of wallet and penetration across customer locations, applications, and business units
• Development and conversion of a healthy pipeline of new business opportunities
• Successful competitive conversions and specification wins
• Strong customer retention and protection of existing business
• Effective pricing and commercial-term management
• Strong executive-level customer relationships
• Accurate forecasting and disciplined account planning
• Effective cross-functional leadership that accelerates customer opportunities