OEM Key Account Manager

Essentra is a leading provider of essential components and solutions. Every day we produce and distribute millions of small but essential products. Our international network extends to 28 countries, with headquarters in the United Kingdom and includes 14 manufacturing facilities, 24 distribution centers and 33 sales & service centers. At the center of everything is our purpose, to responsibly provide the products and services our customers need to succeed.

Put simply, our purpose is why we exist as a company. Many companies claim to be changing the world; we don't. But we do make a powerful difference to our customers. We make it work. Every one of us. Every day.

Key Account Manager (KAM
) is a critical member of our Commercial team of Essentra, owning a portfolio of high-value strategic accounts with a strong mandate to drive new business growth — expanding footprint, uncovering opportunities, and converting relationships into revenue. Acting as trusted advisor and growth architect, the KAM builds account plans that combine retention with proactive pipeline generation, ensuring every account delivers measurable, expanding value.

This is a high-impact role for a commercially driven hunter who thrives on consultative selling, prospecting within accounts, and executive-level deal-making. The ideal candidate pairs strong business acumen with a track record of exceeding growth targets in complex, multi-stakeholder environments.

This position will be based in the Houston area with up to 75% travel. There may be a need to occasionally work from our Houston office for team meetings or training.

Key Accountabilities:

Develop, own, and continuously update accounts, including stakeholder maps, growth and new-business roadmaps, risk registers, and executive relationship plans

Analyze each account's business objectives and translate them into measurable account strategies with 12-month growth targets, including specific new-revenue and pipeline targets

Lead internal account planning sessions — aligning Sales, Product Management, Marketing, Customer Service, and Support around account-specific priorities and identified growth opportunities

Relationship Management & Executive Engagement

Own end-to-end relationship management across all levels of the customer organization — from daily users to C-suite executives, ensuring our solutions remain aligned with the customer's evolving strategic priorities

Apply structured stakeholder mapping (using an Influence/Relationship matrix) to identify decision-makers, champions, influencers, and blockers within each account

Revenue Growth & Expansion

Drive revenue growth against plan across the managed portfolio through disciplined account management and proactive expansion

Identify and qualify upsell and cross-sell opportunities via untapped opportunity analysis, product adoption reviews, and stakeholder conversations

Execute "land and expand" plays — anchor with proven use cases, demonstrate ROI, and expand across business units, geographies, or product lines

Maintain an expansion pipeline at 5x individual quota, building joint business cases for opportunities above defined thresholds

Renewal Management

Own the full renewal cycle for all assigned accounts, following a structured timeline — from early health reviews and discovery through proposal, negotiation, and signature — to secure renewals well ahead of contract end dates

Forecast renewal revenue with accuracy, maintain up-to-date renewal stages in CRM, and promptly el…?

Monitor account health indicators — including product adoption, engagement, support volume, NPS, and commercial signals — on a weekly basis to proactively identify early warning signals such as declining usage, unresponsive stakeholders, unresolved…