OEM Key Account Manager

The 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.

• 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.

• 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.

• 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.

• 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 escalated at‑risk renewals to leadership with a clear recovery plan and owner accountability.
• 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 escalations, or competitive threats.
• Escalate critical churn risks within 24 hours of identification and schedule intervention calls within 48 hours, initiating recovery actions promptly.

• Log all customer interactions in CRM within 24 hours, including meeting summaries, action items, and next steps.
• Maintain accurate account records - including health scores, stakeholder data, renewal dates and opportunity stages - and contribute account-level insights to weekly pipeline and risk reviews.

• Identify and…