Key Account Manager; OEM

Job Description

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.

Summary:

Essentra is seeking a full-time Key Account Manager (KAM) responsible for driving sales growth among large, strategic customers across multiple geographic locations. This role requires strong technical sales expertise, the ability to manage complex design-to-production cycles, and a deep understanding of customer applications and processes. The KAM will serve as the primary liaison for both internal and external stakeholders, ensuring alignment, customer satisfaction, and sustainable long-term growth.

This Key Account Manager will primarily cover our automotive customer accounts and must have experience selling to OEMs.

This is a remote position based in the Detroit, MI area with up to 75% travel
, including overnights, required to support customer engagements and internal collaboration.

Typical Accountabilities:

• Develop and execute comprehensive key account plans aligned with strategic and category objectives.
• Identify key drivers of customer value and translate them into growth opportunities for Essentra.
• Understand customer sourcing channels (direct, distribution, outsourced) and create strategies for expansion across each.
• Negotiate overall pricing and price increases.
• Cross-sell and upsell with existing customers.
• Meet with customers in person to discuss Essentra's project, new projects and sales opportunities, and ensure customers are satisfied with our products.
• Meet or exceed quarterly and annual revenue targets.
• Engage with key account stakeholders at all relevant organizational levels (meet with purchasing, engineering, and other decision makers).
• Build long-term, value-driven relationships with large, multi-site multinational accounts.
• Provide exceptional, “Hassle-Free Customer Service” to both internal and external customers.
• Serve as the central point of contact for all cross-functional communication related to assigned accounts.
• Provide actionable Voice of the Customer (VOC) insights to Innovation, Product, and Marketing teams.
• Communicate account progress, wins, risks, and strategies transparently and concisely.
• Deliver monthly activity reports, KPI updates, and relevant application detail to internal departments.
• Monitor business metrics and support continuous improvement initiatives at the site level.
• Maintain comprehensive knowledge of Essentra’s product portfolio and proactively identify cross-selling opportunities.
• Perform related job duties as needed.

Qualifications:

• Bachelor’s degree in Engineering, Business, or related field. Will consider extensive industrial sales experience in lieu of degree.
• 5+ years of key account management and technical/industrial sales experience, selling to OEMs.
• Strongly prefer candidates who have sold to OEMs in the automotive industry.
• Proven success managing large, multi-national or multi-site accounts.
• Strong communication, presentation, negotiation, and relationship-building skills.
• Analytical, detail-oriented, and able to synthesize complex information.
• Minimum 2 years of CRM system experience.
• Willingness and ability to travel 50-75% (including overnights).
• Strategic thinker with strong business acumen.
• Self-starter who can develop and implement growth strategies.
• Effective at prioritizing and managing multiple demands.
• Skilled at problem-solving and resolving challenges diplomatically.
• Collaborative team player who aligns well with Essentra’s culture and values.

What We Offer:

This position offers a competitive base salary, quarterly bonus target, full benefits package, and generous paid time off.