Senior Account Manager ITC

We’re looking for a highly motivated Senior Account Manager to join our European sales organization in Poland, supporting customers across the industrial value chain.

This role offers the opportunity to take ownership of a key regional portfolio, drive sustainable sales growth, and build lasting customer partnerships. You’ll work in a dynamic, international environment, collaborating with cross-functional teams while having the autonomy to shape commercial success in your segment.

If this is something you’re passionate about, we’d love to hear from you.

Responsibilities – activities

Manage and Develop Existing Customers:

• Drive profitable sales growth and secure customer loyalty by aligning with strategic business objectives.
• Build and strengthen long-term relationships with high-value A and B customers.
• Continuously review and manage pricing to ensure alignment with tesa targets; proactively identify opportunities and risks and communicate them to Sales Management.
• Ensure a high level of customer experience with tesa services by effectively implementing all operational activities based on the existing tesa value proposition.
• Maintain DSO (Days Sales Outstanding) within defined targets.

Develop New Business:

• Develop new customers and markets by leveraging leads and proactively targeting defined customer groups across all relevant value chains.
• Execute new product and application launches in a timely and effective manner, with responsibility for managing the specification process and listings in assigned market segments.
• Build and maintain a high-quality project pipeline while achieving KPI targets within own area of responsibility, such as pipeline value, won projects and customer visits.
• Identify and qualify new prospects to convert them into opportunities and buying customers.
• Allocate a major portion of time to business development by optimizing personal organization to maximize active selling time.

CRM & Digital Enablement:

• Fully utilize CRM to keep information updated, improve communication and project management with tesa stakeholders, maintain accurate records, strengthen customer relationships, and drive sales targets.
• Ensure company standards for CRM utilization by consistently providing high-quality, complete, and accurate CRM data (such as Contacts, Leads, Opportunities, Prospects, and Accounts) to support the company’s digital processes, development goals, and enable data-driven decision-making.

Customer Engagement & Strategic Execution:

• Nurture strong relationships with influencers and decision-makers within the customer network.
• Conduct regular on-site visits to expedite project closure and strengthen customer connections.
• Ensure customer satisfaction by managing opportunities or claims through effective collaboration with support functions such as Sales Support, Customer Support, Quality, and Business Operations.
• Collaborate with Demand Planning to provide accurate sales forecasts, continuously improving forecast accuracy and product availability for customers.
• Share responsibility for overdue collections by actively supporting Finance and Customer Support in resolving payment issues, particularly in complex or escalated cases.
• Negotiate contracts, pricing, and terms to align with and execute the company’s strategy.
• Develop and execute strategic sales plans for key customers in alignment with marketing and Regional Key Account initiatives.
• Deliver fact-based customer insights to enhance the assortment mix and support product and technology development.
• Work on additional activities as assigned by the manager.

Scope:

• Share of A and B accounts is over 80%
• PNS: from approximately 2.0 mEUR.
• Assigned sales territory, sub-regional responsibility.

Budget responsibility: No

Leadership: No

• Bachelor’s or master’s degree
• More than 5 years of Sales experience in similar positions
• Excellent written and spoken English
• Industry and the market knowledge of the assigned segment
• Experience in the converting industry or a related technical manufacturing environment is considered a strong advantage, as it supports a practical understanding of customer processes, application requirements, and value-chain dynamics
• Strong customer orientation and passion about building long-term partnerships
• Excellent communication skills and talented networker
• Master negotiation competences
• Working autonomously and self-driven, while proactively seeking support when needed
• Easily adapting to change and ambiguity
• Proficient in leveraging digital tools such as Customer Relationship Management (CRM) systems to enhance daily work efficiency
• Effective personal organization and readiness to spend substantial time on business trips