OES Key Account Manager

About this Position

We are looking for a dynamic and strategic Key Account Manager (KAM) – OES to manage and grow key accounts within a complex, highly competitive environment.

This role requires strong regional coordination, commercial acumen, and stakeholder management, as customers often operate across borders (Mexico–US). The KAM will play a critical role in navigating internal and external challenges, ensuring clear communication, and positioning the company effectively against both external competitors and internal channel overlaps.

What you´ll do

Account Strategy & Business Development

Define and execute account strategies and annual revenue plans for key OES customers.

Translate customer priorities into joint business and innovation roadmaps.

Identify growth opportunities while managing channel complexity and overlap risks.

Drive solution-selling approaches to strengthen differentiation.

Customer Management & Market Understanding

Manage a portfolio of customers including dealers and maquila operations linked to the US market.

Develop deep customer mapping (decision-makers, buying behavior, influence structures).

Build strong relationships with key stakeholders and executives across regions.

Understand customer needs and buying patterns to improve positioning and win rate (“how we are selling”).

Regional Coordination & Communication

Ensure clear, accurate, and timely communication across regional stakeholders (Mexico / US / global teams).

Identify when decisions can be made locally vs. when regional or global alignment is required.

Act as a bridge between local execution and regional/global strategy.

Commercial & Competitive Management

Manage pricing strategies and lead complex negotiations (global/regional/local contracts).

Navigate internal competitive challenges (ACM) where customers can access similar products via multiple distributors.

Ensure compliance with commercial policies while protecting profitability.

Strengthen competitive positioning in a multi-channel environment.

Cross-Functional Collaboration

Work closely with internal teams such as:

Automotive (e.g., AIO / AMC)

Construction (e.g., Caterpillar accounts)

Internal product teams (AME)

Align cross-functional resources to execute account strategies.

Drive strong teamwork and collaboration across functions and geographies.

Execution & Operational Excellence

Manage pipeline, forecasting, and reporting with high accuracy.

Optimize sales processes and improve execution discipline.

Ensure timely follow-up and delivery on commitments.

What makes you a good fit

Experience

Proven experience in Key Account Management or B2B sales in complex environments.

Experience working with regional or cross-border customers (Mexico–US exposure is highly valued).

Strong background in negotiations and managing multi-stakeholder accounts.

Experience in industries such as automotive, construction, or industrial sectors is a plus.

Key Competencies

Commercial & Strategic Skills

Account Strategy & Planning

Business Development

Customer Mapping

Opportunity Management

Core Capabilities

Strong communication in regional/multicultural environments

Ability to manage internal competition and channel conflicts

Stakeholder management across multiple levels and geographies

Complex problem solving & decision making

Influencing without authority

Some perks of joining Henkel

Flexible work scheme with flexible hours, hybrid work model, and work from anywhere policy for up to 30 days per year

Diverse national and international growth opportunities

Global wellbeing standards with health and preventive care programs

Gender-neutral parental leave for a minimum of 8 weeks

Employee Share Plan with voluntary investment and Henkel matching shares

Flexible Benefits

Meal vouchers

Savings fund

Friday early finish

At Henkel, we come from a broad range of backgrounds, perspectives, and life experiences. We believe the uniqueness of all our employees is the power in us. Become part of the team and bring your uniqueness to us! We welcome all applications across different genders, origins, cultures, religions, sexual orientations, disabilities, and generations.