Key Account Manager (Pulp & Paper)

A leading global industrial solutions provider is seeking a Key Account Manager – Pulp & Paper to protect and grow its established customer base in Indonesia. This role is focused on developing strategic accounts, increasing share of wallet, securing long-term contracts and identifying selected opportunities to win business from competitors.

What you'll do:

As Key Account Manager – Pulp & Paper, you will take ownership of strategic customer accounts and be responsible for turning established relationships into measurable commercial growth. You will understand each customer's organisation, installed base, contracts and operational priorities to identify white-space opportunities.

• Develop and execute strategic account plans covering customer structure, installed base, stakeholders, contracts, opportunities and growth priorities.

• Protect existing business by maintaining strong customer relationships and ensuring continuity of key accounts.

• Identify new opportunities, cross-selling opportunities and share-of-wallet growth within established customers.

• Develop relationships across multiple levels of customer organisations, from operational teams and engineers to procurement and senior management.

• Understand customer buying centres, decision-making processes and business priorities across different mills or sites.

• Identify opportunities to expand existing applications and introduce additional solutions that address customer needs.

• Lead selected competitor-conversion opportunities and develop value propositions that demonstrate clear customer benefits.

• Translate reliability, maintenance and application challenges into commercially compelling solutions in collaboration with technical teams.

• Support reliability programmes, trials and application improvements that can generate measurable customer value and strengthen long-term relationships.

• Manage contracts, renewals, volume commitments, forecasts, stock requirements, price realisation and order follow-up with strong commercial discipline.

• Maintain accurate and realistic forecasts by understanding customer commitments, project timing and purchasing requirements.

• Coordinate closely with distributors while maintaining clear ownership of the customer relationship, account strategy and value proposition.

• Work cross-functionally with Application Engineering, Customer Service, Service, Operations and regional/global experts to deliver customer solutions.

• Maintain a structured rhythm of account reviews, opportunity tracking and follow-up to ensure commitments are consistently executed.

• Challenge customers, distributors and internal stakeholders constructively when doing so creates greater long-term value.

• Spend significant time with customers and sites to understand operational challenges, strengthen relationships and identify new commercial opportunities.

What you bring:

The ideal candidate will have a strong track record of retaining established business while simultaneously growing mature accounts through structured account planning, share-of-wallet expansion and commercial opportunity development.

You should be comfortable engaging stakeholders across complex organisations and translating technical or operational issues into commercial value. Strong forecasting, contract management and execution discipline will be important, particularly when managing established accounts with multiple sites, buying centres and stakeholders.

• Proven experience in Pulp & Paper or a closely related industrial B2B environment, with strong exposure to strategic/key account management.

• Demonstrated ability to retain and grow established accounts, rather than simply maintain customer relationships.

• Proven track record of increasing share of wallet, cross-selling products/solutions or expanding business within mature accounts.

• Strong understanding of complex customer organisations, including multiple mills, sites, buying centres, influencers and decision-makers.

• Experience developing and executing structured strategic account plans.

• Strong customer network and ability to build relationships from operational/site level through to senior management.

• Technical-commercial credibility and the ability to discuss reliability, maintenance, applications, equipment performance and total-cost value with customers.

• Experience converting technical or application improvements into measurable commercial outcomes.

• Strong contract, renewal and commercial execution discipline, including volume commitments, pricing, stock and order follow-up.

• Demonstrated forecasting capability with a clear understanding of opportunity timing and customer purchasing behaviour.

• Experience working with distributors while retaining ownership of the account strategy and customer interface.

• Ability to identify and pursue selected competitor-conversion opportunities.

• Strong negotiation and stakeholder-management skills, with the confidence to challenge customers or partners constructively when required.

• Resilient and persistent approach to developing long-term strategic accounts.

• Strong collaboration skills across technical, service, operations, customer service and regional/global teams.

• Data-driven and commercially disciplined approach to pipeline and account management.

• Willingness to spend significant time visiting customers and industrial sites as required.

What sets this company apart:

This opportunity sits within a global industrial organisation with established technology, technical expertise and a broad international network. The Pulp & Paper segment is an important core/organic growth business, giving the successful candidate the opportunity to protect an established customer base while systematically increasing its commercial value.

What's next:

If you are a strategic Key Account Manager who knows how to protect existing business, grow share of wallet and turn strong customer relationships into measurable commercial results, this opportunity offers the chance to play a key role in growing an established Pulp & Paper business.

Apply today by clicking on the link provided.

Due to the high volume of applications we are experiencing, our team will only be in touch with you if your application is shortlisted.