Sr Account Manager - Industrial Solutions

Sr Account Manager - Industrial Solutions Our story goes back more than 150 years, to the chilly southern coast of Scandinavia. From our early success in Sweden and Denmark, we’ve grown into the world’s leading specialist producer of plant-based oils, employing more than 4,000 people all across the globe. We work with our customers to make the products you love even better. The oils we produce go into making your chocolate extra-creamy or putting the crunch into your croissant. And it’s not just food — we work across industries to make products that are higher quality, healthier and better for the planet. Everything we do is about Making Better Happen™. AAK Edison This position is remote with a home office located in Edison, NJ. About the role This position is to drive new customer acquisition and profitable growth within AAK USA’s Industrial Solutions (non-food) fats and oils portfolio. The focus is on building sustainable volume and margin while expanding into priority non-food applications, 50% food and 50% industrial. This is a primarily hunter-focused role, responsible for identifying, qualifying, and converting new opportunities through value-based selling, while selectively developing strategically important existing accounts and building a strong, forward-looking pipeline. Responsibilities Industrial Segment – Specific Responsibilities: Develop and maintain a strong working knowledge of the industrial oils and fats market, including competitive offerings, substitute technologies, and key application requirements across cleaning, detergents, and adhesives/coatings. Actively prospect within targeted non‑food industrial sub‑segments to identify and qualify new customer opportunities, applications, and growth vectors. Maintain consistent market visibility through industry events, trade shows, associations, and targeted customer visits to strengthen AAK’s market presence and uncover new business opportunities. Develop multi‑year volume, margin, and portfolio mix plans for targeted industrial and must‑win accounts. Translate market and customer insights into actionable growth strategies and opportunity pipelines. New Business Development & Pipeline Management: Build, manage, and execute a disciplined growth pipeline with defined stage gates, probabilities, and conversion timelines. Lead early‑stage opportunity development, including customer discovery, qualification, trials, and commercial alignment, through conversion to repeat business. Prepare value‑based proposals that align technical performance, supply reliability, sustainability attributes, and total cost‑in‑use. Other Account Management Responsibilities Establish, maintain, and grow value-based customer relationships positioning AAK as a trusted, long-term partner capable of meeting or exceeding annual revenue and margin targets. Formulate pricing, negotiate contracts, and supply agreements in partnership with Pricing and Sourcing & Trading. Working closely with customers to develop solutions for formulation challenges with an understanding of multiple customer functional areas, inclusive of Product Development/R&D and Procurement Prepare annual territory strategic plans to execute upon goals. Prepare & maintain Account Plans for all accounts. Provide technical and commercial feedback to customers as needed. Align AAK US or global technical resources with our customers’ technical groups on a select basis. Build and maintain a disciplined pipeline with defined stage gates, probabilities, and conversion timelines. Engage with Customer Innovation/Technical, Customer Service, and Operations to ensure successful onboarding of new customers and handle the administrative work associated with onboarding customers (credit applications for example). Work with customer service and A/R on collections when needed and other tasks associated with account management. About you BA/BS degree, preferably in a Scientific field/MBA 5–10 years of experience in industrial/non-food ingredients industry, including exposure to sales, technical service, or commercial roles in personal care, biofuels, adhesives, lubricants, etc. Exceptional “hunting” skills to uncover new business opportunities with a sense of urgency; strong business acumen. Demonstrate strong customer relations skills with excellent presentation and communication skills. Exceptional problem solving and relationship building skills (internal and external) Highly organized with structured pipeline discipline Entrepreneurial thinker and self-starter SalesForce MicroSoft Office tools In return AAK offer Your rewarding career and benefits include: Career paths, training and development, and tuition reimbursement programs offer potential for you to progress your future career Comprehensive health insurance (medical, dental and vision) starting date of hire Health Savings Account with AAK annual contribution of $1,000-$1,500 We match 100% of the first 3% you contribute to your 401(k), and 50% of the next 3% Free Life and Disability insurance Employee Assistance Program Supplemental Pet Insurance, Identity Theft Protection and Legal Insurance Plans Discounts on travel, amusement parks, concerts, movies, and more Celebrations, events, and activities on site and supporting our communities Recognition incentives for service and peer to peer recognition At AAK we strive to maintain a workplace that values diversity and inclusivity, to create an environment where our employees can unleash their true potential. We believe that a diverse team brings new perspectives and ideas to the table and motivates us to Make Better Happen in all our endeavors. Our leadership team, as well as everyone at AAK, prioritizes the health and safety of all who join our mission. We prohibit discrimination of any kind and foster a work environment that’s welcoming and accepting so that anyone who applies or joins AAK has equal access to opportunity. About AAK Everything AAK does is about Making Better Happen™. We specialize in plant-based oils that are the value-adding ingredients in many of the products people love to consume. We make these products better tasting, healthier, and more sustainable. At the heart of AAK’s offer is Customer Co-Development, combining our desire to understand what better means for each customer, with the unique flexibility of our production assets, and a deep knowledge of many products and industries, including Chocolate & Confectionery, Bakery, Dairy, Plant-based Foods, Special Nutrition, Foodservice and Personal Care. Our 4,000 employees support our close collaboration with customers through 25 regional sales offices, 15 dedicated Customer Innovation Centers, and with the support of more than 20 production facilities. Listed on Nasdaq Stockholm and with our headquarters in Malmö, Sweden, AAK has been Making Better Happen™ for more than 150 years. AAK prohibits discrimination on the basis of race, color, sex, sexual orientation, age, national origin, physical or mental disability, religion, veteran status, and any other class of individuals protected from discrimination under state or federal law in any aspect of the access to, admission, or treatment of students in its programs and activities, or in employment and application for employment.