WE Soda
Key Account Manager
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WE Soda
WE Soda is one of the world's leading producers of natural soda ash and sodium bicarbonate, with low-carbon production operations in Türkiye and the United States and a supply network serving customers across Europe, the Americas, the Middle East, Africa and Asia.
Role Overview
Your role is to own and grow WE Soda's most strategic customer relationships, leading the company’s global glass key account portfolio as the single point of accountability for multinational container, flat and specialty glass producers, while also managing WE Soda's European key glass accounts.
Key Responsibilities
Strategic Account Ownership
- Serve as the single point of contact and relationship owner for WE Soda's global glass key accounts, managing the relationship across all customer sites and regions.
- Manage and grow the European key account portfolio, ensuring strong relationships, supply security and profitable growth.
- Develop and execute multi-year account plans for each key account, covering volume, pricing, share of wallet, supply footprint, risks and growth opportunities.
Executive Engagement & Team Contribution
- Build and maintain relationships with senior procurement, operations, technical and executive stakeholders; lead quarterly and annual business reviews.
- Foster a culture of sharing best practice and mentor account managers across the European and global sales teams.
Commercial Negotiation & Growth
- Lead annual and multi-year supply agreement negotiations, tenders and RFPs, including delivered-price build-ups, pricing and indexation mechanisms (energy, freight, currency), volume commitments and commercial terms.
- Identify and secure growth within existing accounts (new plants, capacity expansions, share gains) and win new glass customers in Europe and globally.
- Ensure all activity complies with WE Soda's pricing governance, credit policies and competition and antitrust law.
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Market Insight & Operational Delivery
- Monitor the global glass market, customer decarbonisation initiatives (e.g. cullet use and furnace electrification), competitor activity and cost drivers; translating insights into account strategy and pricing recommendations.
- Work closely with regional sales teams, supply chain, logistics, customer service, technical service and finance to ensure reliable supply, accurate forecasting and seamless order-to-cash execution.
- Maintain accurate volume, price and margin forecasts; keep CRM and pipeline data current and contribute to S&OP and budget processes.
Key Qualifications & Experience
- Extensive experience in B2B sales and key account management experience in industrial chemicals, industrial minerals or bulk raw materials.
- Direct experience managing glass industry customers (container, flat or specialty glass) is strongly preferred.
- Proven track record managing multinational accounts across multiple regions and negotiating high-value, multi-year supply contracts.
- Strong commercial and financial acumen, including price build-ups, margin management, cost pass-through and indexation mechanisms.
- Working knowledge of international bulk logistics, Incoterms and supply chain planning.
- Bachelor's degree in Business, Chemistry, Engineering or a related field; MBA or postgraduate qualification an advantage.
- Fluent English; one or more additional European languages (e.g. German, French, Spanish, Italian) highly desirable.
- Proficiency with CRM systems (e.g. Salesforce)
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Preferred Attributes
- Strategic thinker who can balance long-term account development with short-term commercial targets.
- Confident, credible negotiator comfortable engaging at C-suite and senior procurement level.
- Strong relationship builder with a genuine customer-first mindset.
- Collaborative team player able to influence and align colleagues across regions and functions without direct authority.
- Entrepreneurial and resilient; comfortable helping build processes in a growing commercial organisation.
- Analytical and data-driven, with sound business judgement.
- High integrity and a strong commitment to compliance.
Working Arrangement
This role will either be based in our London, UK office with other EU remote-based working considered. There will be extensive travel within Europe and internationally (approximately 40-50% of your time).
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