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Key Account Manager

Company Name:  BSM BV Italian branch


Req ID:  73646
Facility:  Milan-6953/IT10
Department:  Packaging
Division:  Global APS and Supply Chain


This is who we are


LyondellBasell (NYSE: LYB) is one of the largest plastics, chemicals and refining companies in the world. Driven by its employees around the globe, LyondellBasell produces materials and products that are key to advancing solutions to modern challenges like enhancing food safety through lightweight and flexible packaging, protecting the purity of water supplies through stronger and more versatile pipes, improving the safety, comfort and fuel efficiency of many of the cars and trucks on the road, and ensuring the safe and effective functionality in electronics and appliances. LyondellBasell sells products into more than 100 countries and is the world's largest producer of polypropylene compounds and the largest licensor of polyolefin technologies. In 2020, LyondellBasell was named to Fortune Magazine's list of the "World's Most Admired Companies" for the third consecutive year.

Basic Function


The purpose of the Key Account Manager role is to execute the annual Sales Plan, realizing the budgeted Customer/Product sales volume at differential pricing, managing the international Key Account DMU relationship, capturing growth opportunities in targeted applications, driving excellence in business processes like Pricing, S&OP, Credit management, QN, SF, CX, reporting on Sales KPI’s, cooperating with the Marketing, NBD, ADTS, CS and Credit team and coordinating amongst the key stakeholders internally and externally.

Roles & Responsibilities


  • Drives for results and achieves sales and pricing objectives in terms of contribution margin, volume, customer share, cost management and working capital 
  • Engages in customer visits to identify and analyze customer needs and develops commercial solutions
  • Develops and nurtures relationships with key stakeholders, externally with customers and OEM’s and internally with sales, marketing, ADTS, CS and credit and establishes solid relationships with them 
  • Develops and implements Key Account Plan including Key Account profile, SWOT analysis, Goals and Objectives, Innovation plan, Resource plan, KPI’s, etc
  • Coordinating and aligning objectives and initiatives within the international key account team, including if applicable the coordination and alignment with other APS regions
  • Respects all policies and procedures and proactively “lives” them 
  • Monitors timely closing of customer claims 
  • Increases sales by promoting targeted products/applications and innovation, identifies and captures cross-selling opportunities, identifies and develops new customers 
  • Provides regular up-dates on market intelligence and competitive movements to the business in the respective area 
  • Ensures a consistent and effective execution of the business strategy at the Key Account and makes recommendations on potential improvements
  • Ensures Value propositions of the represented Market Segments land at the Key Account 
  • Drives operational excellence in S&OP (Forecasting) and Pricing Management
  • Effectively troubleshoots customer issues and queries
  • Frequently reports on main KPI’s in the region
  • Ensures CRM (SalesForce) is kept up to date with latest info on Accounts, DMU, Account Plans, Financial data, etc



University or college degree in Business Administration minimum bachelor degree in sciences or engineering; master’s degree preferred

Work Experience: 

Minimum 10 years of experience in Polymers, Sales, ADTS, Customer Service or BDA


English in combination with at least one local language in the applicable region

Licenses & Certifications:

Basic IT skills (Microsoft Outlook, Office Word/Excel, SAP R/3, SalesForce)


Critical Competencies / Behaviors



Demonstrated ability to motivate people toward common goals and objectives; looks for new opportunities and innovations; makes the distinction between personal, employee and company interests; has an overview of relevant processes and a desire to see them concluded successfully.


Business Acumen

Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace. 


Decision Quality

Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions. 


Organizational Agility

Knowledgeable about how organizations work; knows how to get things done both through formal channels and the informal network; understands the origin and reasoning behind key policies, practices, and procedures; understands the cultures of organizations. 


Priority Setting

Spends his/her time and the time of others on what's important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus. 


Customer Focus

Anticipates and acts with the customer in mind; is dedicated to meeting and/or exceeding the expectations and requirements of the customer to deliver exceptional value; establishes and maintains effective relationships with customers and continually seeks feedback and information to improve products and services. 


Drive for Results

Steadfastly pushes self and others for results; works with passion and a sense of urgency; seeks opportunities to improve results and processes in a proactive manner; contributes to the goals and profitability of the company. 


Motivating Each Other

Creates a climate in which people want to do their best. Empowers others. Invites input from each person and shares ownership and visibility. Makes each individual feel his/her work is important. Is someone people like working for and with. 


Interpersonal Capability

Builds appropriate rapport with others; is comfortable receiving coaching and feedback from others; builds constructive and effective relationships; uses diplomacy and tact; diffuses even high-tension situations comfortably; encourages cooperation and collaboration; is candid with others; solves problems with others with a minimum of noise.





Can negotiate skillfully in tough situations with both internal and external groups. Can settle differences with minimum “noise”. Can win concessions without damaging relationships. Can be direct and forceful as well as diplomatic. Gains trust quickly of other parties to the negotiations. Has a good sense of timing. 

Presentation and Communication Skills

Presents information in a simple way, clearly communicating the key messages and engages the audience. Communicates openly and clear. Simplifies complex issues where possible and share information freely 


Product and Technical Knowledge

Looks for opportunities to continuously learn about LYB products and services to be able to clearly articulate these in a strong value proposition for the partner entity.



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