Key Account Manager (Manufacturing Division)

Our Client

Founded in 1950, Société Laurentide is a third-generation, family-owned manufacturing company, 100% Quebec-based, that made the conscious decision 30 years ago to be part of the environmental solution rather than the problem.

With sustainable development at the core of its priorities as a driver of innovation, Société Laurentide and its subsidiaries are fully committed to environmental protection and resource valorization.

Industrial Coatings

The strength of our manufacturing division lies in the partnerships we build with the companies that trust us. Through close collaboration with manufacturers operating in sectors such as doors and windows, exterior siding, and other industrial specialty products, Peinture Laurentide Inc., a subsidiary of Société Laurentide, delivers customized solutions that enable its clients to bring their projects to life based on their real needs.

Our 100% Canadian-made products, safe for workers, meet the high expectations of the manufacturing industry. Available in small or large quantities, our products are adapted to our climate and meet the highest AAMA standards. Whether in 3.78-liter, 18.9-liter, 1,000-liter formats, or by tanker truck, we have the solution for you.

The combination of our team’s expertise and experience allows us to deliver high-performance and efficient solutions as true partners. Innovation has been part of our DNA since 1950. Your projects are what drive us.

1. Purpose of the Role

The Key Account Manager is responsible for the organic growth of existing accounts within the manufacturing sector.

They act as the owner of strategic client relationships and are responsible for increasing share of wallet, client satisfaction, and retention.

This role also oversees:

• Technical Service
• Customer Service

New account development is handled by a separate team (Business Development).

2. Strategic Importance

Priority hire with immediate impact.

The most profitable short-term role, as it maximizes the value of existing clients.

3. Key Responsibilities

Key Account Management

• Develop strong relationships with existing manufacturers
• Understand client operations (production lines, constraints, technical challenges)
• Become a strategic partner, not just a supplier

Organic Growth

• Identify opportunities for volume increase and expansion
• Build and execute growth plans per account
• Increase share of wallet against competitors

Team Leadership

• Oversee:
  • Technical Service
  • Customer Service
• Ensure fast and efficient response to client requests
• Structure service processes

Internal Coordination

• Act as the link between:
  • Clients
  • Production
  • Laboratory / Technical teams
• Ensure delivered solutions meet industrial expectations

4. Profile Sought

• 10–15 years of experience in:
  • Industrial coatings OR
  • B2B manufacturing sales
• Technical literacy (credible in a plant environment, without being a chemist)
• “Farmer” mindset (account development) rather than “hunter”
• Strong relational, organizational, and strategic skills
• Bilingual French/English (strongly recommended)

5. Mandate – First 90 Days

Key Objectives

• Meet 100% of existing industrial clients in person (within ≤ 60 days)
• Build a share-of-wallet map per account:
  • What we supply
  • What competitors supply
• Identify the top 10 white space opportunities
• Implement a service request tracking system (even a simple one)
• Take ownership of weekly technical representative management

6. Suggested Key Performance Indicators (KPIs)

• Revenue growth from existing accounts (%)
• Increase in share of wallet
• Client retention rate
• Technical/customer service response time
• Number of opportunities converted (upsell / cross-sell)

7. Interface with the Director of Business Development (BD)

Role of BD (Reminder)

• Responsible for new accounts only
• Recommended hire: 3–4 months after the KAM

8. Account Transfer Protocol (CRITICAL)

When to transfer an account to the KAM

• After the 3rd production order, OR
• After 6 months of consistent purchasing
• Whichever comes first

Transfer Process

1. The BD provides a full briefing to the KAM:

• History
• Key contacts
• Technical requirements
• Sensitivities

2. Joint client visit

• The BD formally introduces the KAM

3. Overlap period (30 days)

• Both remain involved

4. Official transfer

• The KAM becomes the owner of the relationship
• The BD returns to prospecting

Behavioral Competencies Sought

• Adaptability
• Autonomy
• Leadership / Influence
• Diplomacy
• Perseverance
• Drive for achievement
• Stress resilience
• Tolerance for ambiguity

Proposed Interview Process

• First interview with Glasford International Canada recruitment firm
• Second interview with the Leader, Culture & Talent and the Vice President, Sales
• Atman Co. psychometric assessment