**About this Position**:We are looking for a dynamic and strategic Key Account Manager (KAM) - OES to manage and grow key accounts within a complex, highly competitive environment.
This role requires strong regional coordination, commercial acumen, and stakeholder management, as customers often operate across borders (Mexico-US). The KAM will play a critical role in navigating internal and external challenges, ensuring clear communication, and positioning the company effectively against both external competitors and internal channel overlaps.
**What you´ll do**:
**Account Strategy & Business Development**
- Define and execute account strategies and annual revenue plans for key OES customers.
- Translate customer priorities into joint business and innovation roadmaps.
- Identify growth opportunities while managing channel complexity and overlap risks.
- Drive solution-selling approaches to strengthen differentiation.
**Customer Management & Market Understanding**
- Manage a portfolio of customers including dealers and maquila operations linked to the US market.
- Develop deep customer mapping (decision-makers, buying behavior, influence structures).
- Build strong relationships with key stakeholders and executives across regions.
- Understand customer needs and buying patterns to improve positioning and win rate (“how we are selling”).
**Regional Coordination & Communication**
- Ensure clear, accurate, and timely communication across regional stakeholders (Mexico / US / global teams).
- Identify when decisions can be made locally vs. when regional or global alignment is required.
- Act as a bridge between local execution and regional/global strategy.
**Commercial & Competitive Management**
- Manage pricing strategies and lead complex negotiations (global/regional/local contracts).
- Navigate internal competitive challenges (ACM) where customers can access similar products via multiple distributors.




- Ensure compliance with commercial policies while protecting profitability.
- Strengthen competitive positioning in a multi-channel environment.
**Cross-Functional Collaboration**
- Work closely with internal teams such as:
- Automotive (e.g., AIO / AMC)
- Construction (e.g., Caterpillar accounts)
- Internal product teams (AME)
- Align cross-functional resources to execute account strategies.
- Drive strong teamwork and collaboration across functions and geographies.
**- Execution & Operational Excellence**
- Manage pipeline, forecasting, and reporting with high accuracy.
- Optimize sales processes and improve execution discipline.
- Ensure timely follow-up and delivery on commitments.
**What makes you a good fit**:
**Experience**
- Proven experience in Key Account Management or B2B sales in complex environments.
- Experience working with regional or cross-border customers (Mexico-US exposure is highly valued).
- Strong background in negotiations and managing multi-stakeholder accounts.
- Experience in industries such as automotive, construction, or industrial sectors is a plus.
**Key Competencies**
- Commercial & Strategic Skills
- Account Strategy & Planning
- Business Development
- Customer Mapping
- Opportunity Management
**Core Capabilities**
- Strong communication in regional/multicultural environments
- Ability to manage internal competition and channel conflicts
- Stakeholder management across multiple levels and geographies
- Complex problem solving & decision making
- Influencing without authority
**Some perks of joining Henkel**:
- Versátil work scheme with flexible hours, hybrid work model, and work from anywhere policy for up to 30 days per year
- Diverse national and international growth opportunities
- Global wellbeing standards with health and preventive care programs
- Gender-neutral parental leave for a minimum of 8 weeks
- Employee Share Plan with voluntary investment and Henkel matching shares
- Flexible Benefits
- Meal vouchers
- Savings fund
- Friday early finish

📌 Oes Key Account Manager (Municipio de Huixquilucan)
🏢 Henkel
📍 Municipio de Huixquilucan