Strategic Accounts Director – Materials & Structures

About the role

Applus+ Laboratories is seeking a highly motivated Strategic Accounts Director to lead the growth of key strategic customers across Europe for its Materials & Structures Business Unit. Reporting to the Commercial Director, the role can be based in Germany or France and will act as the primary commercial leader for assigned accounts.

Key responsibilities

• Develop and implement long‑term strategic account plans aligned with corporate objectives.
• Identify growth, cross‑selling and new service opportunities within existing accounts.
• Build and maintain trusted relationships with senior customer stakeholders and decision‑makers.
• Conduct regular business reviews to ensure customer satisfaction.
• Own revenue and profitability targets, driving sales growth through proactive account development.
• Monitor market trends, customer needs and competitive activity to uncover new business opportunities.
• Lead negotiations of framework agreements, pricing strategies and commercial terms.
• Coordinate commercial activities across multiple countries, laboratories and business units.
• Collaborate with Marketing, Operations, Technical Experts and Business Development teams to execute account strategies.
• Serve as executive sponsor for strategic customers and manage high‑level escalations.

Required profile

• Bachelor’s or Master’s degree in Business, Engineering, Materials Science or a related field.
• 8–10 years of experience in strategic account management, business development or technical sales.
• Proven track record of managing large international accounts and achieving growth targets.
• Experience in complex B2B environments, preferably within testing, certification, engineering, aerospace, defense, energy or related industries.
• Strong negotiation, presentation and stakeholder‑management skills.
• Fluent in English; additional language skills are a plus.

Required skills

• Strategic account planning
• Business development and revenue growth
• Negotiation and contract management
• Stakeholder relationship management
• Market analysis and competitive intelligence