Key Account Manager - Flexible Packaging Job

The Key Account Manager – Flexible Packaging covers the US and Canada.  This role is critical in expanding our market share in the highly attractive flexible packaging market.  Responsible for generating new business in the flexible packaging market focusing on laminating and coatings applications.  Focuses predominantly on regional and global Tier 1 flexible packaging converters.  Interaction with global business team and KAM’s in other regions. #LI-TJ1

Key Activities

• Develops a deep understanding of assigned key accounts and manage all aspects of the customer relationship including commercial, technical and service. 
• Expands depth/breadth in strategic accounts. Foster high level & cross-functional engagements within customer organizations.
• Presents the value of the entire product portfolio to large, executive groups and delivers a concise and clear message.
• Grow sales in accounts by mapping customer applications, identifying decision makers, developing relationships, and initiating projects.  Understand the dynamic between corporate and plant level influencers. 
• Ability to influence seniors leaders within the customer base.
• Identify the key value drivers of our offering to the customer. 
• Build an annual sales plan that aligns the market segment strategy with territory objectives.
• Effectively plan customer interactions through agendas, establishing clear objectives, and goal setting.   Effectively use Miller-Heiman sales tools.   
• Follow a regimented sales process.  Adept at gaining commitments at each stage of the buying process by identifying win scenarios.  Complex solution development & positioning.
• Identify and anticipate potential objections to our offer and overcome them. 
• Build strategic key account plans and be accountable for their execution.
• Track and report account activity, build and manage a sales funnel of developing new business.
• Understand the value of a Strong Team Selling approach.

Qualification / Experience

• Bachelor’s degree in business, Marketing, or Science related field or equivalent experience. 
• 10+ years of technical or commercial roles with KAM sales experience in the Packaging market.
• Strong financial acumen and adept at building high value and complex commercial proposals.
• Excellent oral and written communication skills with a strong understanding of various methods and proper situational use. 
• Excellent personal and interpersonal skills.
• Demonstrates proactive thinking and strong problem solving skills.
• Proficient in Microsoft Excel, Lotus Notes, Word, PowerPoint, web-site navigation and CRM software. 
• Travel up to 50% of the time.