Account Manager Job

The Account Manager is critical in expanding our market share in the highly attractive flexible packaging market.  This role is responsible for generating new business focusing on laminating and coatings applications.  Focuses predominantly on regional and global Tier 1 flexible packaging converters covering the US and Canada.

Key Activities

• Develop a deep understanding of assigned key accounts and manage all aspects of the customer relationship including commercial, technical and service. 
• Expand depth/breadth in strategic accounts. Foster high level & cross-functional engagements within customer organizations.
• Present to large, executive groups and deliver a concise and clear message with the value of the entire product portfolio. 
• Use strong financial acumen to build high value and complex commercial proposals.

• 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. 
• Identify the key value drivers of our offering to the customer and influence senior leaders within the customer base.
• 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, gain 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.
• Technically astute within the packaging sector.  

Qualifications / Experience Required

• 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.
• Excellent oral and written communication skills with a strong understanding of various communication methods and proper situational use. 
• Excellent personal and interpersonal working skills.
• Demonstrates proactive thinking and strong problem-solving skills.
• Proficient in Microsoft Excel, Lotus Notes, Word, PowerPoint, and CRM software. 
• Able to travel up to 50% of the time.