Senior Account Manager

POSITION SUMMARY:

The Senior Account Manager will identify and drive new strategic business development opportunities.  The role requires a clear understanding and demonstrated ability selling highly complex, long lead time products to cross-functional decision teams in the plastics industry.

SCOPE AND RESPONSIBILITIES:

• Assist the Vice President, Sales and Marketing in the formulation and attainment of aggressive business growth plans;

•  Foster and cultivate relationships within key target customers, strategic partners and industry associations, which will include making Company presentations;

•  

  Design and execute key account strategy for assigned customers and initiate actions to secure opportunities and mitigate sales risks;

• Build and maintain excellent relationships with customers, responding to inquiries, processing quotes and customer orders;

• Consistently seek new product knowledge and research, understand and respond to the competitive landscape;

•  Identify and classify potential sales by establishing call priority/frequency and creating appropriate action plans;

• Strong process discipline with ability to align planning objectives with a pipeline development process to grow and develop territory revenue;

• Experience in developing strategic plans and accurate forecasts for assigned territory and accounts;

• Establish and expand relationships with key executives and decision makers within each customer organization in territory;

•   Lead the development and negotiation of formal agreements and contracts with assigned customers and successfully execute the terms of the agreement;

•  Interface and coordinate activities with the warehouse and transportation department for timely delivery of product along with accounting for invoice resolution;

•  Represent Company at industry trade shows and professional association meetings;;

  Maintain quality relations and provide excellent support towards fellow executives, key suppliers, shareholders and other company business connections;

• Midwest travel is expected. 

EXPERIENCE REQUIRED:

• Five to ten years experience in business development, sales, and account management within the plastics packaging industry;
• Demonstrated track record of creating and building customer accounts and exceeding sales goals and objectives;
• Demonstrated progressive sales growth aptitude, success at opening, developing and retaining new accounts;
• Discipline to focus only on strategic areas for profitable growth;
• Strong planning skills including strategy, tactics, metrics evaluation;
• Aggressive and open minded, with excellent presentation and communication skills;
• Strong MS Office Suite skills;
• Strong knowledge of pricing, margins, discounts, and overhead/cost structures;
• Exceptional customer relationship management skills including strong written and verbal communication ability;
• Ability to establish and maintain a high profile in the industry and network with organizations and customers.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position including the physical demands and other terms of employment listed in this document.

EDUCATION:
 

A Bachelor’s degree is required.   A Master of Business Administration or related advanced degree is highly desirable.