Account Manager

5 - 7 years experience  • 

Salary depends on experience
Posted on 05/22/18
Shelbyville, KY
5 - 7 years experience
Salary depends on experience
Posted on 05/22/18

R-94284

Sonoco has the following Account Manager position available in Protective Solutions. The Account Manager position is an experienced sales position focused on targeted sales efforts and customer relationship management across a broad range of customers for major / key accounts.  Individual will be responsible for developing opportunities, setting sales strategy; competitive positioning and account plan

execution in selling various product solutions to key strategic customer.

Primary Responsibilities:

  • Facilitate effective preparation of proposals, submittals and presentations.
  • Extensive involvement with key customer stakeholders (Operations, Logistics, Packaging Engineering, Quality/Regulatory) on new designs and/or redesigns of packaging for new and existing products; works closely with Sonoco’s local and divisional engineering teams. 
  • Develop and implement market segment and customer specific strategic plans to capture new business growth; analyze and report market trends, identify new markets and recommend new products.
  • Seek and promote new uses and markets for technology and products.
  • Establish and work closely with peer-to-peer relationships with marketing, R&D, manufacturing and other resources. 
  • Perform field service intelligence regarding customer complaints and/or issues, develop action plans to address.
  • Provide market intelligence/competition/trends/status/progress to company management.
  • Support marketing programs.
  • Travel to customer’s locations according to predetermined plans and within approved budget
  • Maintain a working knowledge and full compliance with corporate standards for business conduct and Federal anti-trust laws.
  • Utilize Sonoco Selling System (Sandler)
  • Have Weekly Individual Meeting (WIM) with manager, including an agenda
  • Provide annual sales forecasts
  • Maintain sales pipeline, including monthly pipeline reviews with leadership
  • 70% Prospecting for new business, 30% maintaining and building existing relationships with current customers in the Louisville, KY and Memphis, TN areas

Required Skills:

Bachelor's degree in Packaging Engineering or related technical field; minimum 5 to 10 years related experience

  • Demonstrated success as key account/large account manager; prior sales of engineered solutions into the pharmaceutical, bio technology or life science industries essential
  • Success at reaching decision makers and dealing with top level decision makers
  • Strong interpersonal skills with the ability to influence senior management.
  • Dynamic builder of relationships with customers, with track record of identifying new areas of opportunity and negotiating business contracts for mutual benefit.
  • Strategic thinking, problem-solving, negotiation and decision-making skills
  • Highly motivated and self- directed.
  • Effective communicator with customers, executives, peers and team members.
  • Strong financial acumen with the ability to manage multiple tasks and responsibilities.
  • Experience in bringing together cross functional teams to help solve a customer’s problem (Marketing, Engineering, Operations, Quality, etc.)
  • Experience with Freight Forwarders or Logistics is a plus
  • This is a “technical” sell so an engineering background or technical sales background is a plus
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