Job Summary
The Account Manager is responsible for driving revenue through the sale of branded merchandise, premiums, gifting, and custom product programs. This role owns the sales cycle from prospecting and discovery through concept development, pricing, proposal, close, and account growth. Working closely with creative, product development, sourcing, and production teams, the Account Manager translates client objectives into compelling merchandise solutions that meet brand, budget, timeline, quality, and margin expectations.
Responsibilities
- Build and manage a qualified pipeline of new business across target industries, brands, agencies, and corporate accounts through outbound prospecting, referrals, networking, events, and existing relationships.
- Own the full sales cycle, including lead generation, discovery, solution development, presentations, pricing, negotiation, close, and post-sale account expansion.
- Consult with clients to understand campaign goals, target audience, budget, quantity, timing, distribution needs, and brand standards, then recommend relevant promotional product solutions.
- Develop and present persuasive proposals, product assortments, pitch decks, samples, and RFP or tender submissions that clearly communicate value and differentiate Twelve.
- Partner with creative, product development, sourcing, logistics, and production teams to deliver custom merchandise programs that are feasible, competitive, on brand, and executable.
- Build accurate estimates and pricing with a strong understanding of product costs, decoration methods, freight, duties, packaging, fulfillment, and target margin.
- Meet or exceed revenue, gross-margin, new-business, and account-growth targets while protecting long-term client value.
- Grow existing accounts by identifying seasonal programs, events, employee gifting, influencer seeding, retail activations, launches, and other repeat or cross-sell opportunities.
- Stay current on promotional product trends, materials, sustainability, decoration techniques, supplier capabilities, compliance requirements, and competitor activity.
- Represent Twelve in client meetings, industry events, and networking opportunities, building trusted relationships with decision-makers and procurement partners.
- Ensure a strong handoff after the sale and remain accountable for client satisfaction, issue resolution, repeat business, and long-term partnership growth.
- Leverage AI to improve process efficiency and automation while preserving individual creativity, judgment, and original thinking.
Requirements
- 5+ years of B2B sales or account-management experience in branded merchandise, corporate gifting, premiums, print, packaging
or a related industry.
- Demonstrated success building pipeline, winning new accounts, meeting revenue targets, and expanding existing client relationships.
- Working knowledge of promotional merchandise production, including product sourcing, decoration methods, lead times, minimum order quantities, sampling, freight, and fulfillment.
- Commercially strong and comfortable developing pricing, protecting margin, negotiating terms, and closing complex opportunities.
- Confident presenter and relationship builder who can engage senior client stakeholders and procurement teams, and internal partners.
- Highly organized, responsive, and able to manage multiple opportunities and live programs in a fast-paced, deadline-driven environment.
- Creative, resourceful, and solutions-driven, with strong judgment and a high standard for client service.
- Existing relationships or a portable network within promotional products, consumer brands, agencies, hospitality, entertainment, fashion, beauty, or luxury is strongly preferred.
- Working knowledge of AI tools (i.e. Claude, ChatGPT, Gemini), with the ability to apply them to streamline workflows, strengthen analysis, and improve business outcomes.
What You Can Expect:
- Full-Time Benefits (Medical, Dental, Vision, Disability, Life)
- Hybrid work environment
- Mental Health Mondays: Once a month our offices close globally (that's an additional 12 days per year)
- Generous Paid Time Off -- Including your birthday, personal days, and time off around holidays
- Paid Parental Leave
- Family planning and wellness benefits
- Summer Fridays
- Discretionary Bonuses
Salary: $85k depending on experience
