Job Description

Job Code: SOOS03

Job Family: Sales Representative: Sales Account Management

Location: East Coast

Compensation: $120K -$200K

Job Description

The Heidelberg Sales Account Manager, Labels, is responsible for developing and maintaining strong relationships with existing and prospective customers within an assigned territory covering East Coast. This position specializes in the Gallus portfolio of label printing and converting solutions, including digital and flexographic label presses, workflow software, inspection systems, and related consumables.

As a consultative sales professional, the Sales Account Manager works closely with label converters, packaging printers, and brand-focused manufacturing organizations to understand their production requirements, operational challenges, and growth objectives. By leveraging technical knowledge of label manufacturing processes and Heidelberg's label production technologies, the individual develops customized solutions that improve productivity, print quality, automation, and profitability.

The Sales Account Manager - Labels serves as a trusted advisor throughout the equipment investment lifecycle, guiding customers through equipment evaluations, workflow assessments, ROI analysis, capital equipment purchasing decisions, installation planning, and long-term partnership development. This role bridges the gap between technical production capabilities and customers' business goals, helping organizations remain competitive in the evolving label and packaging marketplace.

Essential Duties and Responsibilities

• Identify and qualify prospective label converters, packaging printers, commercial printers entering the label market, and other target customers within the assigned territory through networking, prospecting, industry research, trade shows, digital resources and working collaboratively with the Heidelberg/Gallus sales team.
• Develop and maintain strong, long-term customer relationships by understanding label production workflows, business objectives, operational challenges, and future growth plans.
• Promote the Gallus portfolio of label solutions, including digital and flexographic label presses, workflow automation solutions, inspection technologies, and ancillary production equipment.
• Conduct comprehensive needs assessments and production evaluations to recommend equipment, software, and workflow solutions that improve operational efficiency and profitability.
• Serve as a trusted advisor by providing application expertise, market insights, and recommendations tailored to customer-specific label and packaging production requirements.
• Develop and execute territory business plans and strategic account plans targeting key label converters and growth opportunities.
• Achieve or exceed annual sales objectives for label presses, equipment upgrades, software solutions, service agreements, and related product offerings.
• Build and maintain a robust sales pipeline utilizing Heidelberg's CRM platform and sales management processes.
• Prepare and deliver compelling presentations, equipment demonstrations, ROI analyses, and business proposals to executive, operational, and production stakeholders.
• Coordinate resources across sales, product management, applications, service, and executive leadership teams to support complex capital equipment sales opportunities.
• Act as the primary customer contact throughout the sales process, ensuring a seamless experience from prospecting through installation and post-sale follow-up.
• Conduct regular customer visits in accordance with territory coverage plans to maintain market visibility and identify new opportunities.
• Negotiate pricing, terms, and contracts in alignment with company policies and approved discount structures.
• Maintain current knowledge of industry trends, competitive technologies, market developments, and Heidelberg label solutions.
• Provide accurate forecasting, opportunity tracking, and pipeline reporting through Heidelberg's CRM and sales reporting systems.
• Represent Heidelberg at trade shows, customer events, industry conferences, and association meetings related to the label and packaging industry.

Qualifications and Skills

• Bachelor's degree in Business, Marketing, Printing Technology, Engineering, or related field preferred.
• Minimum 3-5 years of business-to-business sales experience, preferably within the printing, label, packaging, converting, or capital equipment industries.
• Experience selling capital equipment, production technologies, workflow software, or manufacturing solutions preferred.
• Knowledge of label printing processes, digital printing technologies, flexographic printing, converting equipment, or packaging production is highly desirable.
• Ability to acquire and maintain detailed technical and application knowledge of Gallus label products and solutions.
• Strong consultative selling, negotiation, and relationship-building skills.
• Demonstrated success in managing complex sales cycles involving multiple decision makers.
• Goal-oriented and driven to consistently achieve sales targets and business objectives.
• Strong understanding and disciplined execution of the full sales process from prospecting through closing and post-sale account management.
• Technical aptitude with the ability to discuss production requirements, equipment specifications, workflow efficiencies, and business outcomes with production managers and technical personnel.
• Strong verbal, written, and presentation communication skills.
• Professional demeanor with the ability to establish credibility and confidence with customers and stakeholders.
• Proficient with CRM systems, Microsoft Office Suite, and virtual presentation tools.
• Willingness to travel extensively throughout the assigned territory.

Key Competencies

• Consultative Selling
• Territory Management
• Capital Equipment Sales
• Label and Packaging Industry Knowledge
• Business Development
• Customer Relationship Management
• Technical Solution Selling
• Negotiation and Closing Skills
• Strategic Account Management
• Presentation and Communication Skills
• Pipeline Development and Forecasting
• Cross-Functional Collaboration

Work Environment / Tools Provided

• Company vehicle allowance or company-provided vehicle
• Company-issued mobile phone
• Company-issued laptop computer
• Travel throughout assigned territory (Eastern United States)
• Participation in industry trade shows, customer demonstrations, and Heidelberg/Gallus sales meetings