Chicago-Office
Szerződés típusa: Permanent
Remote/Hybrid/Onsite: Remote
Igénylés azonosítója: 39799
Job Summary:The Senior Account Manager is responsible for driving profitable growth through both the expansion of existing customer relationships and the acquisition of new business opportunities. This role serves as the primary commercial contact for assigned accounts while proactively identifying, pursuing, and securing new customers within target markets. The Senior Account Manager develops trusted advisor relationships with decision-makers, uncovers customer needs, and collaborates cross-functionally to deliver innovative packaging solutions that create long-term value for customers and Trivium Packaging.
Key responsibilities for the Senior Account Manager are to manage all commercial aspects of assigned customers to achieve strategic plan commitments. This person will function as the primary liaison between existing and prospective customers and Trivium Customer Service, Technical, Engineering, R&D, Quality and Operations personnel. The Senior Account Manager will also have primary account responsibility for other customers where geographic synergies can be realized.
Job Duties:- Manage assigned accounts and day-to-day customer relationships, including account planning, forecasting, inventory, service, and commercial execution.
- Develop comprehensive annual account plans that identify growth opportunities, customer organizational structures, competitive positioning, risk assessments, white-space opportunities, and multi-year strategic objectives.
- Build and maintain a robust pipeline of prospective customers through networking, industry events, referrals, market research, and proactive outreach.
- Work cross-functionally across Trivium teams to ensure best-in-class customer service and execution.
- Develop and execute territory and customer acquisition strategies by evaluating market segments, prioritizing high-potential prospects, monitoring market trends, and maintaining target account plans that support customer diversification and long-term profitable growth.
- Establish relationships with key decision-makers, influencers, and stakeholders to position Trivium as a preferred strategic packaging partner.
- Build and maintain relationships across multiple functions and organizational levels within customer organizations, including executive leadership, procurement, operations, engineering, R&D, quality, and plant leadership.
- Develop a deep understanding of customer business strategies, growth initiatives, operational challenges, sustainability objectives, and packaging requirements to proactively identify business opportunities and create customer value.
- Increase long-term customer loyalty through consistent engagement, value creation, and reliable execution.
- Organize and lead customer collaboration and innovation workshops.
- Own the communication and presentation of the Trivium value proposition.
- Conduct regular market assessments to identify emerging opportunities, competitive threats, and customer needs that support business growth objectives.
- Successfully convert prospects into customers by demonstrating Trivium capabilities, sustainability advantages, innovation portfolio, and service excellence.
- Complete assignments on time and to established standards with strong attention to detail.
- Drive the full sales cycle from prospecting and lead qualification through proposal development, negotiation, commercialization, and implementation.
- Implement strategic sales plans to achieve corporate objectives. Develop and implement account growth plans designed to increase share of wallet, expand product offerings, and strengthen customer partnerships.
- Maintain accurate and timely opportunity, pipeline, forecast, contact, call activity, and account planning information within Salesforce to support commercial visibility, forecasting accuracy, and business planning.
- Prepare and deliver sales presentations to key clients.
- Obtain customer requirements and develop timely solutions.
- Manage customer expectations in delivering new product solutions.
- Recommend product simplification and standardization to eliminate unprofitable items.
- Serve as the voice of the customer internally, aligning customer priorities with Trivium resources while advocating for solutions that create mutual value, improve execution, and strengthen long-term partnerships.
- Evaluate customer profitability, support pricing strategies, develop business cases for growth opportunities, and drive actions that improve long-term account value, margin performance, and return on investment.
- Represent Trivium at industry conferences, trade shows, customer events, and professional associations; leverage professional networks, market contacts, and customer relationships to generate leads, gather competitive intelligence, and strengthen Trivium market presence.
- Deliver measurable commercial outcomes against the approved annual plan, including revenue growth, margin improvement, customer retention, new-business wins, qualified pipeline health, opportunity conversion, and forecast accuracy.
- Prepare periodic customer technical and sales reports showing forecasts, sales volume, potential sales, and opportunities for customer base expansion.
- Partner with Marketing, Technical, R&D, Operations, Quality, Engineering, and Customer Service teams to develop compelling customer solutions and value propositions.
- Identify and attend relevant professional development training. Travel to customer sites and Trivium production facilities as required. Expected travel is 50-60%.
- Perform all other job duties as assigned.
Qualifications and Experience Requirements:- Bachelor's degree from a four-year college or university and a minimum of 8 years of B2B industrial sales and customer account management experience, preferably in industrial food packaging.
- Demonstrated success in hunting, prospecting, and closing new business opportunities in a manufacturing or packaging industry.
- Demonstrated ability to develop and execute strategic account plans that drive profitable growth and strengthen long-term customer partnerships.
- Proven ability to develop strategic relationships, build executive-level relationships, influence decision-makers at multiple levels, and navigate complex customer organizations.
- Strong consultative selling, business development, and solution-selling capabilities.
- Experience managing a sales pipeline and using Salesforce to manage opportunities, forecasts, customer contacts, account plans, and sales activities.
- History of delivering customer value and working as a trusted advisor with clients.
- Track record of achieving or exceeding sales growth targets through both customer acquisition and account expansion.
- Demonstrated success identifying, qualifying, prioritizing, and converting new business opportunities through structured prospecting and territory planning processes.
- Strong networking skills with the ability to identify and develop opportunities in new and existing markets.
- Strong analytical skills with the ability to translate market intelligence, customer insights, and competitive information into actionable growth strategies.
- Strong financial and commercial acumen, including experience with pricing strategies, profitability analysis, business case development, contract negotiations, and sales budget management.
- In-depth involvement in business strategy development and the ability to link strategy to execution.
- Highly skilled in negotiation techniques.
- Ability to build strong relationships across multiple functions with internal and external customers and teams.
- Proficiency with Microsoft Outlook, Word, Excel, and PowerPoint; pivot-table experience is a plus.
- Positive attitude, strong work ethic, and integrity.
- Highly organized and motivated self-starter.
- Experience in customer collaboration and joint business planning, including working with customers to drive profitable growth and develop business solutions based on customer insights.
Compensation & Benefits The expected base salary range for this position is: $133,760 - $167,200 per year. Actual compensation at the time of offer is unique to each candidate and based on a variety of factors such as experience, qualifications, work location, and other business factors.
In addition to base pay, this position is eligible for the following:
- Comprehensive medial, dental, and vision insurance
- Health Savings Account (HSA) and/or Flexible Spending Account (FSA)
- Short-term and Long-term disability insurance
- AD&D & Life Insurance
- 401(k) with company match
- Company-paid life and disability insurance
- Paid Time Off (PTO) and paid holidays
- Paid parental leave
- Employee Assistance Program (EAP)
- Participation in Trivium's Annual Incentive Program
Work Environment:This position is remote-based and requires travel to client sites and production facilities as needed. The role requires prolonged periods of sitting and regular use of a computer, telephone, and other office equipment. The position also requires visits to plant locations where moving machinery may produce elevated noise levels. Reasonable accommoations may be made to enable individuals with disabilities to perform the essential functions.
