Purpose:
The Senior Manager, Account Management leads and develops the Account Management team while overseeing the growth, retention and health of current accounts and revenue. This role combines hands-on sales leadership, people-development, and strong analytical management with the opportunity to build the structure, metrics and operating rhythm needed for a fast-moving business. The Senior Manager works closely with Account Managers on active deals, negotiations and account strategy, while ensuring newly won accounts transition successfully into Account Management.
Responsibilities:
- Lead, coach and develop a team of approximately 5-6 account representatives, setting clear expectations and supporting strong sales and account management performance.
- Oversee current accounts and revenue, with accountability for business retention, account growth and stronger ownership of customer relationships.
- Monitor month-to-date, quarter-to-date and year-to-date results, including revenue, EBITDA, quotas, forecasts, budgets, point-of-sale data and commissions.
- Work directly with representatives on active deals, negotiations and account strategy, stepping into sales activity when needed.
- Build and implement the team's structure, metrics, processes and operating rhythm to support a scalable Account Management function.
- Partner with Sales during the first three months following a customer's first purchase order, then lead a structured transition.
- Use analytics and business insights to identify growth opportunities, performance gaps and areas requiring action.
- Introduce practical, innovative and AI-enabled ways of working that improve team effectiveness and visibility.
- Travel to customer sites approximately 30%, typically 1-2 weeks per month, to strengthen relationships and support business growth.
Requirements and Experience:
- 6-8 years of relevant experience, including demonstrated sales management and people-leadership experience.
- Proven success growing and retaining existing accounts, coaching sales activity and supporting complex negotiations.
- Strong analytical capabilities, including experience with forecasting, quota management, budgeting, point-of-sale analysis and commission management.
- Ability to build practical structure, metrics and processes in a fast-paced, evolving environment.
- Entrepreneurial and innovative approach, with the flexibility to adapt while bringing forward original ideas.
- Hands-on leadership style with a willingness to coach, train and work directly alongside the team.
- Excellent communication, relationship-building, negotiation and stakeholder management skills.
- Experience with Power BI, Salesforce, AI tools and Aircall (or a similar calling platform).
- Experience in industrial packaging, box manufacturing, pallets, recycling, industrial waste services or a buy-sell/distribution environment is an asset.
- Ability and willingness to travel approximately 30% as part of the role.
If you are excited about this role and think your skills, experience, and approach could be a strong fit - we encourage you to apply even if you don't meet every requirement. Around here, we think outside the box!
This job description outlines the general responsibilities of the role and may evolve over time.
