In 1989, Wikoff's first continual improvement department was established, adopting a Total Quality Management approach. Over the years, the department has matured and expanded its vision to include not only oversight of the quality management system, but also training programs and employee safety while adopting other improvement methodologies such as lean and six sigma.
RoleThe Sr. Account Manager owns profitable growth, customer retention, and new business development within an assigned territory. This field-based role serves as the primary commercial contact for strategic customers, selling printing inks, coatings, primers, and related graphic arts solutions. The manager develops qualified opportunities, leads account plans, coordinates technical and operational support, and maintains disciplined pricing, forecasting, CRM, receivables, and consignment practices.
Duties & ResponsibilitiesSales, Profitability, and Financial Discipline- Achieve or exceed assigned annual territory sales and gross-profit targets through disciplined account management, pricing, retention, and new business development.
- Review territory performance against budget each month, identify revenue and margin gaps, and execute corrective action plans.
- Develop pricing recommendations that balance customer value, competitive conditions, raw-material impacts, and company profitability.
- Monitor customer accounts receivable and partner with Finance and Customer Service to resolve past-due balances promptly.
- Track customer consignments by product each month and confirm that invoicing aligns with usage and agreed terms.
Pipeline Management and Business Growth- Build and maintain a qualified pipeline sufficient to deliver assigned sales and new-business objectives.
- Conduct monthly pipeline reviews with the Regional Sales Leader and identify opportunities needed to close budget gaps.
- Maintain accurate CRM records for strategic opportunities, including value, timing, probability, customer requirements, next steps, and required resources.
- Prospect consistently and create at least two qualified new opportunities valued at $50,000 or more per quarter, adjusted as appropriate for territory potential.
- Prepare accurate forecasts and communicate changes, risks, and resource needs in a timely manner.
Strategic Account and Territory Management- Create and execute annual account plans for priority customers, with defined revenue, growth, profitability, and share-of-wallet objectives.
- Conduct quarterly business reviews with strategic accounts and involve R&D, Technical Service, Supply Chain, Customer Service, and other specialists as appropriate.
- Build relationships across purchasing, operations, pressroom, technical, quality, and executive stakeholders.
- Identify unmet needs and expand share of wallet through new inks, coatings, primers, applications, locations, business units, cross-selling, and upselling.
- Protect existing business by resolving service, quality, technical, and commercial issues with urgency and clear ownership.
Cross-Segment and Solution Expansion- Develop opportunities beyond the territory's traditional ink business, including digital consumables, coatings, primers, printing plates, prepress equipment, finishing solutions, and adjacent graphic arts offerings.
- Partner with Digital, Graphics, Flexible Packaging, Label, Folding Carton, R&D, Technical Service, and Supply Chain teams to create account development plans and advance qualified opportunities.
- Use customer production requirements, press capabilities, substrates, end-use performance needs, and sustainability objectives to position the appropriate solution.
- Lead the commercial coordination of product trials, press evaluations, technical follow-up, commercialization, and post-sale support, ensuring clear ownership and timely customer communication.
Education/Experience- Bachelor's degree in business, chemistry, graphic communications, packaging, engineering, or a related field preferred; equivalent relevant experience may be considered.
- Three or more years of successful business-to-business sales, account management, or technical sales experience; printing ink, coatings, packaging, label, commercial print, or graphic arts experience strongly preferred.
- Working knowledge of one or more print processes, such as flexographic, gravure, offset, digital, or screen printing, is preferred.
- Demonstrated ability to grow revenue and margin, manage a complex territory, negotiate commercial agreements, and retain strategic customers.
- Proficiency with CRM systems, Microsoft Office, forecasting, pipeline management, and basic financial analysis.
- Valid driver's license and ability to travel regularly within the assigned territory.
Competencies- Consultative selling and value-based negotiation
- Strategic account planning and territory management
- Technical curiosity and problem solving
- Commercial judgment and financial acumen
- Customer focus, responsiveness, and relationship building
- Cross-functional leadership and clear communication
- Organization, CRM discipline, and forecast accuracy
- Initiative, resilience, accountability, and ethical conduct
Measures of Success- Territory sales and gross profit versus annual plan
- Customer retention, pricing execution, and share-of-wallet growth
- Qualified pipeline value, new-opportunity creation, win rate, and forecast accuracy
- Strategic account-plan completion and quarterly business-review execution
- CRM quality, receivables performance, and consignment accuracy
- Cross-segment opportunity development and successful product commercialization
- Safety, compliance, training completion, and professional development
Working Conditions:This is a field-based commercial role requiring regular customer visits, travel within the assigned territory, participation in plant and pressroom activities, and occasional overnight travel. The employee must be able to comply with required personal protective equipment and site-safety practices. Specific physical requirements and travel expectations should be defined according to territory and company policy.
Health and Safety Responsibilities:- Must work in accordance with Health and Safety regulations, Company Rules, Plant Rules, policies and procedures.
- Must use or wear equipment, protective devices, or certain clothing as required by the company.
- Complete all required safety and compliance training by established deadlines and follow company and customer-site requirements.
- Maintain safe work practices during travel, plant visits, press trials, product handling, and customer demonstrations.
- Develop current knowledge of printing technologies, ink systems, coatings, color, substrates, regulatory requirements, competitive products, and market trends.
- Participate in required sales, product, technical, and industry training and apply new capabilities in customer engagements.
- Valid driver's license and ability to travel regularly within the assigned territory.
Benefits:- Competitive pay and overtime opportunities
- Health, dental, and vision insurance
- Paid time off and holidays
- 401(k)
- Employee Stock Ownership Plan
- Career development and training opportunities
- Clean, safe, and team-oriented work environment
This job description summarizes the primary responsibilities and qualifications of the role and may be adjusted as business needs evolve
