Strategic Account Manager

KapStone   •  


Industry: Business Services


15+ years

Posted 352 days ago


This position has sales responsibility for multiple strategic accounts. The Strategic Sales Account Manager will be accountable for profitable new business development and the growth of existing business. He/she will insure customer satisfaction with timely and accurate communication with internal and external customers in the area of delivery, quality, pricing, service and design.


  • Meet or exceed monthly, quarterly and yearly sales goals as determined by salesbudgets and forecasts, with a focus on profitable volume growth and increasing operating profit margins.
  • Works closely with the VP of Strategic Sales to identify and pursue strategic opportunities for the Company.
  • Manage RFI's, RFQ's and other methods of proposals in order to pursue profitable business in alignment with plant, regional and division goals.
  • Define and executed business strategies for profitability growing existing business and generating new business. Qualifies and develops new strategic business opportunities. Closes new business opportunities to assure goal attainment.
  • Leads key sales initiatives for various strategic accounts by coordinating with local plant personnel, Region Vice Presidents and other corporate resources.
  • Develops strong client relationship over time that provide significant input to planning company product, price and strategies.
  • Demonstrates personal commitment to self-development of selling skills in the areas of priority setting, negotiating and problem solving.
  • Works closely with local management to identify and pursue opportunities for their KapStone plants to include value-added products and services.
  • Works closely with customer service departments to insure all customer specifications and information appropriate to customer handling are documented and communicated.
  • Provides analysis and information on sales forecast and budget preparation.
  • Consults with management to provide accurate market feedback, pricing input and recommendations on RFP's that contribute to account profitability and volume forecasts outlines for year.
  • Assist and/or lead credit and collection initiatives for strategic accounts in conjunction with Finance to adhere to Company policies.
  • Control individual travel and entertainment expenses that adhere to a yearly budget or to acceptable levels necessary to perform the job as appropriate by the VP Strategic Sales.
  • Actively pursues cost reduction/margin improvement activities in accounts, to include the full adoption of the KAP program.
  • Insure appropriate levels of inventory are maintained for warehouse customers as well as insuring prompt disposition of agedinventory for strategic accounts.
  • Perform other duties as assigned.




  • A Bachelor's degree in Marketing, Business or related field from an accredited institution is required.

Other key job requirements:

  • Extensive overnight and air travel is required.
  • Must be able to respond to a flexible work schedule and should expect to average three nights per week traveling away from home.
  • Must be willing and able to work out of a home office if proximity to a KapStone facility is not practical.
  • Ability to effectively and clearly communicate both verbally and in writing to all levels within the organizations.
  • Ability to analyze and evaluate data and explain the results.
  • No second language is required.
  • Advanced understanding of financial metrics
  • Good computer skills, including proficiency in Word, Excel and PowerPoint
  • Ability to positively interact with people from a variety of backgrounds
  • Effective negotiation skills

Previous Work Experience

  • Minimum of 15years of progressively responsible business to business salesexperience.
  • Salesexperience within a packaging, paper or similar manufacturing environment.
  • Superb sales, customer service, administrative as well as verbal and written communication skills.
  • Management experience (General Manager, Sales Manager) is a plus.
  • Excellent computer skills.