Location
Atlanta GA
Country
United States
Industry
Injection Molding
Date Posted
10/01/2021

Sales Account Manager

Sales Account Manager, Packaging – Southeastern USA

The successful candidate for this exciting career opportunity will be responsible for the overall sales and account management of PET preform and closures manufacturers within the Southeastern United States.

As a sales leader, you will establish and manage relationships with potential and existing customers, and develop strategies and objectives to increase the sales of Company systems.


This direct sales role is responsible to meet or exceed revenue, price, product mix and share of wallet targets for a given group of customers. This role is also responsible to ensure the Company corporate image (brand) is well known and respected over competitors. The role is responsible to have a very in-depth understanding of his/her market and Company solutions (products and services) and build strong relationships with his/her customers (including service accounts). These strong relationships should be built with all levels of the customer's organization.


This person will need to ensure that other Company sales members calling on service accounts are well informed of the account strategy that he/she has developed and that the team is fully aligned and executing the strategy.

Key responsibilities:

  • Sales and account management of PET preform and closures
  • Prospect new accounts in their defined areas
  • Develop a long term written strategy (including account planning and budgeting) for his/her area and accounts that align with the corporate mandate and ensure the strategy is well communicated to other sales members covering service accounts for alignment in meeting objectives
  • Build a deep understanding of his/her accounts business mandates relating to Company solutions, products and services and provide updates as needed to other sales members supporting service accounts
  • Review customer needs and develop opportunities and solutions ultimately resulting in a proposal to close the order. This will require facilitating order management with the sales support team
  • Prepare professional reports, presentations and cost models to present his/her customers
  • Host customers during visits to Company, shows and dinners
  • Ensure all opportunities are reported in the Company order management tool and update these opportunities as needed
  • Is aware of competitors' offerings and activities in his or her accounts and is aware of all equipment purchased regardless of whether or not it is Company equipment
  • Provide market and competitor feedback to other groups within Company to drive strategies
  • Submit lost order reports of all products and services that their primary and service accounts may have acquired elsewhere
  • Aware of and report all mergers, buy-outs related to his/her accounts, align strategy as needed and communicate the impact of the change to their team leader and other sales members supporting service accounts
  • Identify and communicate high risk opportunities to their team leader and sales support to ensure he/she has the full support of the team
  • Conduct market research of his/her area to identify strengths and weaknesses of Company's products and services relative to market requirements and competition
  • Provide regular market feedback to Business Development in the interest of supporting development projects
  • Identify potential risks and anticipated points of resistance associated with meeting his/her targets and develop and facilitate resolution
  • Communicate with his/her team leader keeping them up-to-date with progress, issues and developments with their respective area, primary and service accounts
  • Is aware of quality and service issues related with his/her accounts and is driving accountability with the service team to ensure service is taking the lead in driving resolution. If required he/she will raise a red flag with senior service team members for them to take action
  • Bring attention to his/her team leader and senior service team members of any critical service issues that are causing significant dissatisfaction with his/her customers that may hold up final payments or potentially losing the next order
  • Facilitate resolution to issues that may hold up final payment of orders


Qualifications
:

  • Degree in Engineering or Business or equivalent work experience
  • A comprehensive understanding of the Company business and corporate philosophy
  • Very strong business and financial acumen
  • Excellent negotiating and selling abilities
  • Committed to delivering results
  • Ability to think and execute strategically
  • Excellent understanding of injection molding and the customer's end product and market
  • Promote Company products based on their customer needs
  • Strong relationship and interpersonal skills, inspires others to outperform and has the ability to influence others that are not within his/her direct report
  • Displays maturity - gives credit for success and own failures
  • Passion for continuous improvements and driving change as needed
  • Strong understanding of local culture
  • Travel is essential with understanding and open-mindedness to different cultures
  • Excellent knowledge of customer business model
  • Excellent communication and presentation skills


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