Job description
Responsible for managing and growing strategic existing business, meeting/exceeding customer expectations, and drive customer satisfaction and company revenue and EBIT objectives. Requires the ability to lead and work with a team on projects with a high degree of complexity. Success or failure in the role will impact company profitability.
- Develop and prepare strategic account plans including input into CRM system
- Further develop value proposition for existing business to increase sales and profitability
- Engage in consultative, solution-based sales conversations within existing customers to gain new contacts to win new business
- Utilize sales tools consistent with the Managed Packaging company value proposition
- Attend industry conferences and seminars (knowledge-based events) where existing clients participate and where thought leadership is front and center
- Prepare and present at industry events as required
- Enter and monitor all new pipeline activity with existing clients into the CRM system
- Build outstanding relationships with key customer contacts and cultivate relationships across both organizations globally (relationship and influence mapping)
- Analyze customer requirements and develop solutions matched to customer needs to expand services and products globally
- Schedule and report on key performance indicators in combination with quarterly business reviews with key customer contacts
- Prepare and disseminate forecasts, budgets, and related account financial information in order to understand, maintain, and improve profitability
- All communication plans and processes documented and uploaded into Salesforce/CRM reporting tool
- Facilitate and develop improvement projects to ensure optimal customer delivery for all global locations and assist in implementing projects effectively to ensure customer satisfaction
- Work collaboratively and in cooperation with a global team of project managers, designers, finance, and operational staff to get work done efficiently as well as to present a unified the Company image to customers
- Coordinate with operational staff and ensure all production is according to customer requirements for all sites – delete)
- Participate in various industry events and conferences – delete
- Upon implementation of new business and prior to steady state of mass production implementation work closely with
- International Sales Manager/Executive and core team for that account to successfully transition to existing business status
- Maintain and update knowledge on relevant new technology and participate in various professional meetings
- Domestic and International travel for customer and internal sites as required
Qualifications
- -Bachelor’s degree or equivalent work experience.
- -Knowledge of packaging solution sales, account management, project management, and supply chain management
- -Prior professional experience in a Global company
- -SalesForce, Microsoft
- -Strong negotiation and interpersonal skills
- -Minimum 10 years of solution-based sales/account management experience
- -Minimum of 10 years of professional experience in one or more of the following areas:
- -Printing processes and/or converting plant operations
- -Packaging line operations and cost drivers
- -Global supply chains including inventory management, fulfillment, and distribution
Personal qualities
- -Proven ability to sell packaging solutions to C-suite level executives
- -Innate desire to sell value-added service
- -Natural affinity for and curiosity about retail and transport packaging design
- -Demonstrated ability to work effectively in a multi-cultural environment
- -Proven negotiation and assertive communication skills
- -Ability to remain calm and professional during times of stress
- -Proven resilience (i.e. ability to be told “no” multiple times and to recover quickly)
- -Ability to manage multiple competing deadlines
- -Intermediate math skills (algebra/medium level statistics)
- -Professional experience with CRM
- -Proven ethical business practices
Contact
For more information please contact Kay Kersey, HR Manager at kay.kersey@billerud.com
