Account Manager

Southern Champion Tray; New York (NY); On-site; USD 90,000 - 130,000; Full time

Job summary

Southern Champion Tray, a leader in sustainable packaging, seeks a results-driven B2B Account Manager to drive new business development and expand a regional portfolio across the United States.

You will engage with customer brands, marketing teams and agencies, delivering custom packaging solutions while collaborating with internal design, service and graphics teams. Travel up to 30% for meetings and tradeshows is expected.

Qualifications

• Bachelor’s degree in business or related field, or equivalent experience.
• 5+ years B2B sales experience in a new business development role (hunter).
• Strong prospecting, follow-up, closing and consultative selling skills.
• Experience selling in the retail packaging industry preferred.
• Willingness to travel up to 30%.
• Excellent communication and presentation skills.

Responsibilities

• Develop and execute a strategic plan for new business development that aligns with SCT’s overall business strategy; seek strategic and creative solutions to grow business.
• Identify, pursue and develop new accounts while expanding the existing customer base.
• Build and manage an extensive sales pipeline from lead generation through onboarding of new business.
• Understand customers' goals, explicit needs and challenges to deliver relevant, valuable packaging solutions.
• Establish relationships with Customer Brands, Marketing teams and Creative agencies to build packaging using digital print solutions.
• Develop and lead sales presentations at customer events, trade shows, and during calls to feature SCT’s packaging.
• Utilize sales reporting tools to assist in forecasting for production planning; use customer management software to identify prospects and report activity.
• Stay informed on industry trends in digital print solutions and retail packaging innovations.
• Collaborate with internal teams to deliver great packaging and distinctive service.
• Actively participate in on-site events to showcase digital technology solutions and industry trade-shows.

Job description

All jobs at Southern Champion Tray (SCT) require Team members to act in accordance with the shared Core Values and Operating principles of the company as they perform specific job functions. These include:

• Trustworthy – We strive for our actions to match our words in all our relationships.
• Servant–Hearted – We enable and empower our team to serve the needs of customers, Team members, suppliers and the community.
• Relational – We aim to build healthy relationships while fostering an environment that promotes compassion, balance, and personal and professional growth.
• Resourceful – We value strategic insourcing, first looking to create solutions internally, and then looking to apply that knowledge to future opportunities.

SUMMARY:

B2B sales representative driving sales growth and providing customers with sustainable, custom solutions for retail-based paperboard packaging products. Account Manager is focused on new business development with territory expanding throughout the U.S. Responsible for increased market share through new account development and growth within a current portfolio of accounts. A strong focus will be on identifying new business accounts utilizing both conventional and digital technology to provide retail, consumer packaging solutions for customers representing multiple brands across a variety of industries. SCT Account Managers are Customer Champions and actively stay connected to current trends and innovation within the retail packaging industry and engage with creative teams and marketing agencies to develop custom solutions while upholding the values and reputation SCT has built over the past century.

RESPONSIBILITIES:

• Actively participates in the development and execution of a strategic plan for new business development that aligns with SCT’s overall business strategy; assertively seeks strategic and creative solutions to grow business within the retail consumer goods market
• Identifies, pursues and develops new accounts while uncovering and securing opportunities within existing customer base
• Builds and manages an extensive sales pipeline from lead generation through on-boarding of new business
• Seeks to understand customers' specific business goals, their explicit needs and the unique challenges they face in order to deliver relevant and valuable solutions
• Establishes relationships with Customer Brands, Marketing teams and Creative agencies to build their product packaging using digital print solutions.
• Develops, customizes and leads sales presentations at customer events, industry tradeshows and during sales calls to feature SCT’s packaging solutions and services
• Utilizes sales reporting tools to assist in development of realistic forecasts for production planning purposes; consistently utilizes sales prospecting and customer management software to identify prospects and manage and report activity
• Engages in relevant and current industry trends and innovations including customized digital print solutions and trends, as well as industry developments in the production of retail packaging
• Develops and cultivates strong relationships both internally and externally in a way that inspires trust and values people
• Collaborates with internal partners such as Structural Design, Customer Service and Graphics to deliver great packaging and distinctive service
• Actively participates in events on‑site to showcase digital technology solutions; participates in various industry trade‑shows throughout U.S.
• Serves as an SCT brand ambassador representing the strong values and reputation of Southern Champion Tray

QUALIFICATIONS:

EDUCATION and/or EXPERIENCE:

• Bachelor’s degree in business management or a related field; or experience considered in lieu of degree
• Minimum of 5 + years B2B sales experience in a new business development role (hunter) with a demonstrated track record in new business development
• Strong prospecting, follow-up, closing and consultative selling skills, with the ability to effectively communicate and sell value
• Sales experience within the retail packaging industry is required; folding carton paperboard packaging is strongly preferred.
• Willingness to travel (up to 30%) including customer visits and SCT facilities.
• Strong relationship building skills, ability to build rapport, identify and uncover opportunities, and understand business requirements of customers at all levels.
• Strong analytical skills/logical reasoning ability, ability to use data‑driven reports to facilitate sales growth, provide forecasts to production planning teams, etc.
• Ability to prioritize, organize and multitask well, paying close attention to detail and effectively manage time
• Independent thinker/worker with strong initiative to lead/manage multiple projects under minimal supervision
• Excellent public speaking and presentation skills. Proficient in MS Office applications – Word, Outlook, Excel software