Account Manager - North TX and OK

SOUTHERN CHAMPION TRAY LLC; Oklahoma City (OK); Remote; USD 90,000 - 130,000; Full time

Job summary

Southern Champion Tray LLC is seeking a results-driven sales professional to manage strategic accounts across the United States. You will lead end-user engagement, conduct product demonstrations, and build strong relationships with operators in restaurant, grocery, c-store, and bakery markets.

You will travel monthly, present at trade shows, and collaborate with distributors and marketing to grow annual sales while meeting budgeting targets.

Qualifications

• Bachelor’s degree in business management or similar professional experience preferred.
• Minimum five (5) years’ sales experience with emphasis on packaging and/or distribution preferred.
• Willingness to travel frequently.
• Excellent relationship-building skills.
• Ability to use data-driven reports and read complex documents in English.

Responsibilities

• Owns full strategic sales and business development for distribution accounts within the United States.
• Travel monthly within territory for tradeshows, sales presentations, and end-user calls.
• Conducts product demonstrations, packaging audits, and sample evaluations for operators and category managers.
• Maintains an active pipeline of end-user targets and coordinates with distributor reps to close new business.
• Resolves escalated customer issues in alignment with company values and drives renewal opportunities.

Skills

Sales experience

Relationship building

Communication

Forecasting

Strategic selling

Education

Bachelor's degree in business

Job description

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.

REMOTE WORK ELIGIBILITY:

This position will function primarily remotely within approved geographic locations, with periodic travel required. Availability for scheduled weekly, monthly, and other company sales meetings, Corporate Accounts Team, Sales Leadership Team, and Chattanooga Leadership Team meetings in person or via Teams or other virtual call software options is expected. Responsible for managing full strategic sales and business development for distribution accounts based within the United States as well as generating demand through targeted end-user engagement. This person will represent Southern Champion Tray stock catalog products, in addition to custom packaging. Primarily responsible for maintaining existing customer relationships and developing new end-user relationships, in an effort to increase annual sales within our current distribution network.

Successfully manages accounts to achieve growth, hit sales targets, and meet overall annual budgeting requirements for territory

Proactively identifies, targets, and calls on key operator end users across restaurant, grocery, convenience store (c-store), and commercial/retail bakery markets to uncover packaging pain points and generate pull-through demand for distributor partners

Conducts on-site product demonstrations, packaging audits, and sample evaluations for restaurant operators, supermarket deli/bakery directors, c-store category managers, and retail bakeries to present functional SCT stock and custom packaging alternatives

Maintains an active pipeline of end-user conversion targets within the restaurant, grocery, c-store, and bakery sectors, coordinating with local distributor sales representatives to seamlessly fulfill and close new operator business

Effectively works with Sales Manager on a daily/weekly basis

Collaborates with customers and marketing teams to drive business

Performs analysis for Quarterly and Annually Business Review Meetings with top customers

Travels monthly within territory to participate in tradeshows, lead sales presentations, and end-user calls

Identifies and develops a portfolio of high-value customers

Cultivates strong customer relationships with key business executives

Learns product line and manufacturing process and stays up to date on that knowledge to emphasize product features to use in problem solving strategies for customers to grow business and relationships

Maintains contacts and projects in Sales Pipeline Tool and WebCenter

Analyzes current and prospective customer accounts for profitability performance

Onboards new customers to help them understand the full scope of company products, programs and services

Participates in customer product Request for Quotes (RFQs) and Requests for Proposals (RFPs) and meets deadlines

Serves as a brand ambassador for existing and new products and develops tailored sales pitches to each customer

Participates in the development and implementation of a strategic business account plan for territory sales that aligns with SCT’s overall business strategy

Plans in advance and coordinates trade show representative(s) in absence of Account Manager or due to conflicting schedules

Participates and leads sales presentations at customer events and industry tradeshows

Utilizes sales reporting tools to assist in development of realistic forecasts for production planning purposes

Collaborates with customers and internal teams to produce customized packaging

Partners with Distributor Sales Reps to train them on our product lines and acquires new business for SCT and our customers, including planning and executing joint end-user sales calls.

Reinforces positive relationships with prospective and existing customers through face-to-face meetings, events, and frequent communications

Remains current with product and industry marketing trends such as sustainable packaging shifts, off-premise dining trends, prepared food growth, and grab - and-go foodservice needs.

Resolves escalated customer issues and complaints regarding sales and service in a way that honors the customer and aligns with SCT’s mission, vision, and core values

Assists with development of contracts and agreements for customers

Seeks resolution and responds promptly to any product, service, and billing related issues

Provides superior service to external and internal customers

Submits weekly sales updates which consist of account activities and weekly expense reports

Maintains company vehicle, if provided, communicates any maintenance needs, and resolves these needs when necessary

Documents assigned tasks as required

Wears safety protection as required by company and/or customer

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

High school diploma or General Education Degree (GED) required, bachelor’s degree in business management or similar professional experience preferred

Minimum five (5) years’ sales experience with emphasis on packaging and/or distribution preferred

Prior experience selling into foodservice, restaurant, grocery, or bakery markets strongly preferred.

Eighteen (18) years of age or older

Willingness to travel frequently by air and land

Sufficient personal financial resources to make travel arrangements, etc. between monthly company reimbursement cycles.

Basic computer/typing skills and proficiency in Microsoft Office software applications (Word, Outlook, Excel and PowerPoint)

Excellent relationship-building skills

Skilled at building rapport, opening doors, and understanding business requirements of customers at all levels from distributor management to independent and multi-unit food service operator decision-makers

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 managing time

Independent thinker/worker with strong initiative to lead/manage multiple projects under minimal supervision

Willingness to travel frequently

LANGUAGE SKILLS

Ability to read, understand, and communicate to others the meaning of complex documents including legal documents, letters, etc. and write legibly in English

Ability to understand, speak clearly, and communicate in English

Bilingual speaking ability a plus

Ability to use formulas to calculate and analyze data

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, regularly required to remain in a stationary position a minimum of 25% of the time, move and regularly operate a computer and other office equipment and properly employ objects, tools and/or controls. Lifting devices must be used or help must be requested for anything over twenty-five (25) pounds.

Ability to frequently travel by land and/or air for extended periods of time with overnight stays.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions and cannot be eliminated or performed by others.