Corporate Accounts Manager - Logistics

Veritiv Corp; Illinois; On-site; USD 110,000 - 150,000; Full time

Benefits offered by this job

Healthcare benefits

401k

Annual profit-sharing

Tuition reimbursement

Job summary

Veritiv is seeking a Corporate Account Manager to lead business development and manage the customer relationship for major accounts in the logistics sector.

You will build pipelines, expand revenue, collaborate with Field Sales, and guide strategic account planning, KPI setting, and contract negotiations. Travel up to 25% and a base salary of $110-150k plus bonus.

Qualifications

• 10+ years of related experience in Packaging industry.
• Proven prospecting/value creation/selling experience.
• Negotiation skills.
• Indirect leadership and strategic account planning.
• Strong business acumen & analysis.
• Growth mindset.
• Ability to travel up to 25%.
• Experience with Salesforce.com or other CRM is preferred.

Responsibilities

• Build a business development pipeline by engaging with key prospects and current customers to ensure revenue growth.
• Maximize sales expansion potential at current accounts and prospects.
• Management of account(s) or account portfolios with annual revenues of $20M to $30M.
• Formalize strategic account planning and KPI setting.
• Indirectly lead Field Sales Professionals to achieve desired sales at each customer location against a growth plan.
• Collaborate with the field sales organization to ensure KPIs are met at each Corporate Account location.
• Lead direct customer communication, including business reviews, financial analysis, and reporting.
• Own the customer relationship at the corporate level and understand all requirements.
• Negotiate with customers and vendors to establish favorable contract terms.
• Oversee implementation activities of new customer agreements.
• Conduct Corporate Account location visits to understand pain points and formulate value-based selling.
• Evaluate, analyze and implement profitable engagements or profit improvement plans.
• Perform other related duties as needed.

Skills

Prospecting

Value creation

Negotiation

Strategic planning

Cross-functional leadership

Business acumen

CRM (Salesforce)

Education

Bachelor's Degree

Tools

Salesforce.com

Job description

Job Purpose: Our Corporate Account Manager will be a leader in our sales organization responsible for prospecting and delivering the acquisition of new Corporate Account customers in the Logistics sector. This role manages the overall Customer Relationship Management including growing and managing sales and profit of new and existing Corporate Accounts. Corporate Account Managers work and lead cross-functionally to exceed customer expectations while delivering profitable growth.

Job Responsibilities:

• Build a business development pipeline by engaging with key prospects and current customers to ensure revenue growth.
• Maximize sales expansion potential at current accounts and prospects.
• Management of account(s) or account portfolios with annual revenues of $20M to $30M.
• Formalize strategic account planning and Key Performance Indicator (KPI) setting.
• Indirectly lead Field Sales Professionals to achieve desired sales at each customer location against a strategic growth plan.
• Collaborate with the field sales organization to ensure KPIs outlined in the contract are met at each Corporate Account location.
• Lead direct customer communication, including but not limited to, business reviews, financial analysis, and reporting.
• Own the customer relationship at the corporate level and understand all requirements (including but not limited to technical and delivery).
• Negotiate with customers and vendors to establish and maintain favorable contract terms and conditions.
• Oversee overall implementation activities of new customer agreements.
• Conduct Corporate Account location visits as needed to understand customer pain points and help formulate a value-based selling approach to present to the customer's corporate leadership.
• Evaluate, analyze and implement profitable engagements or profit improvement plans.
• Perform other related duties as needed.

Additional Responsibilities & Qualifications:

• 10+ years of related experience in Packaging industry.
• Proven prospecting/value creation/selling experience.
• Negotiation skills.
• Indirect leadership and strategic account planning.
• Strong business acumen & analysis.
• Growth mindset.
• Ability to travel up to 25% (+/-).
• $110-150k base salary + bonus

Work Experience:

• 10-15 years of related job experience.
• Ability to manage multiple projects, work under pressure, and adapt to sudden changes in the work environment.
• Ability to work quickly and efficiently.
• Basic experience of simple office/operational systems.
• Excellent verbal, written, people, and diplomacy skills are required.
• Experienced practitioner able to work unsupervised.
• Experience of interpreting strategy and policy in order to set and deliver objectives.
• Experience of planning, managing and organizing resources within short/medium timescales within the overall policy framework.
• Experience with Salesforce.com or other CRM is preferred.
• Strong customer service skills (friendly, courteous and helpful).
• Strong planning and organization skills are required.

Education:

• Bachelor's Degree Preferred

Physical Requirements:

• A significant portion of the job responsibilities will require computer work that involves the continuous use of the fingers, hands, wrists, and sitting for long periods of time.
• The position also requires frequent lifting and/or moving up to 10 pounds.
• The position requires work in an office as well as travel to customers, suppliers, group meetings, etc.

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of employees assigned to this job, and duties may change from time to time depending on our business needs.

What We Offer

• Engaging and inclusive culture with employee-led Employee Resource Groups, Veritiv Cultural Alliance, recognition platform, etc.
• Extensive training opportunities, professional development programs, career pathing, and mentorship opportunities.
• Collaborative atmosphere with our customers and suppliers to create healthier, safer and more sustainable communities through our responsible operations and innovative solutions.
• Healthcare benefits (including medical, dental, vision, and health savings account), life, AD&D, and disability insurance, 401k, paid time off, tuition reimbursement, employee assistance program, and other fringe benefits.
• Annual Profit-Sharing Program and much more! Learn more here.

Veritiv Together with its subsidiaries, Veritiv is the leading full-service provider of packaging solutions.

Veritiv also provides JanSan, hygiene, print and publishing products and services.

Veritiv serves customers in a wide range of industries, through team members around the world helping shape the success of its customers.

For more information, visit www.veritiv.com and connect with the Company on LinkedIn.

Veritiv Corporation, headquartered in Atlanta, Veritiv is a leading provider of design-to-delivery packaging, print, and facility solutions.

With a diverse team and global reach, we’re helping businesses cut costs, reduce waste, and improve efficiencies that make doing business easier.

For more information, visit www.veritiv.com and connect with the Company on LinkedIn.