Corporate Accounts Manager - Logistics

Veritiv; Springfield (IL); On-site; USD 110,000 - 150,000; Full time

Benefits offered by this job

Healthcare benefits

401k

Paid time off

Tuition reimbursement

Job summary

You will manage relationships at the corporate level, negotiate terms, and guide implementation of new customer agreements, contributing to a high-growth market.

Qualifications

• 10+ years of packaging industry experience.
• Proven prospecting and value creation in sales.
• Strong negotiation skills.
• Indirect leadership and strategic account planning.
• Strong business acumen and analytical abilities.
• Willingness to travel up to 25%.
• Experience with Salesforce.com or CRM preferred.
• Bachelor's Degree preferred.

Responsibilities

• Build a business development pipeline with prospects and customers to ensure revenue growth.
• Maximize sales expansion potential at current accounts and prospects.
• Manage accounts with annual revenues of $20M to $30M.
• Formalize strategic account planning and KPI setting.
• Lead Field Sales Professionals to achieve sales targets at each customer location.
• Collaborate with the field sales organization to meet contract KPIs.
• Own the customer relationship at the corporate level and manage requirements.
• Negotiate favorable terms with customers and vendors.
• Oversee implementation of new customer agreements.
• Conduct corporate location visits to understand pain points and drive value-based selling.
• Evaluate engagements or profit improvement plans.

Skills

Prospecting

Negotiation

Account planning

Travel 25%

Business acumen

Indirect leadership

Education

Bachelor's Degree

Tools

Salesforce

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.

About 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 is an Equal Opportunity/Affirmative Action employer. EEO Policy US | EEO Policy Mexico This description does not attempt to define the job's essential functions as defined by applicable disabilities law.