Sales Account Manager-Labels

Heidelberg Postpress Deutschland GmbH; Kennesaw (GA); On-site; USD 120,000 - 200,000; Full time

Job summary

Heidelberg USA is seeking a Sales Account Manager, Labels, to grow and maintain relationships with existing and prospective customers on the East Coast. This role focuses on the Gallus label portfolio, including presses, software, and automation, aligning production needs with Heidelberg’s technology and services.

The Sales Account Manager will guide customers through evaluations, ROI analyses, and purchasing decisions, serving as a trusted advisor from prospecting through installation and

Qualifications

• Bachelor's degree in Business, Marketing, Printing Technology, Engineering, or related field preferred.
• 3–5 years of B2B sales experience in printing, label, packaging, converting, or capital equipment.
• Strong communication and relationship-building skills.

Responsibilities

• Identify and qualify prospective label converters and printers in the territory.
• Develop long-term customer relationships and understand production workflows.
• Promote Gallus label solutions and related equipment.
• Conduct needs assessments and ROI analyses to recommend solutions.
• Prepare presentations and proposals for executives and stakeholders.

Skills

Sales experience

Relationship building

Consultative selling

Education

Bachelor's degree in Business or related field

Tools

CRM software

Job description

Who are we: Heidelberg USA is a reliable and highly innovative partner to the printing industry. Our brand has been synonymous with quality and future viability for more than 170 years. This means that we are a company with a long tradition, but at the same time we help define the future trends in our industry thanks to state-of-the-art technologies and innovative business ideas. We are dedicated to our equipment, our technology, our associates, and our customers. Come join the team!

Are you looking for a challenge? That's what we offer!

Job Code: SOOS03

Job Family: Sales Representative: Sales Account Management

Location: East Coast

Compensation: $120K base/ $200K OTE

Job Description

The Heidelberg Sales Account Manager, Labels, is responsible for developing and maintaining strong relationships with existing and prospective customers within an assigned territory covering East Coast. This position specializes in the Gallus portfolio of label printing and converting solutions, including digital and flexographic label presses, workflow software, inspection systems, and related consumables. As a consultative sales professional, the Sales Account Manager works closely with label converters, packaging printers, and brand-focused manufacturing organizations to understand their production requirements, operational challenges, and growth objectives. By leveraging technical knowledge of label manufacturing processes and Heidelberg's label production technologies, the individual develops customized solutions that improve productivity, print quality, automation, and profitability. The Sales Account Manager - Labels serves as a trusted advisor throughout the equipment investment lifecycle, guiding customers through equipment evaluations, workflow assessments, ROI analysis, capital equipment purchasing decisions, installation planning, and long-term partnership development. This role bridges the gap between technical production capabilities and customers' business goals, helping organizations remain competitive in the evolving label and packaging marketplace.

Essential Duties and Responsibilities

• Identify and qualify prospective label converters, packaging printers, commercial printers entering the label market, and other target customers within the assigned territory through networking, prospecting, industry research, trade shows, digital resources and working collaboratively with the Heidelberg/Gallus sales team.
• Develop and maintain strong, long-term customer relationships by understanding label production workflows, business objectives, operational challenges, and future growth plans.
• Promote the Gallus portfolio of label solutions, including digital and flexographic label presses, workflow automation solutions, inspection technologies, and ancillary production equipment.
• Conduct comprehensive needs assessments and production evaluations to recommend equipment, software, and workflow solutions that improve operational efficiency and profitability.
• Serve as a trusted advisor by providing application expertise, market insights, and recommendations tailored to customer-specific label and packaging production requirements.
• Develop and execute territory business plans and strategic account plans targeting key label converters and growth opportunities.
• Achieve or exceed annual sales objectives for label presses, equipment upgrades, software solutions, service agreements, and related product offerings.
• Build and maintain a robust sales pipeline utilizing Heidelberg's CRM platform and sales management processes.
• Prepare and deliver compelling presentations, equipment demonstrations, ROI analyses, and business proposals to executive, operational, and production stakeholders.
• Coordinate resources across sales, product management, applications, service, and executive leadership teams to support complex capital equipment sales opportunities.
• Act as the primary customer contact throughout the sales process, ensuring a seamless experience from prospecting through installation and post-sale follow-up.
• Conduct regular customer visits in accordance with territory coverage plans to maintain market visibility and identify new opportunities.
• Negotiate pricing, terms, and contracts in alignment with company policies and approved discount structures.
• Maintain current knowledge of industry trends, competitive technologies, market developments, and Heidelberg label solutions.
• Provide accurate forecasting, opportunity tracking, and pipeline reporting through Heidelberg's CRM and sales reporting systems.
• Represent Heidelberg at trade shows, customer events, industry conferences, and association meetings related to the label and packaging industry.

Qualifications and Skills

• Bachelor's degree in Business, Marketing, Printing Technology, Engineering, or related field preferred.
• Minimum 3-5 years of business-to-business sales experience, preferably within the printing, label, packaging, converting, or capital equipment industries.
• Experience