Strategic Account Manager

Pratt Industries; Atlanta (GA); On-site; USD 110,000 - 170,000; Full time

Job summary

Pratt Industries is seeking a Strategic Accounts Manager (SAM) to lead strategic account plans, build executive relationships, and coordinate cross-functional teams across design, manufacturing, and operations. You will own revenue, retention, and share for key accounts while guiding negotiations and renewals.

This role requires strong business acumen and travel to customer locations and Pratt facilities. The SAM will develop multiyear strategies, monitor market trends, and drive differentiated

Qualifications

• Develop multiyear strategic account plans and growth targets.
• Own revenue, retention, and market share for assigned accounts.
• Lead commercial negotiations, pricing and contracts.
• Build executive relationships across customer organizations.

Responsibilities

• Develop and execute strategic account plans with growth targets.
• Own revenue, retention, and market share for assigned accounts.
• Lead pricing negotiations, contracts, renewals, and RFP responses.
• Build relationships across procurement, operations, sustainability, engineering, marketing, and leadership.
• Coordinate cross-functional teams across design, manufacturing, customer service, finance, logistics, and operations.
• Conduct regular business reviews and communicate performance, opportunities, risks, and actions.
• Maintain accurate forecasts and opportunity pipelines in the CRM.
• Identify and resolve service, quality, supply, and operational issues.
• Travel regularly to customer locations and Pratt facilities.

Skills

Strategic account management

Business development

Negotiation

CRM proficiency

Cross-functional collaboration

Travel willingness

Education

Bachelor's degree in Business or related field

Tools

Salesforce

Microsoft 365

Forecasting tools

Account planning tools

Job description

Join us at Pratt Industries and play a pivotal role in our mission to lead in sustainable packaging solutions. As a Strategic Accounts Manager (SAM), your efforts will directly contribute to our commitment to sustainability and community impact, making you an essential part of our success in revolutionizing the packaging industry with 100% recycled products.

The SAM is responsible for prospecting, retaining, and growing strategic accounts. This role develops multiyear account strategies, builds relationships across customer organizations, identifies new revenue opportunities, and coordinates Pratt Industries' design, manufacturing, operational, and commercial resources to deliver differentiated packaging solutions. Success requires strong business acumen, executive-level relationship management, disciplined opportunity development, and the ability to lead complex initiatives across multiple facilities and functions.

Discover the Core of Our Team

Our team thrives on the synergy of entrepreneurial spirit, growth-oriented leadership, and a collaborative culture. Here, new ideas are welcomed, development is a cornerstone, and working towards common goals signifies progress. It's not just about packaged products; it's about unboxing your best life with a career that supports and evolves with you.

What You'll Give

• Develop and execute strategic account plans, including growth targets, opportunity pipelines, stakeholder maps, and competitive strategies.
• Own revenue, retention, and business share objectives for assigned accounts.
• Lead commercial negotiations, pricing strategies, contract development, renewals, and RFP responses.
• Build relationships across procurement, operations, supply chain, sustainability, engineering, marketing, and executive leadership.
• Coordinate cross-functional teams across design, manufacturing, customer service, finance, logistics, and operations.
• Conduct regular business reviews and communicate performance, opportunities, risks, and corrective actions.
• Maintain accurate forecasts, opportunity pipelines, account activity, and customer information in the company’s CRM.
• Identify and resolve service, quality, supply, and operational issues while protecting long-term customer relationships.
• Monitor market trends, competitive activity, customer strategies, and changing packaging requirements.
• Travel regularly to customer locations, Pratt facilities, trials, business reviews, and industry events.

What You'll Get

• Experience the satisfaction of driving company growth with sustainable solutions
• Benefit from a supportive team culture with growth and mentorship opportunities
• Be part of a professional culture operating with integrity and a commitment to safety
• Receive personal and professional benefits tailored to support your life

Your Role at a Glance

Success in this role comes from leveraging your:

• Five to ten years of complex B2B, national-account, or enterprise sales experience
• Packaging, corrugated, manufacturing, consumer products, retail, or supply-chain experience preferred
• Demonstrated success managing multimillion-dollar accounts and complex sales cycles
• Experience leading RFPs, pricing negotiations, contracts, and executive business reviews
• Strong financial and commercial acumen, including margin and profitability management
• Ability to influence across functions without direct authority
• Proficiency with CRM, Microsoft 365, forecasting, and account-planning tools
• Willingness to travel, with an estimated travel percentage if known
• Valid driver's license and ability to transport samples, if genuinely essential

When you bring your commitment to growth and sustainability into our collaborative culture, we unlock endless opportunities for innovation and excellence.

Ready to Make an Impact?

If you're prepared to shape the future of sustainable packaging with us. Align your career with a company that values your contributions and is committed to your professional journey. Embark on a path that unboxes your best life at Pratt Industries.

Additional Information

Pratt Industries is America's 5thlargest paper and packaging company with more than 8,000 highly skilled employees dedicated to the environment and sustainability. Pratt Industries is one of the largest corrugated packaging companies in America, with sophisticated manufacturing facilities in 26 states. The company operates four of the most modern, cost effective paper mills in the country, as well as a series of sheet and box plants strategically placed throughout the United States offering a wide range of creative packaging solutions. Pratt Industries is committed to recycling and the environment by "harvesting the urban forest".

EEOC Statement

Pratt Industries provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.

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