PLEASE SEE THE COMPANY’S FOLLOWING JOB DESCRIPTION / Qualified Applicants should contact our office ASAP:
JOB DESCRIPTION: Account Executive
Department: Sales and Marketing
Principle Job Function:
Within the assigned territory of customers and prospects, establish and solidify business relationships, ensuring an environment is created to effectively promote the value of the organization. Deploy resourcefulness to identify new prospects within territory. Grow profitable sales revenues to existing and new customers. The principle responsibility of every employee is to aid in the production of superior quality products.
This position reports to the Director of Sales and assists in the achievement of the organization vision: Grow to become a billion dollar company, achieving double-digit EBITDA, securing our brand equity as a preeminent packaging and supply chain solutions company.
Principle Responsibilities/Essential Job Functions:
Develop a territory strategy – roadmaps by which to grow the profitable sales within the candidate’s reach.
Develop account strategic plans for all key and top accounts. Plans to comprehensively address key contacts, customer trends, SWOT, goals and 90 day tactical tasks.
Prepare weekly plans, carefully allocating sufficient time to visit customers and to interact effectively with internal resources.
Forge reliable relationships with all customers within territory, being cognizant of prioritization based on size, growth potential, and timing of opportunities.
Be the primary voice of the organization to the customer, effectively representing total value and facilitating peer-to-peer dialogue between customer and organization to solidify sales wins.
Uncover applications and opportunities within the organizations wheelhouse, translating customer wants/needs into coherent proposal requests (via the RFQ Form) for the Solutions Group.
At a territory-strategic level, nurture an opportunity pipeline that refreshes the organization with meaningful sales, as older applications erode or mature.
Demonstrate negotiation skills to compel customers to award business at the highest value to price ratio possible. In other words, demonstrate closing skills.
While maintaining discipline and focus on the organization’s target market verticals and core competencies, stay connected to the general marketplace to identify new and promising prospective customers.
Manage territory with attention to detail, ensuring all data collection vehicles (such as Salesforce.com) are kept current, particular to aid one’s success.
As requested by Finance, assist AR with customer collections issues that require relationship or negotiation finesse.
Diligently manage costs as assigned by territory budget, including travel, lodging, entertainment, mobile phone, and office supply expenses.
Support Sales and Marketing leadership in strategic planning exercises, including product/service development, product/service positioning and pricing, market research, competitive intel, etc.
Support Sales and Marketing leadership with participation in marketing events such as tradeshows, journal article interviews, conferences, and customer entertainment.
Other duties as assigned.
4 year degree or equivalent combination of experience and education.
8+ years experience in sales/marketing roles.
3+ years experience at selling in packaging or its related supply chain.
Acceptance of business travel, 50% of time.
Live the values of the organization, most specifically the need for alignment.
A successful history of developing sales strategies, tactics, techniques, and performance metrics based on the feedback of the customer and market environment.
Measurable success at developing relationships with C, E and D level leaders at key strategic customers, particularly within the procurement, packaging engineering and brand management disciplines.
Excellent negotiation and sales skills – a proven history of both opening and closing sales.
Customer-focused mentality, while simultaneously maintaining commitment to strategy and structure of the organization.
Ability to forge alliances between the customer and the organization, leveraging peer-to-peer dialogue and cross-functional, cross-organization teams.
Exceptional verbal, written and presentation communication skills.
Advanced computer program skills, both stand-alone and web-based.
Able to work under pressure, short-term deadlines, and demonstrate flexibility and adaptability.
Ability to read, write, and understand English.
Ability to take initiative, maintain confidentiality, meet deadlines, and work in a team environment essential.
PC-based computing experience (Word, Excel, PowerPoint, Axcess). ERP experience preferred.