Strategic Account Manager

Description The Strategic Account Manager (SAM) works with the field sales team and marketing to identify and develop key relationships with target end-users and channel partners . S/he is an integral member of our cross-functional team including regional sales, product marketing, R&D, and packaging engineering to drive our cold chain business forward and support our long-term ambition to become the industry leading provider of sustainable cold chain solutions. This position is responsible for driving results for the entire sales cycle including building and developing senior-level customer contacts, setting the sales strategy and negotiating with the customer for profitable new, cross-sell and expansion business. Success is measured by building a book of business, achieving sales targets, building strong relationships and by demonstrating good leadership skills. Essential Duties & Responsibilities Continuously seeks and qualifies new market opportunities for Ranpak solutions Develops and implements strategic sales plan to secure sales growth maximizing all product lines in the full spectrum of distribution across key customers and selected industrial channel customers Works jointly with field sales team to develop accounts and foster existing relationships Develops and maintains close working relationships with senior management at the national level. National accounts are defined as those accounts that purchase a minimum of $125k annually. Establishes and maintains relationships with key decision-makers within major accounts Eliminates attrition through superior account management and execution · Leads proposal development in collaboration with product marketing to drive sales commitment · Identifies opportunities for organic growth and expansion within key accounts · Demonstrates value of product in use at target end users through product demos and training nationwide · Manages and reports on sales pipeline, forecasting monthly and quarterly revenues · Supports Regional Sales Managers and distribution branches with end user support calls, presentations, and training supplementing business development · Identifies and pursues new business opportunities within NOAM market · Builds and maintains strong relationships with existing customers and prospects, understanding their needs and providing tailored solutions · Educates internal stakeholders on cold chain value position to drive awareness, alignment, and an expanded sales network for lead-generation · Collaborates with cross-functional teams including ops, logistics and customer service to ensure seamless delivery and service performance · Collaborates with packaging engineering and R&D on new product development · Prepares sales forecast and budgets and provides regular updates to senior management · Collaborates with Product Management to develop comprehensive competitive positioning and value pricing plan to maximize profit delivery Qualifications · Bachelor's degree in business, engineering or related field 3+ years of successful sales experience in national account manager position · Planning: forward looking ability and vision to complete strategic 2-4 year business plan · Ability to negotiate profitable contract terms and conditions Strategic selling capabilities with a demonstrated history of quota achievement Demonstrated "hunter" capabilities: track record of landing new business Excellent interpersonal communication skills including presentation skills Ability to access decision makers in corporate environments and "sell" the product on the "shop floor" Strong customer orientation Possesses a solid grasp of sales metrics, KPI's and performance measures Strong professional written and verbal communication and interpersonal skills · Experience in strategic planning and execution · Ability to work effectively in matrix organizations collaborating with varying department leaders · Independent and strategic thinker requiring minimal supervision for decision-making and resolution of business performance obstacles and conflicts · Collaborative team player who "gets things done" Solves practical problems and deals with a variety of variables across complex situations and to interpret a variety of instructions Analyzes and interprets business information, technical procedures, or governmental regulations; communicates clearly and succinctly in a variety of communications mediums and settings; can get messages across that have the desired effect Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully. Looks beyond the obvious and doesn't stop at first answers. Develops alternative solutions Follows instructions, responds to management direction. Takes responsibility for own actions; keeps commitments. Commits to long hours of work when necessary to reach goals. Completes tasks on time or notifies appropriate person with an alternate plan Effectively facilitates open communication and relationships with staff, organizational colleagues, prospects, and customers. Relates well to all kinds of people. Builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably Spends time and the time of others on what's important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom line oriented; steadfastly pushes self and others for results

Created: 2024-11-05