What are the responsibilities and job description for the Senior Account Manager - SE Region position at Case Paper Co Inc?
Case Paper is one of the largest paper and paperboard distributors in the United States and operates in regions across the country. Our products are used in things we see in everyday life, from greeting cards, brochures, and menus for your favorite restaurant to the cartons holding food, pharmaceuticals, and personal care items.
The assigned territory for this sales professional will include: Florida, Georgia, South and North Carolinas, Tennessee. The right person for this role will live within the territory. The role is remote.
Position Overview:
The Commercial Sales Representative is responsible for driving sales growth and managing high-value client relationships across a designated territory. As a senior member of the sales team, this role entails developing strategic business plans, guiding complex negotiations, and serving as a trusted advisor to customers. The Commercial Sales Rep must have a deep understanding of the paper industry and possess the skills necessary to secure long-term partnerships with key clients.
Growth enhanced performance is the name of the game and to do this we want to all be rowing in the same direction. Our sales structure consists of territories made up of regional reps and their customers, serviced by one or more of our manufacturing facilities. Our sales professionals are responsible for driving sales revenue and growth across their respective area. Business and relationships may expand beyond the simple boundaries, and we strive to allocate the right person to the right seat. In being consistent with our core value, Teamwork, Case reps work together to promote a unified message and commitment to our Sales Process. Our three uniques are a driving force- Responsive, Reliable, and Resourceful, as well as our customer guarantee- “You’re gonna love us (or “like” if commitment isn’t your thing).
Now for the answer to the question- what are my responsibilities?
Customer Management:
- Direct sales to printers, packaging companies, and end users
- Manages customer focused interactions and expectations: building strong relationships, promoting Case capabilities, introducing new products, providing pricing guidance, first point of contact for technical and/or quality questions, and offering solutions for new/on-going opportunities
- Responsible for strategic planning within assigned customer base, being aligned with company core objectives
- Identify new opportunities, end-users, and potential customers to further expand Case’s portfolio of business
- Present company and/or product presentations to customer contacts, including estimators, purchasing and production departments, sales representatives, executives, and owners
- Engage with customers during in-person visits and the utilization of virtual meetings.
- Collaborates with territory management and sales staff for alignment and targeted efforts
Other Responsibilities:
- Communicate effectively with sales management, inside sales representatives, marketing, and credit department
- Provides team members with details regarding customer specific strategy, competition, pricing guidance, and service goals. Details about the “how”
- Provide details and forecasts for customer specific inventory needs
- Assist finance team with budgetary process and forecasting for assigned territory
- Assist credit department in managing terms, credit limits, and payment issues
- Utilize CRM as directed by management, maintaining account contacts and business information
- Utilize available tools to follow-up on quotes and orders, looking for accuracy and trends
- Complete sales activities and goals as assigned
- Ensure correct maintenance of customer file information within AS400 as related to shipping and production specifications of customers
- Follow company guidelines in resolving customer claims
- Increase market knowledge through participation in educational seminars, attending organization events, and making connections through industry groups
- Attend sales meetings and pertinent corporate functions
- Be professional both internally and externally, consistent with company core values
Qualifications:
- Bachelor’s degree in Business, Sales, Marketing, or a related field (or equivalent experience).
- 7 years of experience in outside sales, with at least 2-3 years in a senior sales or account management role, preferably within the paper industry.
- Demonstrated ability to manage large accounts and close high-value sales deals.
- Strong knowledge of paper products, industry trends, and customer demands.
- Proven track record of exceeding sales targets and growing market share.
- Excellent communication, negotiation, and interpersonal skills.
- Proficiency in CRM software, sales analysis tools, and Microsoft Office Suite.
- Ability to travel extensively within the assigned territory.
Skills:
- Strategic planning and business development.
- Advanced negotiation and contract management.
- Leadership and mentorship abilities.
- Strong analytical and problem-solving skills.
- Ability to build and maintain executive-level relationships.
- Adaptability and resilience in a fast-paced, competitive sales environment.
Preferred:
- Experience working with large enterprise clients or national accounts.
- Knowledge of sustainable paper products and environmentally friendly solutions.
- Familiarity with global supply chain and logistics management.
It is the policy of Case Paper to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race; color; religion or creed; physical and mental disability; sex, including pregnancy (including childbirth, lactation, and related medical conditions); sexual orientation; gender; gender expression, including transgender; national origin; ancestry; marital status, including domestic partnership; veteran status; age; ancestry; genetic information; and military and veteran status, or any other classification protected by applicable local, state, or federal laws. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local law.
Case Paper is committed to working with and providing reasonable accommodation to applicants with physical and mental disabilities. Case Paper is a drug-free workplace.
