What are the responsibilities and job description for the Account Manager position at Sonoco?
From a small family business to a multi-billion-dollar global company, Sonoco has been changing the face of products and packaging since 1899 — all while keeping the heart of “People Build Businesses” alive.
Our talented people are at the core of our growth, constantly reinventing the Sonoco wheel with brilliant solutions every year. Today we are a world leader in global packaging solutions with diversified operations in over 34 countries. We're extremely proud of our portfolio of brands, our achievements in sustainability and industrialization and the groundbreaking work accomplished by our people.
The Account Manager is a senior individual contributor responsible for driving market-informed commercial strategy and managing key customer relationships. This role combines market and business analytics, product and pricing support, and strategic account management to support sustainable growth. The position partners closely with Sales, Marketing, Operations, and Finance and influences decisions through insight, expertise, and data rather than formal authority.
What You'll Be Doing
Sales & Marketing Strategy
The annual base salary range for this role is from $124,800 to $140,400, plus an annual target bonus of 12.5% of base salary.
At Sonoco Products Company, we offer a comprehensive total rewards package, including competitive pay and benefits. *Benefits listed below are for employees located in the U.S. Specific benefits and wellbeing programs may vary depending on your location (within the U.S. or global), or if you are a union employee.
Benefits
Our talented people are at the core of our growth, constantly reinventing the Sonoco wheel with brilliant solutions every year. Today we are a world leader in global packaging solutions with diversified operations in over 34 countries. We're extremely proud of our portfolio of brands, our achievements in sustainability and industrialization and the groundbreaking work accomplished by our people.
The Account Manager is a senior individual contributor responsible for driving market-informed commercial strategy and managing key customer relationships. This role combines market and business analytics, product and pricing support, and strategic account management to support sustainable growth. The position partners closely with Sales, Marketing, Operations, and Finance and influences decisions through insight, expertise, and data rather than formal authority.
What You'll Be Doing
Sales & Marketing Strategy
- Develop and execute comprehensive sales & marketing plans, strengthen product positioning, increase brand awareness, and drive customer engagement with key accounts and prospects.
- Identify growth opportunities and competitive advantages using data-driven market and customer analysis.
- Support go-to-market decisions by defining where to compete and how to win.
- Identify and document customer markets, ideal customer profiles (ICPs), and buyer roles and behaviors.
- Analyze market trends, competitive landscapes, and customer needs to inform commercial strategy.
- Identify and prioritize relevant trade shows, industry events, and trade associations by target market.
- Align product capabilities with market requirements and operational capabilities.
- Support pricing strategy with financial, market, and competitive analysis.
- Support training of sales and marketing teams as needed.
- Develop, maintain, and execute account plans for major existing and prospective accounts within the assigned territory or portfolio.
- Establish and maintain multi-level relationships within customer organizations.
- Conduct regular in-person customer visits to strengthen relationships and identify growth opportunities.
- Monitor customer activity, market conditions, and business trends impacting volume and profitability.
- Maintain accurate opportunity pipelines and prospect reports with strong data quality.
- Support large, complex, or strategic customer proposals by providing analytical, financial, and competitive input.
- Improve win probability through structured proposal support and insight.
- Leverage advanced Excel and analytical tools to evaluate sales performance, contribution margins, product mix, and growth opportunities.
- Provide input to annual budgets, quarterly forecasts, and monthly sales outlooks using customer forecasts, historical trends, and open orders.
- Translate analysis into clear, actionable insights for commercial and operational leadership.
- Collaborate effectively with Sales, Marketing, Operations, Finance, and Customer Service teams.
- Support accounts receivable activities with past-due customers.
- Champion new products, services, and strategic initiatives as requested.
- Protect company assets, confidential information, and intellectual property.
- Comply with all company policies, procedures, and administrative requirements.
- Positively contribute to organizational culture
- Strategic thinking and market insight
- Financial and business analysis
- Customer and account management
- Data-driven decision making
- Cross-functional collaboration
- Executive-level communication
- 8 years of experience in sales, account management, commercial strategy, or business analytics in a B2B environment.
- Strong analytical and financial acumen; advanced Excel skills required.
- Demonstrated experience developing account plans, market strategies, and customer proposals.
- Proven ability to influence cross-functional teams through data, insight, and expertise.
- Excellent communication, presentation, and relationship-building skills.
- Ability to manage multiple priorities in a fast-paced, matrixed organization.
- Education preferred: Bachelors degree
The annual base salary range for this role is from $124,800 to $140,400, plus an annual target bonus of 12.5% of base salary.
At Sonoco Products Company, we offer a comprehensive total rewards package, including competitive pay and benefits. *Benefits listed below are for employees located in the U.S. Specific benefits and wellbeing programs may vary depending on your location (within the U.S. or global), or if you are a union employee.
Benefits
- Medical, dental, and vision coverage for you and your dependents, including FSA and HSA options
- 401(k) retirement plan with company match
- Wellbeing tools and resources to support holistic health, including an Employee Assistance Program with a variety of services
- Paid time off and holidays to recreate, rejuvenate and care for the health of yourself and family
- Variety of company paid and voluntary employee-paid insurance plans including life, personal accident, and disability insurance
- Tuition reimbursement
Salary : $124,800 - $140,400