Manage Global and National sales customers and relationships whose customer locations are within a specific geography to DS Smith Roanoke and where the purchasing decisions are made by corporate centralized procurement organization.

Account Manager will develop, maintain and grow a portfolio of accounts by focusing on Global and National prospects/customers that can be serviced by their assigned DS Smith Business Unit that produce items to address their local customer’s packaging needs.

Key Accountabilities:

• Meet or exceed KPI of Revenue.
• Meet or exceed KPI of Volume.
• Meet or exceed KPI of Profit.
• Account plans for all accounts in their portfolio assigned.
• Actions identified and implemented for “hot spot” customers (MOVC <5%) and overall focus on meeting churn requirements.
• Manage customer contacts to drive customer satisfaction improvement.
• Build relationships at all levels of customers organization.
• Hold and manage quarterly business reviews with top accounts.

Job Dimensions

Manage day to day customer relationship and project activities.

Provide accurate sales forecast to SOP process.

Improve the level of sales, profitability and engagement between DSS NAP and customer.

Indirect relationships include local plant customer service, plant leadership, fellow sales team members, etc.

Ad hoc customer or market strategy team on request.

Education & Certifications

• Bachelor’s Degree required.
• 5 years Sales experience in Packaging or related industry required.

Job Specific Technical Requirements

• Identifies business opportunities by identifying prospects and evaluating their position in the industry.
• Researches and analyzes customer gaps and produces viable, DSS specific value-based solutions/offerings.
• Sells solutions by establishing contact and developing relationships with multilevel customer prospects; providing solution offers.
• Maintains relationships with clients by providing support, information, and guidance.
• Focus on increasing profitability by aligning with design and KAM to identify and document churn requirements.
• Identifies improvement opportunities with design or new product introduction by remaining current on industry trends, market activities, competitors and DSS unique capabilities.
• Learns new design innovations both graphic and structural – to be able to sell innovative solutions to customer base.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices.
• Good knowledge of operational costs and financial drivers of both customer and DSS.

Experience, Skills and Behaviors

Commercially oriented, business minded – ability to drive DSS unique capabilities into unique customer solutions. Is able to manage multiple projects/initiatives and collaborate internally to achieve success. Strong selling and results orientation. Analytical and understanding of margin generation on sales, Outstanding communications both written and oral, negotiations and selling ability. Several years of experience developing, maintaining and growing large accounts.

Experience

• 5 years Sales Experience in Packaging and or related industry

Education

• Bachelors or better