Account Manager - AM&B Specialist

Job Responsibilities

• Create competitive advantage as product knowledge expert with accompanied technical aptitude.
• Critical focus on customer retention and new business development in the market.
• Uncover gaps, solve business challenges, and effectively sell a system solution (machine & consumable).
• Establish sales development strategy to identify, qualify and sell to new customers in territory.
• Build relationships and prioritize retention/ growth with channel partners and end users.
• Coordinate product management, production teams and other support resources to maximize customer satisfaction.
• Meet or exceed assigned sales budget (AOP) for consumables and machinery.
• Leverage consultative approach and effectively articulate value proposition.
• Interact with existing customer base in territory. Retain and expand business.
• Prospect new business in the territory by targeting and penetrating end-users, leading the sales cycle, and closing the business.
• Establish effective presentations and deliver compelling sales models to prospective customers.
• Close sales. Initiate and quote new items.
• Establish coordination with operations, customer service, and engineering, new product development to deliver competitive and effective quotes.
• Actively participate in regional business teams to establish overall business strategy for region.
• Establish legitimate sales forecasts within assigned territory to plan for overall sales volume and profit.
• Regularly analyze market position, profitability and competitive impact.
• Track and report on new business or customers from identification to securing sales orders, product delivery and payment.
• Exercise critical thinking and conflict management skills effectively to satisfy customer expectations.
• Manage all administrative duties within region in a timely and accurate fashion.
• Service assigned accounts, supporting A/R, managing T&E, disciplined CRM updates, fulfill quote requests, order submission, etc.

Required Education, Experience & Skills

• Bachelor’s degree in business or related field preferred.
• Minimum of 5 years sales experience.
• Sales and marketing experience in protective packaging or other industrial/distributor product lines.
• Experience managing customer (distributor and end user), broker, and vendor relationships.
• Specific industry experience preferred.
• Ability to frequently travel by plane or company provided car.
• Handling bulky product samples and systems equipment.
• Highly effective communication skills, preparing and presenting compelling sales information.
• Negotiations effectiveness.
• Able to understand and utilize technical and financial data.
• Strong computer skills for effective analysis, presentation and communication.
• Strong demonstration of sales skills and attention to detail.