Account Representative

About the role

This position will coordinate all direct sales activities relative to those existing / prospective accounts found within the assigned area of responsibility. It involves making regular contact with existing accounts and prospects, performing discovery, increasing understanding of the customer/prospect business model, learning what would qualify as true value offerings, and bringing those value offerings to the customer/prospect. The primary focus is on increasing profitable sales growth with new and existing accounts to enhance Sonoco’s overall position in all served and potential markets.

Responsibilities

• Prepares and maintains updated account plans for major accounts and prospective accounts found within assigned area of responsibility.
• Provides marketing with input for use in developing strategic plans and develops account plans that are consistent with overall division strategies.
• Implements and coordinates activities relative to each account plan and monitors each plan for effectiveness.
• Provides appropriate personnel with progress reports covering each account plan on a regular basis.
• Establishes and monitors closely a call plan for all customers and prospective customers within assigned area of responsibility and implements changes as required.
• Maintains detailed customer files (share, relative quality, relative price, specifications, contacts, competitor, etc.) on an ongoing basis.
• Maintains up-to-date information with regard to gross margins for all major accounts and makes pricing recommendations as appropriate.
• Establishes and maintains multi-level contacts at all major existing and prospective accounts.
• Communicates all pertinent information involving assigned accounts and prospective accounts to appropriate personnel through reports of calls.
• Sets up and promotes new product and service offerings as well as new uses for existing product lines and potential candidates for acquisition.
• Develops and maintains territory sales funnel for prospective new business.
• Provides immediate supervisor with sales projections for products and customers within assigned area of responsibility for use in developing sales budgets.
• Investigates promptly and accurately customer complaints and coordinates the resolution of these complaints to the complete satisfaction of these accounts.
• Affords assistance to division marketing with trade shows, conventions, and trade association meetings as requested.
• Stays abreast of current selling techniques and makes every effort to constantly improve product knowledge and knowledge of the marketplace.
• Champions new products and services as requested for the region and/or the division.
• Sends expense reports, reports of calls, and itineraries on a weekly basis and all other reports on schedule.
• Promotes company goodwill and maintains proper relationships with customers and prospective customers.
• Protects assets, confidential and restricted information, developments, specifications, materials, legal obligations and other such data in contacts with external parties.
• Complies with all company policies.

Requirements

• A 4-year undergraduate degree or equivalent experience.
• Minimum 3 years of sales experience.
• Proven record of sales prospecting and new business development.
• Proven ability to manage multiple sales development projects through a complex development process.
• Familiarity with the packaging industry, specifically Paper Mill Cores.

Qualifications

• Compensation: This is a progression position, and the level will be based on the candidate's experience and business needs. The annual base salary range for this role is as follows:
  • Account Representative II: $99,360 - $111,780, plus an annual target bonus of 12.5% of base salary.
  • Senior Account Representative: $111,760 - $125,730, plus an annual target bonus of 12.5% of base salary.
  • Account Manager: $124,800 - $140,400, plus an annual target bonus of 12.5% of base salary.
• We are an equal opportunity employer, and we strictly prohibit and do not tolerate discrimination against employees, applicants or any other covered persons because of race, color, religion, national origin or ancestry, sex, pregnancy, sexual orientation, marital status, gender identity or expression, age, disability, genetic information, veteran status, or any legally protected characteristic.

Skills

• Excellent communication skills.
• Strong organizational and time management skills.
• Ability to build and maintain strong relationships with clients.
• Knowledge of the packaging industry, specifically Paper Mill Cores.

Benefits

We offer a comprehensive total rewards package, including competitive pay and benefits. 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 include:

• 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.