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SalaryPosition Title: Account Manager
Reporting into Title: Vice President Business Development
Business and Department: VPC Sales
Position Purpose/Summary: As an Account Manager you will own all aspects of the business relationship between assigned accounts and all VPC entities. You will spend extensive time working to protect the base business and relationships, while continually expanding your stakeholder network throughout the chain of command at all assigned accounts; leading to growth opportunities for the many synergistic offerings of VPC. Additionally, you will seek growth opportunities with new customers in support of VPC’s strategic growth plan and manage them with an emphasis on a high level of service and customer satisfaction
Direct Reports
None
Position Responsibilities-Tasks-Deliverables
An individual must be able to satisfactorily perform each essential duty listed below. The requirements listed are representative of the knowledge, skills, and/or abilities required. Reasonable accommodation may be made to enable individuals with disabilities to perform these essential functions.
- Develop and execute sales plans that include specific targets, strategies, and tactics.
- Manage a portfolio of accounts to achieve long-term customer satisfaction.
- Identify new sales opportunities.
- Establish and maintains strong relationships with customers; infiltrates influencing decision makers at the highest level.
- Foster customer relationships that provide insight and a landscape advantage through cradle to grave relationships.
- Creates and delivers presentations to share capabilities and address business issues.
- Cross sell; provide recommendations to leverage total vertical integration and additional services appropriate for their needs
- Collaborate with internals team to coordinates new packaging ideas, foster innovation, and present solutions to existing and potential customers
- Consistently leverage CRM tools and keep CRM updated with current customer information, opportunities, and details.
- Develop sales proposals
- Respond to general inquiries from customers, connecting them with other internal teams to address any issues that may arise.
- Achieve revenue and profit targets for their assigned area.
- Monitor and regularly report on applicable sales metrics.
- Along with the Sales Leadership, establishes goals for customer penetration to ensure growth with core services.
- Develop and maintains benchmarking tools.
- Continuously evluate the competitive environment and markets; leverage market knowledge to focus on growing products and introduce new ones.
- Ownership of comprehensive market research aligned with the strategic growth priorities, to recognize the market niche and growth opportunities.
- Maintain a continuing evaluation of project reports for each of the projects that the Account Manager will own.
- Apply innovation strategies.
- Demonstrate personal effectiveness and leadership that creates a culture of high performance.
- Cultivate an environment consistent with the Company values and culture.
- Takes ownership of programs having Long Range Planning periods.
- Work with developing Adjacent Programs and pricing (with Operations) that have been successfully launched with other accounts.
- Travel to new prospects and meets with customers to grow relationships and builds trust.
- Generate visit/trip reports, sales reports, lead lists, forecasts, expense reports, and other reports.
- Other tasks and duties as assigned
Key Performance Indicators (KPIs)
- Account retention
- Cross selling
- Relationship expansion increase in stakeholders
- Growth Existing Account
- New business
Knowledge-Skills-Abilities
Education:
- B.A. /B.S. in a related topic or equivalent experience; Master’s Degree a plus. Equivalent progressive work experience accepted instead of formal education.
Experience
- 5-7 years previous sales and/or account management experience; preferably in contract packaging, consumer goods marketplace, or similar industry.
- Strong coordination and relationship management skills
- A driven and self-motivated approach to achieving your individual and company level objectives
- Ability to develop budgets and product forecast to a business plan with the long range plan and annual plan measurables.
- Proven ability to deal with changes in the business or its environment.
- An inner drive to comprehend, communicate and exceed established goals.
- Proven ability to generate respect and confidence from staff and external customers/contacts, including the ability to work cohesively with colleagues and staff to create a result and team oriented environment.
- Proven ability to focus and prioritize tasks and goals.
Technology/Software:
- Excellent personal computer skills in Microsoft Excel, Word and PowerPoint.
Communication:
- Excellent relationship building, communication, and presentation skills with ability and willingness to work with others.
Physical Capabilities
Strength (lifting, dexterity, repetitive motion): Able to use a computer for various time lengths.
Movement (standing, stopping, sitting, crouching, crawling): normal ambulatory activity with various time lengths to move about as needed.
Hearing (loud noise tolerance, quiet work area, public speaking, receive work direction): normal sound level accustomed in a desk-space work environment. Occasional loud noise when visiting production facilities.
Vision (judge distance, read signs, extended computer work, identify details): able to see or accommodate sight for computer use or to witness production activities.
MISCELLANEOUS
Travel: Open to travel; primarily domestic.
Vehicle (own): able to commute or travel as required for the job
Tools (own): NA
Technology (own): NA
