Sr. Account Manager, Manchester - Mi/Oh Territory

Where you will work:
Manchester Industries is proud to embrace a remote workforce model for specific positions.  Our Company has proven success with remote and flexible work locations while maintaining a collaborative and supportive work environment.  We use effective communication tools to foster teamwork and collaboration. The work model is remote; however, we are seeking, but prefer candidates that currently live in Detroit, MI or Cleveland, OH areas.

Manchester Industries, a Clearwater Paper Company, has been a leader in the market for over 40-years, specializing in quick-turn, custom solutions for premium paperboard buyers. The goal of Manchester Industries is to provide an exceptional service platform with our staff of committed employees. With vast inventories at Manchester’s 5 strategic locations: Virginia, Pennsylvania, Indiana, Michigan, and Texas, we maintain 14 precision sheeters, 9 guillotine trimmers, 4 carton packing lines, and 2 slitter rewinders within 450,000 combined square feet of manufacturing and warehousing space. 

What you will do:
The Sr Account Manager - MI/OH is responsible for the development and performance of all sales activities related to converting in the paperboard and/or packaging industries for the Michigan and Ohio markets. You will meet established sales and profitability objectives set by management, including managing accounts directly and channeled growth in line with the company vision and values.  The Sr Account Manager - MI/OH will establish business plans and strategies, working closely with sales leadership, to expand the objective of company goals/marketing directives, contributing to the development and delivery of training and educational programs for customers, company sales associates, and customer service representatives. 

Territory Management 

• Develops a business plan and sales strategy for the assigned geographic market that ensures the attainment of company goals and profitability. 
• Territory lead on pricing, working with the Director of Sales and Business Analyst in territorial pricing and specific customer proposals for individual accounts and assists in the major RFP’s within the territory.
• Develops and achieves established sales objectives for personal accounts.  Assist sales representatives in the development and accomplishment of sales objectives.
• Establishes budgets and controls expenses for this position as well as assigned sales representatives. 
• Stays current on all industry product knowledge; keeps customers abreast of changes.
• Acts as the industry-recognized technical expert supporting customers and growth in the market.
• Provides guidance and solutions to marketing and promotional needs within assigned territory.
• Executes regular customer visits to support sales objectives and customer requirements.
• Sells paperboard products and services in assigned territory.
• Drives growth with strategic accounts by studying existing and potential sales. 
• Prospect for new accounts, develop and drive new business development opportunities.
• Submits timely Competitive Information Reports by gathering current information on pricing, products, new products, delivery schedules, and changes within the market. 
• Strengthens involvement in solving problems and improving communication between operations, customer service, and sales.

Product Profitability 

• Monitors customer profitability levels and lead the execution of improvement initiatives.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies. Shares information with territory sales and company.
• Maximizes volume and price opportunities within the territory or segment.
• Manages customer mix and sales mix to maximize short and long-term profitability by delivering objectives as coordinated with the Director of Sales.
• Supports product improvement or new product development efforts led by the Director of Sales.
• Evaluates opportunities to increase utilization of under-utilized production assets.

Operations Support 

• Works closely with sites on all customer and quality activities (i.e. complaints, Market Information Requests, customer visits, and communications).
• Participates in scheduled sales and operational conference calls as needed.
• Works closely with Customer Service Representatives to ensure total customer satisfaction.

Cost Management 

• Exercises responsible spending with regard to travel and entertainment to maintain the budget.
• Utilizes corporate travel to maximize travel expense value.

Key Competencies and Attributes

• Demonstrated ability to lead in a matrixed and highly collaborative environment to influence change and core processes
• Courage to identify, communicate and bring to light opportunities and solutions
• Optimistically looks toward the future for opportunities to innovate and improve
• Personal resilience to lead an organization through continuous process improvements developing and executing iterative plans
• Confidence in dealing with ambiguity; bringing different perspectives to light and rallying others to aligned goals and objectives
• Understands operations and sales decision-making and processes

What you will need:

• Bachelor’s degree in business, Marketing, or other technical fields (required)
• Minimum 5 years of paperboard industry or packaging experience (required)
• Past sales experience in paperboard or related products (preferred)
• Excellent verbal and written communication skills.
• Strong presentation skills
• Strong understanding of quality systems and manufacturing (required)
• Proficiency in Microsoft Word, Excel, and PowerPoint
• Able to act with a high degree of ethical and professional behavior
• Ability to work in both office and manufacturing environments involving high-speed equipment, high noise levels, extreme temperature changes, and mill environments
• Frequent air and car travel 
• Lifting and bending related to travel (carrying suitcases, travel cases, entry and exit of aircraft, buses, taxis, etc.)
• Lifting related to the manufacturing environment (product samples, sheets, cartons, etc.)
• Some mental and visual fatigue from prolonged computer use 

Total Reward Details 

We’re committed to providing an exceptional workplace experience, including a comprehensive total reward package. The base salary range for the position is $89,500 - $134,500 and is also eligible for our Manchester Sales Incentive Plan (SIP). Base pay offered will consider internal equity and may vary depending on the candidate’s job-related knowledge, skills, education, and experience among other factors. Benefits are generally available after 30 days and include medical, dental, vision, life, disability coverage, employee assistance program, and a 401k plan. Starting paid time off includes 3 weeks of vacation days, 4 personal days, and 10 company holidays per full year.

#LI-Remote #Manchester

Clearwater Paper does not offer sponsorship for employment-based visa status (including, but not limited to, H-1B visa status and other employment-based nonimmigrant visas) for this position.  Accordingly, all applicants must be currently authorized to work in the United States on a full-time basis and will not require Clearwater Paper's sponsorship to continue to work legally in the United States.