Account Executive - Central Great Plains Regional Territory

About the role

The Account Executive - Central Great Plains Regional Territory owns the full sales cycle within a demanding and competitive market, driving top line growth and deepening market penetration for Buckeye Corrugated. This individual is responsible for generating new business and meeting or exceeding assigned sales goals through a consultative and value-based approach. They will master and leverage the full suite of BCI enterprise resources to solve complex customer challenges and build strategic, long-term partnerships. The role requires a high standard of ethical conduct and adherence to safety rules, company policies, and procedures in every interaction. Success is defined by the ability to identify opportunities, manage a targeted portfolio of accounts, and execute plans that deliver sustainable profitability. The Executive will act as a trusted advisor, translating customer needs into tailored packaging solutions that reinforce BCI's market position. This position demands discipline, resilience, and a proactive mindset to navigate evolving market dynamics and customer expectations. Ultimately, the role is pivotal in expanding account penetration and ensuring the territory achieves its full revenue potential.

Key facts

What you'll do

Develop and execute a strategic sales plan for the Central Great Plains territory to achieve and surpass assigned sales targets.

Generate new business by identifying, qualifying, and converting prospects into long-term BCI customers.

Build and maintain deep, consultative relationships with key decision-makers across a diverse portfolio of accounts.

Analyze customer requirements to define, quote, and price custom corrugated packaging solutions that align with BCI capabilities.

Utilize BCI project management and customer engagement software, including PORT and ZOHO, to track opportunities, manage pipelines, and report activity.

Prepare and submit accurate sales contracts and orders to ensure timely fulfillment and customer satisfaction.

Conduct regular customer visits to assess needs, resolve issues, and identify opportunities for additional products and services.

Perform detailed packaging audits in collaboration with the BCI Design Team to create innovative, value-added solutions for customers.

Compile, analyze, and interpret sales data and prospective customer information to develop and refine territory prospect lists.

Make consistent outbound sales calls and deliver compelling presentations to current and prospective customers at all levels.

Maintain precise, up-to-date customer records and manage key contacts to support account growth and retention.

Answer customer inquiries regarding credit terms, product specifications, pricing, and inventory availability with accuracy and professionalism.

Coordinate with internal stakeholders to support trade show participation, promotional activities, and strategic account initiatives.

Travel regularly to BCI plants, customer facilities, and industry trade shows to strengthen relationships and support business development.

Adhere to all company safety policies, quality standards, and ethical guidelines in every customer interaction.

Requirements

Must hold a Bachelor's degree in sales, marketing, or a related field, or possess equivalent applicable sales experience.

Bring a minimum of 3-5 years of proven sales experience, with a preference for background in corrugated packaging or manufacturing.

Demonstrate a consistent track record of achieving or exceeding sales goals and profitability targets.

Possess strong proficiency in Microsoft Office Suite, including Word, Excel, PowerPoint, and Outlook, for daily business operations.

Live in, or within a reasonable distance of, the assigned geographical sales territory as defined by BCI.

Show a commitment to excellent customer service and a deep understanding of industry standards and best practices.

Have the ability to build rapport quickly with customers, suppliers, and internal teams through professional communication.

Work effectively under pressure in a fast-paced environment while managing multiple priorities and deadlines.

Display strong time management and organizational skills to maintain accuracy and productivity.

Be highly motivated, results-oriented, and capable of working independently as well as within a collaborative team setting.

Demonstrate aptitude for problem-solving and a consultative approach to developing personalized solutions for customers.

Maintain ethical behavior and compliance with all company policies, safety rules, and legal regulations.

Commit to ongoing learning and adaptation to market trends, customer needs, and BCI product offerings.

Nice to have

Preferred candidates will have experience using enterprise project management and customer engagement software such as PORT and ZOHO.

A background in performing packaging audits and collaborating with design teams to develop point-of-purchase and point-of-sale solutions.

Familiarity with trade show planning and participation to maximize visibility and engagement in the Central Great Plains region.

Experience in developing and managing long-term strategic accounts to drive penetration and growth.

Practical notes

Full-time role involving regular travel to BCI plants, customers' facilities, and trade shows across the assigned territory.