Enterprise Account Manager

About the role

The Enterprise Account Manager plays a crucial role in fostering and managing strategic relationships with significant national clients. This position is centered on enhancing account growth through initiatives aimed at both retention and expansion. The individual in this role will engage with key decision-makers at various levels within customer organizations, focusing on accounts that have the potential for extensive product adoption.

Key facts

What you'll do

• Identify and create opportunities within assigned accounts, developing tailored strategies and account plans to capitalize on these prospects.
• Lead relationship-building and product adoption efforts for accounts secured by the Business Development Executive.
• Achieve or surpass designated sales targets consistently.
• Serve as the primary contact for customers regarding ongoing business needs and challenges.
• Establish strong business relationships with key accounts, culminating in the creation of Joint Business Plans (JBPs) with high-volume customers.
• Engage with multiple departments within assigned accounts, including executives, purchasing, logistics, service, and replenishment teams.
• Address customer inquiries, issues, and complaints to enhance overall customer satisfaction.
• Develop comprehensive account plans and pinpoint opportunities for expansion within existing accounts.
• Conduct and lead regular business reviews, both internally and with external stakeholders.
• Coordinate local resources to ensure effective execution of national account strategies.
• Identify and pursue local opportunities for account expansion.
• Close sales and manage fulfillment activities for significant expansion opportunities.
• Communicate Signode's value proposition and seek partnership opportunities with clients.
• Complete contribution reports, respond to RFQs, and update pricing information promptly.
• Generate sales forecasts for each account and brand, ensuring accurate projections.
• Prepare and submit proposals for special trade programs at selected accounts as needed.
• Maintain current sales opportunities and customer records in the CRM system.
• Collaborate closely with Operations, Product Management, Accounts Receivable, and Finance teams.
• Participate in training and development initiatives to enhance skills, improve performance, and facilitate career advancement.
• Assist the Accounts Receivable department in collecting overdue balances, ensuring accounts remain in good standing.

Requirements

• A Bachelor's degree in Business, Sales, Finance, or a related field is required.
• A minimum of 5 years of experience in sales, with at least 3 years dedicated to supporting national-level customers.
• Willingness to travel overnight up to 50% of the time.
• Familiarity with Signode's products and applications to effectively sell solutions that align with customer needs.
• Strong aptitude for manufacturing processes and products.
• Proficiency in using a CRM system and interpreting dashboards on Power BI, along with general proficiency in MS Office applications.
• Solid technology skills, including knowledge of social media platforms.

Nice to have

• Previous experience in the packaging or manufacturing industry.
• Established network of contacts within the industry.
• Proven track record of successful negotiation and closing skills.
• Experience with data analysis and market research.
• Familiarity with joint business planning processes.

Skills & tools

• Strong decision-making and judgment abilities.
• Excellent negotiation and analytical skills.
• Organizational and planning capabilities.
• A customer-focused mindset with a commitment to excellence.

Practical notes

• All information provided will be kept confidential in accordance with EEO guidelines.
• The company does not sponsor employment-based visas for this position, either currently or in the future.
• Reasonable accommodations may be made for qualified individuals with disabilities to perform essential job functions.
• Signode is dedicated to providing equal opportunities to all qualified applicants and will offer reasonable accommodations during the recruitment process. If assistance is needed in applying for this position, please reach out to HRRecruiting@Signode.com.
• This job description is intended to outline the essential functions and basic duties of the position. It is not an exhaustive list of all responsibilities, skills, and abilities, and additional tasks may be assigned as deemed appropriate by supervisors.
• Signode participates in E-Verify and will provide the Department of Homeland Security with Form I-9 information to confirm work authorization in the United States.
• Signode Industrial Group, LLC is an Equal Opportunity / Affirmative Action employer, ensuring that all qualified applicants receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

With over $2 billion in revenue and more than 80 manufacturing facilities across six continents, Signode is a leading manufacturer of a wide range of transit packaging consumables, tools, software, and equipment designed to optimize end-of-line packaging operations and protect products during transit. The company is proud to be part of Crown Holdings, Inc. and is committed to delivering innovative solutions that meet the evolving needs of its customers.