Merakey Jobs

Description

The Strategic Account Manager (SAM) works with the field sales team and marketing to identify and develop key relationships with target end-users and channel partners . S/he is an integral member of our cross-functional team including regional sales, product marketing, R&D, and packaging engineering to drive our cold chain business forward and support our long-term ambition to become the industry leading provider of sustainable cold chain solutions. This position is responsible for driving results for the entire sales cycle including building and developing senior-level customer contacts, setting the sales strategy and negotiating with the customer for profitable new, cross-sell and expansion business. Success is measured by building a book of business, achieving sales targets, building strong relationships and by demonstrating good leadership skills.

Essential Duties & Responsibilities

• Continuously seeks and qualifies new market opportunities for Ranpak solutions

• Develops and implements strategic sales plan to secure sales growth maximizing all product lines in the full spectrum of distribution across key customers and selected industrial channel customers

• Works jointly with field sales team to develop accounts and foster existing relationships

• Develops and maintains close working relationships with senior management at the national level. National accounts are defined as those accounts that purchase a minimum of $125k annually.

• Establishes and maintains relationships with key decision-makers within major accounts

• Eliminates attrition through superior account management and execution

· Leads proposal development in collaboration with product marketing to drive sales commitment

· Identifies opportunities for organic growth and expansion within key accounts

· Demonstrates value of product in use at target end users through product demos and training nationwide

· Manages and reports on sales pipeline, forecasting monthly and quarterly revenues

· Supports Regional Sales Managers and distribution branches with end user support calls, presentations, and training supplementing business development

· Identifies and pursues new business opportunities within NOAM market

· Builds and maintains strong relationships with existing customers and prospects, understanding their needs and providing tailored solutions

· Educates internal stakeholders on cold chain value position to drive awareness, alignment, and an expanded sales network for lead-generation

· Collaborates with cross-functional teams including ops, logistics and customer service to ensure seamless delivery and service performance

· Collaborates with packaging engineering and R&D on new product development

· Prepares sales forecast and budgets and provides regular updates to senior management

· Collaborates with Product Management to develop comprehensive competitive positioning and value pricing plan to maximize profit delivery

Qualifications

· Bachelor’s degree in business, engineering or related field

• 3+ years of successful sales experience in national account manager position

· Planning: forward looking ability and vision to complete strategic 2-4 year business plan

· Ability to negotiate profitable contract terms and conditions

• Strategic selling capabilities with a demonstrated history of quota achievement

• Demonstrated “hunter” capabilities: track record of landing new business

• Excellent interpersonal communication skills including presentation skills

• Ability to access decision makers in corporate environments and “sell” the product on the “shop floor”

• Strong customer orientation

• Possesses a solid grasp of sales metrics, KPI’s and performance measures

• Strong professional written and verbal communication and interpersonal skills

· Experience in strategic planning and execution

· Ability to work effectively in matrix organizations collaborating with varying department leaders

· Independent and strategic thinker requiring minimal supervision for decision-making and resolution of business performance obstacles and conflicts

· Collaborative team player who “gets things done”

• Solves practical problems and deals with a variety of variables across complex situations and to interpret a variety of instructions

• Analyzes and interprets business information, technical procedures, or governmental regulations; communicates clearly and succinctly in a variety of communications mediums and settings; can get messages across that have the desired effect

• Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully. Looks beyond the obvious and doesn’t stop at first answers. Develops alternative solutions

• Follows instructions, responds to management direction. Takes responsibility for own actions; keeps commitments. Commits to long hours of work when necessary to reach goals. Completes tasks on time or notifies appropriate person with an alternate plan

• Effectively facilitates open communication and relationships with staff, organizational colleagues, prospects, and customers. Relates well to all kinds of people. Builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably

• Spends time and the time of others on what’s important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus

• Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom line oriented; steadfastly pushes self and others for results