SMB Account Manager - Mid Central Region

Sealed Air

SMB Account Manager - Mid Central Region

Kalamazoo, MI +2 locations
Full Time
Paid
  • Responsibilities

    Job Description

    The Account Manager role reports directly to the Regional Sales Director. This position will be responsible for a geographical sales area where they will be accountable for prospecting new customers and maintaining and growing their existing customer business.

    Key responsibilities:

    • Drives sales growth through Knowledge-based Selling Approach - Build deep understanding of customer needs through research, open-ended questioning, and analysis; Leverages deep product knowledge to design and deliver unique solutions to each customer; Holds regular discussions with customers and distributors to investigate new opportunities
    • Leverages Consultative Approach – Develop deep understanding of customer needs; Can take customer quickly from prospect to problem-solving dialogue to solution offering; Drives to close sales; Delivers personalized insight and custom solution rooted in Sealed Air value proposition to customers; Can easily discuss value of product suite and cost of solutions with customers and complete appropriate sales
    • Demonstrates Market and Solution Knowledge – Understand sector/industry needs, and economic drivers; Understand and clearly articulate full suite of Sealed Air Protective Solutions, products, and programs to end users and distributors
    • Drives Sales Planning and Growth – Create a sales, profitability and growth plan for the assigned geography that identifies how to drive profitable growth with existing and potential customers
    • Maintains Accounts - Provide support to maintain customer accounts by establishing relationships, effectively addressing problem/resolution situations, and following up on customer questions and new application inquiries quickly and efficiently; ensure customer satisfaction/retention with Sealed Air Product Care solutions
    • Drives Profitability Improvement – Work closely with Marketing team to regularly review and improve account profitability by utilizing internal tools/support, delivering a market-priced selling strategy, and managing margins; Partners with Marketing team to launch new products and solutions to assigned accounts
    • Manages Administrative Duties – Complete key administrative tasks such as pricing, CRM reporting, rebate and promotion coordination, customer relationship and activity reporting, budgeting, travel and expenses
  • Qualifications

    Qualifications

    REQUIRED QUALIFICATIONS:

    • BA/BS Degree; MBA or MS a plus
    • 3+ years of experience in outside sales
    • 3+ years of MS Office Suite
    • Valid Driver’s License
    • Ability to travel overnight
    • Proficient in Microsoft Word, Excel and Powerpoint, CRM knowledgeable

    Additional Knowledge, Skills, and Abilities:

    • Strong listening, written, and verbal communication skills
    • Strong critical thinking skills and ability to be creative
    • Ability to present complex topics in easy-to-understand way
    • Ability to influence decision-making and negotiate with customers
    • Ability to work across teams and navigate complex environment
    • Demonstrates learning agility
    • Strong business acumen
    • Goal-focused/deadline-driven/results-oriented
    • Self-starter and coachable
    • Strong time management, prioritization, and organization skills

    Additional Information

    All your information will be kept confidential according to EEO guidelines.

  • Locations
    Kalamazoo, MI • Detroit, MI • Lansing, MI