Account Manager - North TX and OK

SOUTHERN CHAMPION TRAY LLC•Chattanooga, TN

13h•Remote

About The Position

The Account Manager is responsible for strategic sales and business development for distribution accounts in the United States, as well as generating demand through targeted end-user engagement. The role represents Southern Champion Tray (SCT) stock catalog products and custom packaging, with a primary focus on maintaining existing customer relationships and developing new end-user relationships to increase annual sales within the current distribution network. The position functions primarily remotely within approved geographic locations and requires periodic, frequent travel, including monthly travel within the territory. The Account Manager is expected to attend scheduled sales and leadership meetings in person or virtually and respond to requests within a reasonable time. The role has no supervisory responsibilities and requires work in accordance with SCT’s shared core values and operating principles: Trustworthy, Servant-Hearted, Relational, and Resourceful.

Requirements

High school diploma or GED required.
Minimum five years of sales experience, with emphasis on packaging and/or distribution preferred.
Prior experience selling into foodservice, restaurant, grocery, or bakery markets strongly preferred.
At least 18 years of age.
Successful completion of a pre-employment drug screen, physical, and background check.
Dependability and a valid driver’s license; ability to operate a motor vehicle safely.
Willingness and ability to travel frequently by air and land, including extended travel and overnight stays.
Ability to cover travel arrangements using personal financial resources between monthly company reimbursement cycles; approved expenses are reimbursed.
Basic computer and typing skills and proficiency with Microsoft Word, Outlook, Excel, and PowerPoint.
Strong verbal and written interpersonal and communication skills, including the ability to deliver consistent messages and influence people at all organizational levels.
Excellent relationship-building skills and ability to build rapport, open doors, and understand customer business requirements from distributor management through foodservice operator decision-makers.
Strong analytical skills and logical reasoning ability, including using data-driven reports to support sales growth and production forecasts.
Ability to prioritize, organize, multitask, manage time, and pay close attention to detail.
Ability to work independently with initiative and manage multiple projects under minimal supervision.
Excellent public speaking and presentation skills.
Ability to read, understand, and communicate the meaning of complex documents, including legal documents and letters, and write legibly in English.
Ability to understand, speak clearly, and communicate in English.
Ability to perform arithmetic with fractions and decimals, solve equations, read measurements, and use formulas to calculate and analyze data.
Ability to solve practical problems involving varied situations with limited standardization.
Ability to meet the physical demands of the role, including regularly remaining stationary, operating a computer and office equipment, walking, standing, handling objects or tools, and reaching with arms and hands.
Ability to frequently transport up to 10 pounds and occasionally up to 25 pounds; use lifting devices or request assistance for items over 25 pounds.
Ability to travel frequently by land and/or air for extended periods, including overnight stays.

Nice To Haves

Bachelor’s degree in business management or similar professional experience.
Five years of sales experience emphasizing packaging and/or distribution.
Prior sales experience in foodservice, restaurant, grocery, or bakery markets.
Bilingual speaking ability.

Responsibilities

Manage accounts to achieve growth, meet sales targets, and fulfill annual territory budgeting requirements.
Identify, target, and call on end users in restaurant, grocery, convenience store, and commercial or retail bakery markets to uncover packaging needs and generate demand for distributor partners.
Conduct on-site product demonstrations, packaging audits, and sample evaluations, presenting SCT stock and custom packaging alternatives.
Maintain a pipeline of end-user conversion targets and coordinate with distributor sales representatives to fulfill and close new business.
Work with the Sales Manager on a daily or weekly basis.
Submit and evaluate pricing to ensure market competitiveness.
Collaborate with customers and marketing teams to drive business.
Prepare analysis for quarterly and annual business review meetings with top customers.
Travel monthly within the territory for trade shows, sales presentations, and end-user calls.
Identify and develop high-value customers and cultivate relationships with key business executives.
Learn and maintain knowledge of SCT’s product lines and manufacturing processes to explain product features and solve customer problems.
Maintain contacts and projects in the Sales Pipeline Tool and WebCenter.
Analyze current and prospective customer account profitability.
Onboard customers and explain the scope of company products, programs, and services.
Negotiate product contracts and close agreements to maximize profits.
Participate in customer RFQs and RFPs and meet deadlines.
Represent SCT and its products as a brand ambassador and develop tailored sales pitches for customers.
Help develop and implement a strategic territory business account plan aligned with SCT’s overall business strategy.
Plan and coordinate trade show representatives when absent or unavailable due to scheduling conflicts.
Participate in and lead sales presentations at customer events and industry trade shows.
Use sales reporting tools to develop realistic forecasts for production planning.
Collaborate with customers and internal teams to produce customized packaging.
Partner with distributor sales representatives to train them on product lines, acquire business, and plan and conduct joint end-user sales calls.
Strengthen customer relationships through in-person meetings, events, and frequent communication.
Stay current with product and industry marketing trends, including sustainable packaging, off-premise dining, prepared foods, and grab-and-go foodservice needs.
Resolve escalated customer issues and complaints in a manner that honors customers and aligns with SCT’s mission, vision, and core values.
Assist with developing customer contracts and agreements.
Respond promptly to product, service, and billing issues and seek resolution.
Model company culture and values, prioritize effectively, communicate well, and deliver results efficiently.
Provide superior service to internal and external customers.
Submit weekly sales updates, including account activities and expense reports.
Maintain a company vehicle if provided, communicate maintenance needs, and arrange for their resolution.
Communicate with individuals at all organizational levels and document assigned tasks as required.
Perform work as directed by a supervisor and other duties as assigned.
Wear safety protection as required by the company or customer and maintain a clean workplace daily.