Account Manager

Sonoco • Hartsville, SC

12d

About The Position

The Account Manager will lead direct sales activities within an assigned Southeast regional territory for the joint venture between Cascades Inc. and Sonoco Products Company. The role focuses on driving growth in Poly and Water-based coated board for folding carton, corrugated, and other markets by building account strategies, strengthening customer relationships, and translating customer needs into packaging solutions. The position reports to the Sales Director and requires significant regional travel, approximately three nights per week, with regular in-person customer engagement across the Carolinas, Georgia, and Alabama.

The successful candidate will monitor market conditions and trends, develop and refine account plans, build a territory sales funnel, identify new business opportunities, and promote product innovations. They will use CRM and reporting tools to maintain account information, analyze territory performance, and provide accurate forecasting. The role also works closely with Operations, Customer Service, Engineering, and Marketing to deliver customer-driven solutions and support operational readiness.

The position is described as a progression role that may be filled at level I, II, III, or Manager. Compensation and progression level depend on the candidate’s experience and education and current business needs. For the Account Manager level, the listed salary range is $124,800–$140,400, plus an annual target bonus of 12.5% of base salary. Sonoco offers a comprehensive total rewards package, including competitive pay and benefits; specific benefits may vary by location and employee status.

Requirements

• Four-year college degree.
• At least 3 years of experience in folding carton manufacturing or corrugated packaging.
• Demonstrated success in sales prospecting, new business development, and territory growth.
• Ability to manage complex sales development cycles and multiple concurrent customer projects.
• Familiarity with folding carton design, converting processes, food service/CPG packaging requirements, and paperboard substrates.
• Discipline using CRM tools and sales reporting systems, and ability to analyze data for accurate forecasting and strategic planning.
• Excellent communication, relationship-building, and strategic thinking skills.
• Comfort managing a remote territory and traveling regularly across the Southeast, including the Carolinas, Georgia, and Alabama.

Nice To Haves

• Experience in corrugated or folding carton manufacturing.

Responsibilities

• Lead direct sales activities within an assigned Southeast regional territory.
• Understand changing market conditions, recognize developing trends, and identify creative solutions for joint-venture partners.
• Provide insights to Marketing to support strategic planning and align account plans with divisional strategies and market positioning.
• Implement, monitor, and refine account plans to maximize effectiveness, growth, and customer value.
• Develop and manage a territory sales funnel focused on new folding carton business opportunities.
• Establish and maintain multi-level relationships with customer decision-makers, influencers, and operational contacts.
• Conduct ongoing discovery into customer operations, challenges, and packaging needs to identify customer value drivers.
• Promote product innovations, service offerings, and potential applications for folding carton capabilities.
• Maintain a disciplined call plan and adjust it to market conditions, customer needs, and growth objectives.
• Monitor customer facilities for expansions, closures, equipment investments, business changes, and volume changes.
• Maintain detailed customer profiles, including share of business, product specifications, pricing, competitor activity, and performance metrics.
• Identify prospective accounts and support acquisition-oriented discussions where appropriate.
• Maintain current information on gross margins, competitive pricing benchmarks, and folding carton industry cost drivers.
• Make pricing recommendations aligned with margin targets, value propositions, and competitive positioning.
• Use CRM systems and reporting tools to provide accurate sales forecasts, funnel analysis, and territory performance reporting.
• Use data to identify trends, refine strategies, and support accountability in the sales cycle.
• Provide consistent reporting on account activity, customer updates, and progress against account plans.
• Partner with Operations, Customer Service, Engineering, and Marketing to develop customer-driven solutions.
• Communicate critical account information internally to support operational readiness and strategic alignment.
• Travel regularly across the Southeast territory and maintain an in-person customer presence, with approximately three nights of travel per week.

Benefits

• Medical, dental, and vision coverage for employees and dependents, including FSA and HSA options.
• 401(k) retirement plan with company match.
• Wellbeing tools and resources, including an Employee Assistance Program.
• Paid time off and holidays.
• Company-paid and voluntary employee-paid insurance plans, including life, personal accident, and disability insurance.
• Tuition reimbursement.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level