Senior Account Manager

Trivium Packaging•Chicago, IL

12d•Remote

About The Position

The Senior Account Manager drives profitable growth by expanding existing customer relationships and acquiring new business. The role is the primary commercial contact for assigned accounts and proactively identifies, pursues, and secures customers in target markets. It develops trusted-advisor relationships with customer decision-makers, identifies customer needs, and collaborates across Trivium to deliver packaging solutions that create long-term value for customers and the company. The Senior Account Manager manages the commercial aspects of assigned customers to meet strategic plan commitments and serves as a primary liaison between customers and Trivium Customer Service, Technical, Engineering, R&D, Quality, and Operations teams. The role may also manage other accounts where geographic synergies exist. It owns customer and territory planning, sales pipeline and forecasting, prospecting and the full sales cycle, commercial performance, and internal coordination. Expected travel is 50–60%, including customer sites and Trivium production facilities. This is a remote-based position. The work includes prolonged sitting and regular use of a computer, telephone, and other office equipment. Visits to plant locations may involve elevated noise levels from moving machinery.

Requirements

Bachelor’s degree from a four-year college or university.
At least 8 years of B2B industrial sales and customer account management experience.
Demonstrated success prospecting, hunting, and closing new business in manufacturing or packaging.
Ability to develop and execute strategic account plans that drive profitable growth and long-term partnerships.
Ability to build strategic and executive-level relationships, influence decision-makers, and navigate complex customer organizations.
Strong consultative selling, business development, and solution-selling capabilities.
Experience managing sales pipelines and using Salesforce for opportunities, forecasts, customer contacts, account plans, and sales activities.
History of delivering customer value and acting as a trusted advisor.
Track record of meeting or exceeding sales growth targets through customer acquisition and account expansion.
Ability to identify, qualify, prioritize, and convert opportunities through structured prospecting and territory planning.
Strong networking skills and ability to develop opportunities in new and existing markets.
Strong analytical skills and ability to turn market intelligence, customer insights, and competitive information into growth strategies.
Strong financial and commercial acumen, including pricing, profitability analysis, business cases, contract negotiations, and sales budget management.
In-depth involvement in business strategy development and ability to connect strategy with execution.
Highly skilled in negotiation techniques.
Ability to build relationships across internal and external functions and teams.
Proficiency with Microsoft Outlook, Word, Excel, and PowerPoint.
Positive attitude, strong work ethic, integrity, organization, and motivation as a self-starter.
Experience in customer collaboration and joint business planning, including developing solutions and profitable growth based on customer insights.

Nice To Haves

Experience in industrial food packaging.
Pivot-table experience.

Responsibilities

Manage assigned accounts and day-to-day customer relationships, including account planning, forecasting, inventory, service, and commercial execution.
Develop annual account plans covering growth opportunities, customer structures, competitive positioning, risks, white-space opportunities, and multi-year objectives.
Build and maintain a pipeline of prospective customers through networking, events, referrals, market research, and proactive outreach.
Work cross-functionally to provide strong customer service and execution.
Develop and execute territory and customer-acquisition strategies, evaluate market segments, prioritize prospects, monitor trends, and maintain target account plans.
Establish and maintain relationships with customer decision-makers, influencers, and stakeholders at multiple organizational levels.
Understand customer strategies, growth initiatives, challenges, sustainability objectives, and packaging requirements to identify opportunities and create value.
Increase customer loyalty through consistent engagement, value creation, and reliable execution.
Organize and lead customer collaboration and innovation workshops; communicate and present Trivium’s value proposition.
Assess markets to identify opportunities, competitive threats, and customer needs.
Convert prospects into customers by demonstrating Trivium’s capabilities, sustainability advantages, innovation portfolio, and service excellence.
Complete assignments on time and to established standards with attention to detail.
Drive the sales cycle from prospecting and qualification through proposals, negotiation, commercialization, and implementation.
Implement strategic sales plans and account growth plans to increase share of wallet, expand products, and strengthen partnerships.
Maintain accurate and timely Salesforce information for opportunities, pipeline, forecasts, contacts, sales activity, and account plans.
Prepare and deliver sales presentations; obtain customer requirements and develop timely solutions; manage expectations for new product solutions.
Recommend product simplification and standardization to eliminate unprofitable items.
Represent the customer internally and align customer priorities with Trivium resources and mutually valuable solutions.
Evaluate customer profitability, support pricing strategies, develop business cases, and improve account value, margins, and return on investment.
Represent Trivium at industry conferences, trade shows, customer events, and professional associations; generate leads, gather competitive intelligence, and strengthen market presence.
Deliver measurable results against the annual plan, including revenue growth, margin improvement, retention, new-business wins, pipeline health, conversion, and forecast accuracy.
Prepare periodic customer technical and sales reports covering forecasts, sales volume, potential sales, and expansion opportunities.
Partner with Marketing, Technical, R&D, Operations, Quality, Engineering, and Customer Service to develop customer solutions and value propositions.
Identify and attend relevant professional development training.
Travel to customer sites and Trivium production facilities as required; expected travel is 50–60%.
Perform other duties as assigned.