Strategic Account Executive

TEMPERPACK•Richmond, VA

About The Position

TemperPack is a rapidly growing company headquartered in Richmond, Virginia. We design and manufacture innovative, sustainable packaging components for cold-chain shipping of food and pharmaceutical products. The markets we serve have an urgent need for disruptive, sustainable alternatives to replace the wide array of non-sustainable packaging materials conventionally used in the cold-chain, such as Styrofoam coolers. Our aspiration is to provide packaging solutions that customers and end-consumers feel great about using. The Strategic Account Executive will own revenue performance, retention, and account growth with our most critical customers. The candidate will deeply understand the needs of assigned accounts serving as the main point of contact, growing trust and collaboration, developing and executing strategic account plans, managing RFP’s, leading contract renewals, and identifying joint value creation and innovation projects that drive customer engagement. The ideal candidate combines strong commercial acumen with operational understanding and a dedication to customer experience. They are able to build account plans, drive executive alignment, forecast demand, and oversee day-to-day execution. Sales Operations Strategic Account Executives are collaborative team members, demonstrating a capacity for fast-paced work, creative problem solving, and a perpetual willingness to learn. Strategic Account Managers collaborate closely with the Customer, Sales, Manufacturing, Product and Supply Chain teams to bring the voice of the customer to all decision-making.

Requirements

3–5+ years managing strategic, enterprise, or complex accounts
Proven track record of meeting revenue or growth targets
Excellent analytics skills: forecasting, KPI tracking
Project management experience
Strong attention to detail
Capacity for fast-paced work and adaptability to change
Self-directed learning and retention of training
Excellent communication skills, both written and verbal
Proficient in MS Office Suite

Nice To Haves

Knowledge of or training in SAP or similar ERP system preferred, but not required

Responsibilities

Own revenue performance, retention, and growth goals for assigned accounts
Develop and execute annual and quarterly account plans, identifying expansion opportunities, risks, and share-of-wallet gains.
Lead RFP’s and other customer requests for quotes for new projects driving for continual share of wallet gain
Partner with Account Management and Marketing to develop compelling QBR and executive-level business reviews.
Monitor account health through performance dashboards, order trends, and forecasting analytics.
Collaborate with Finance to ensure pricing/margin targets are met, implement improvement plans or renegotiate as needed when below target.
Lead customer continuous improvement events to solve challenges and demonstrate our operations and execution expertise.
Demonstrate understanding of order policies to ensure customer ordering meets lead times, quantity minimums and other contracted commitments and course correct in real-time if these are not met.
Set clear expectations with customers with direct and professional communication.
Bring VOC to shape requirements of new product development across form, performance criteria, and price strategy.
Collaborate with Sales, Pricing, R&D and Manufacturing teams to expand capabilities to meet ever-changing customer needs to ensure our solutions meet the needs of the market and position TemperPack for growth with customers.
Learn and utilize the suite of technology solutions to improve internal workflows and deliver exceptional customer experience.
Travel to customer sites and fulfillment centers for process improvement, quarterly business reviews and other engagements to deepen relationships with assigned accounts.