Strategic Account Manager

Pratt Industries•Atlanta, GA

About The Position

Pratt Industries is seeking a Strategic Account Manager (SAM) to prospect, retain, and grow strategic accounts. The role develops multiyear account strategies, builds relationships throughout customer organizations, identifies revenue opportunities, and coordinates design, manufacturing, operational, and commercial resources to deliver packaging solutions. Success requires business acumen, executive-level relationship management, disciplined opportunity development, and the ability to lead complex initiatives across multiple facilities and functions. The SAM develops account plans and owns revenue, retention, and business-share objectives for assigned accounts. The role leads commercial negotiations and coordinates cross-functional teams, while monitoring account performance, market activity, and customer needs. Regular travel to customer locations, Pratt facilities, trials, business reviews, and industry events is expected. Pratt Industries describes its culture as collaborative, growth-oriented, and supportive of development. The company emphasizes integrity, safety, sustainability, and community impact. It is America’s fifth-largest paper and packaging company, with more than 8,000 employees, manufacturing facilities in 26 states, four paper mills, and a commitment to recycling and the environment.

Requirements

Bachelor’s degree or equivalent relevant experience.
Five to ten years of complex B2B, national-account, or enterprise sales experience.
Demonstrated success managing multimillion-dollar accounts and complex sales cycles.
Experience leading RFPs, pricing negotiations, contracts, and executive business reviews.
Strong financial and commercial acumen, including margin and profitability management.
Ability to influence across functions without direct authority.
Proficiency with CRM, Microsoft 365, forecasting, and account-planning tools.
Willingness to travel.
Valid driver’s license and ability to transport samples, if genuinely essential.

Nice To Haves

Packaging, corrugated, manufacturing, consumer products, retail, or supply-chain experience preferred.

Responsibilities

Develop and execute strategic account plans, including growth targets, opportunity pipelines, stakeholder maps, and competitive strategies.
Own revenue, retention, and business-share objectives for assigned accounts.
Lead commercial negotiations, pricing strategies, contract development, renewals, and RFP responses.
Build relationships across procurement, operations, supply chain, sustainability, engineering, marketing, and executive leadership.
Coordinate cross-functional teams across design, manufacturing, customer service, finance, logistics, and operations.
Conduct regular business reviews and communicate performance, opportunities, risks, and corrective actions.
Maintain accurate forecasts, opportunity pipelines, account activity, and customer information in the company’s CRM.
Identify and resolve service, quality, supply, and operational issues while protecting long-term customer relationships.
Monitor market trends, competitive activity, customer strategies, and changing packaging requirements.
Travel regularly to customer locations, Pratt facilities, trials, business reviews, and industry events.