Territory Account Manager
About The Position
The Territory Account Manager develops and nurtures regional end-user accounts in an assigned territory by maintaining and improving client relationships. Serving as the primary sales contact for these accounts, the manager addresses client needs and concerns, grows sales and profitability, and identifies new business opportunities. The position reports directly to the Commercial Director of Sales and requires extensive travel. The role includes account development, sales planning and forecasting, negotiation of regional agreements and contracts, customer and market analysis, and regular performance updates to management. The manager works with end users and the commercial sales team to understand business needs, communicate the company’s value proposition, align account strategies, and maintain accurate sales activity and forecasts. The position also requires compliance with environmental, health and safety (EH&S), product safety, quality, GMP, IPC product defense, and SQF requirements.
Requirements
- Bachelor’s degree from a four-year college or university, plus at least 5 years of related experience and/or training; alternatively, 10 or more years of an equivalent combination of education and experience.
- Ability to communicate, present, and influence at all organizational levels, including executive and C-level.
- Outstanding written and verbal communication skills.
- Experience managing multi-million-dollar accounts.
- Excellent negotiation and leadership skills.
- Proficiency with Microsoft Office software.
- Experience with Salesforce and/or CRM systems.
- Ability to travel extensively.
Responsibilities
- Develop, maintain, and improve relationships with end-user accounts.
- Close new sales and achieve or exceed sales targets.
- Negotiate regional sales agreements and contracts with assigned end users using company pricing models.
- Set and monitor sales forecasts, targets, and budgets.
- Prioritize customer satisfaction.
- Collect and analyze sales data and trends.
- Hold at least quarterly touch-base meetings with top end-user accounts.
- Present performance to management regularly.
- Communicate consistently with all levels of the commercial sales team.
- Partner with end users to understand their business needs and objectives.
- Communicate the company’s value proposition through proposals, contracts, and presentations.
- Understand category-specific and geographical landscapes and trends.
- Report forces that shift account budgets or strategic direction to the Commercial Director of Sales.
- Collaborate with Commercial Sales Directors to implement account strategies and maintain product, pricing, and promotion alignment and discipline.
- Record sales activity using the company’s CRM.
- Deliver an accurate monthly sales forecast to sales leadership and provide insights on customers and the market.
- Set and monitor POD and stock pricing quarterly when needed.
- Comply with EH&S policies and applicable regulatory and company requirements; report unsafe or environmentally adverse conditions or practices.
- Attend scheduled EH&S training and support organizational EH&S goals and plans.
- Recommend improved EH&S practices and follow safe work habits and general safety procedures, including proper lifting, bending, ergonomics, equipment use, and PPE use.
- Follow product safety and quality standards, applicable GMPs for food-contact packaging, IPC product defense standards, and SQF requirements.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
