Vice President, Key Accounts

Mauser Packaging Solutions • Addison, IL

8d

About The Position

The focus of this position is to lead the sales efforts of our key account management team. The VP Key Accounts will report to the Sr. Vice-President, Sales, and work closely with commercial operations, sales support, regional sales leaders, the sourcing team, customer service, operations, transportation, and finance to protect and grow business relationships with our most important global and national accounts. Working with this cross-functional group, the VP Key Accounts will develop, recommend, and implement strategies for all aspects of the key account sales process to include retention of existing business, share-of-wallet growth, margin improvement and used container sourcing efforts.

Requirements

• Bachelors’ degree in business or related field, MBA preferred
• Minimum of 10 years’ professional sales experience managing large, complex accounts and high-performing individuals
• Skilled in Microsoft Word, Excel and PowerPoint and SalesForce CRM
• Ability to implement and manage complex processes, high-level negotiations, RFQs and company reporting requirements
• Knowledge of the new and reconditioned industrial packaging industry or other industries with similar dynamics
• Experience leading a team in cross-functional transformative efforts
• Experience in developing, communicating, and implementing pricing models and strategies
• Ability to communicate effectively at the highest levels within MPS and with our customers
• Willingness to travel frequently for customer and company meetings

Responsibilities

• Lead and direct a team of 7 to 10 high-performing individuals in all aspects of key account management to meet company growth and profitability targets
• Guide team to develop actionable, comprehensive strategic account plans for all key customers that accurately reflect our relationship status, share-of-wallet, growth opportunities for sales and sourcing, margin improvement opportunities and competitive dynamics
• Train, mentor and empower direct reports to proactively manage their accounts to optimize volume and profitable growth as dictated by corporate directives and operational capabilities/limitations
• Develop and monitor goals and KPIs for measuring activity, sales pipeline, closed wins/losses, personal initiative, and results of direct reports as they pertain to volume, price, sourcing, and other company initiatives
• Manage and administrate responses to customer RFQs, contract negotiations/renewals, and other request for information
• Using the systems and programs currently available, or through the development and implementation of new tools, provide actionable analytics and reports to the key account team, SR. VP sales and other senior company leadership as required
• Understand the competitive market conditions that affect supply, demand, and pricing, and provide ongoing analysis of those shifting conditions and their impact on our capacity and profitability
• Work with the sales support, customer service, operations, and transportation groups to improve internal and external communications with key accounts.
• Prepare the team to give executive level presentations and customer facing Quarterly Business Reviews.
• Help the team coordinate Key Account Team meetings with relevant functions to create team selling atmosphere.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Number of Employees: 5,001-10,000 employees