This position will coordinate all direct sales activities relative to those existing / prospective accounts found within the assigned area of responsibility. Makes regular contact with existing accounts and prospects continuing to perform discovery, increase understanding of the customer/prospect business model, learning what would qualify as true value offerings. Then utilizing Sonoco resources bring forth those value offerings to the customer / prospect. The foremost focus remains on increased profitable sales growth with new and existing accounts to increase our market share striving to enhance Sonoco’s overall position in all our served and potential markets. The position may require acting as National Manager for specific accounts that span regions. Their responsibility is to take a leadership position to coordinate the activities of these multiple location accounts through the local Sonoco representatives handling these separate locations. This coordination will require clear and concise communication skills and the ability to give a measurable path to achieve profitable sales growth and increase our market share.
What you will be doing:
- Prepares and maintains updated account plans for major accounts and prospective accounts found within assigned area of responsibility.
- Provides marketing with input for use in developing strategic plans and develops account plans that are consistent with overall division strategies.
- Implements and coordinates activities relative to each account plan and monitors each plan for effectiveness.
- Provides appropriate personnel with progress reports covering each account plan on a regular basis.
- Establishes and monitors closely a call plan for all customers and prospective customers within assigned area of responsibility and implements changes as required.
- Monitors closely all activity at each customer and prospective customer location and reports on expansions, closings, business trends and all other factors impacting volume levels.
- Maintains detailed customer files (share, relative quality, relative price, specifications, contacts, competitor, etc.) on an ongoing basis.
- Maintains up to date information with regard to gross margins for all major accounts and makes pricing recommendations as appropriate.
- Establishes and maintains multi level contacts at all major existing and prospective accounts.
- Communicates all pertinent information involving assigned accounts and prospective accounts to appropriate personnel through reports of call.
- Seeks out and promotes new product and service offerings as well as new uses for existing product lines and potential candidates for acquisition.
- Develops and maintains territory sales funnel for prospective new business.
- Provides immediate supervisor with sales projections for products and customers within assigned area of responsibility for use in developing sales budgets.
- Investigates promptly and accurately customer complaints and coordinates the resolution of these complaints to the complete satisfaction of these accounts.
- Assists division marketing with trade shows, conventions, and trade association meetings as requested.
- Stays abreast of current selling techniques and makes every effort to constantly improve product knowledge and knowledge of the marketplace.
- Champions new products and services as requested for the region and/or the division,
- Submits expense reports, reports of call and itineraries on a weekly basis and all other reports on schedule.
- Promotes company goodwill and maintains proper relationships with customers and prospective customers.
- Protects assets, confidential and restricted information, developments, specifications, materials, legal obligations and other such data in contacts with external parties.
- Complies with all company policies.
This is a Remote-Regional Territory position for the Midwest. The ideal candidate will be located in Ohio, Indiana, Pennsylvania areas.
We would love to hear from you if:
- You have a 4-year undergraduate degree or equivalent experience
- You have 3 years of sales experience minimum
- Proven record of sales prospecting and new business development
- Proven ability to manage multiple sales development projects through a complex development process
- Familiarity with the packaging industry, specifically Film Cores
This is a progression position and level will be based on candidate experience and business needs.
Compensation:
Account Representative: The annual base salary range for this role is from $60,675 to $72,810, plus annual target bonus of 12.5% of base salary
Account Representative II: The annual base salary range for this role is from $82,800 to $99,360, plus annual target bonus of 12.5% of base salary
Senior Account Representative: The annual base salary range for this role is from $94,200 to $113,040, plus annual target bonus of 12.5% of base salary
Sonoco
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