The Account Manager will drive Myers' organic growth efforts in the Food & Beverage IBC market. The Account Manager will also lead all strategic sales objectives, both with current product offerings and the direction of next generation product development.
The Account Manager will foster and maintain strong, long-term relationships, penetrate key accounts to secure new business and achieve profitable Sales growth towards business goals. This is a unique opportunity to sell a more efficient, safer and reusable packaging solution to the world's biggest brands. As Myers' Senior Account Manager, you will deliver customer-centric solutions by combing the tactics of Key Account Management, Business Development and Sales Hunting with the advantage of knowing that Buckhorn (Myers) is the leader in the marketplace.
Duties and Responsibilities
Delivers profitable volume growth
Negotiates and administers all pricing and contract negotiations customers by leveraging financial information to achieve optimal return on investments
Drives partnered innovation concepts through Buckhorn's New Product Development team using a Stage Gate process for project management
Develops and nurtures strong customer contacts and ensures positive, productive and professional relationships within multiple levels of customer management
Identifies any direct product and market research to protect current market position to develop new and expanded markets for existing products
Translates and quantifies the value proposition - applies Buckhorn's solutions to tangible and compelling customer needs by aligning product positioning to both the customers' corporate strategy and quantifiable improvements within their supply chain
Creates customer-specific action plans with key accountabilities and timing and uses Valid Business Reasons (VBR) approach on sales calls
Coordinates the involvement of company personnel including support, service and management resources in order to meet account performance objectives and customers' expectations
Develops strong relationships across all functions including senior leadership, new product development, Operations, Pricing and Purchasing
Proactively assesses, clarifies and validates customer needs and competitive threats on an ongoing basis including seeking value-add opportunities for strengthening marketplace position
Interfaces with other functional department heads to provide current information on competitive market conditions and provide counsel on support department programs and activities in order to meet near and long-term objectives
Maintains high customer satisfaction ratings
Supplies advice and assistance to the Sales Manager and other functional areas
Ensures brand consistency
Knowledge, Skills and Abilities
Proficient in navigating Supplier portals
Possess strong leadership and managerial skills
Able to multitask, prioritize, and manage time efficiently
Goal-oriented, organized team player
Encouraging to team and staff; able to mentor and lead
Self-motivated and self-directed
Excellent interpersonal relationship skills
Intermediate computer skills, and experience with CRM software and the Microsoft Office Suite, with emphasis on superior Excel skills.
Strong negotiation skills, with ability to follow-through on client contract
Excellent verbal and written communication skills; must be a listener, a presenter, and a people-person
Able to analyze data and sales statistics and translate results into better solutions
Education and Experience
A four-year college degree from an accredited institution preferred
A minimum of three - five years strategic sales experience in a business-to business sales environment required
Experience in Food manufacturing environments (client or supplier side)
Knowledge of USDA and FDA Food Safety standards and requirements
Familiar with Good Manufacturing Practices (GMPs) for producing processed food, including minimum sanitary and processing requirements for producing safe and wholesome food.
Previous experience developing and closing new business opportunities utilizing a hunter mentality
Working Conditions
Typical office environment
Travel up to 50%
Physical Requirements
While performing the duties of this job, the employee is regularly required to use hands and fingers to handle or feel objects.
The employee frequently is required to sit, stand, walk, reach with hands and arms, and talk or hear and will occasionally be required to bend, stoop, kneel and climb stairs.
Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
