Accounts Representative

2 weeks ago

Cleveland, United States Kaufman Container Full time
Job DescriptionJob Description

Accounts Representative

Reports to Sales Manager

Job Description

Maintain and develop relationships with current and new customers/prospects. Grow and maintain existing business opportunities. Seek new opportunities within and outside current account base to grow sales and gross profit for the company. Maintain constant contact with current account base. Obtain new business through opportunities within a specified region by cold calling, web leads and prospects that call in to Kaufman Container. Learn the packaging business utilizing the many resources available to you.


Essential Functions

  • Maintain and grow existing business within the account base annually.
  • Develop new business within existing account base annually.
  • Annually develop new business with accounts currently not doing business with Kaufman Container Company by cold calling, web leads and call ins to Kaufman Container.
  • Make personal contact with the customer and prospect decision makers weekly thru visits, virtual meetings and phone calls.
  • Maintain and service new accounts transferred to you temporarily or permanently and work to grow sales and gross profit.
  • Work closely with our Account Development Representative (ADR) for building a prospect and target list. Provide targets for the ADR to contact regularly. Answer and follow up on the contact made by the ADR at the designated time provided. Provide regular sales updates to the leads you contacted.
  • Utilize and work in CRM for sales activities and organizing your sales functions.
  • Work with Purchasing Department on custom and international projects to obtain required samples, develop quotes, and get required technical information.
  • Develop and monitor Just-In-Time inventory programs within customer base. Place emphasis on adhering to the signed JIT program contract with billing customer property and storage according to the terms of the agreement.
  • Ensure all business developed is at a margin that is in line with Kaufman Container goals for profitability.
  • Enters all quotes and opportunities into Epicor and/or CRM system.
  • Respond in an appropriate manner on quality or service issues that arise in the course of day to day business.
  • Work with Kaufman Container approved and potential suppliers and internal departments, in a professional manner, to best meet the on-going needs of the customer base.
  • Keep Kaufman Container updated on competitive information in the marketplace that may have an effect on Kaufman Container's long-term financial goals, potential opportunities and threats to our business.
  • Follow all company policies and procedures.
  • 25% travel to customers, company meetings, and training.

Additional Responsibilities

  • Manage stock no inventory and balance the risk/rewards of maintaining that inventory.
  • Maintain profiles of active customers and prospects detailing current buying habits, key customer contacts, volume of items purchased both from Kaufman Container and competition, and any pertinent financial information on that customer in CRM system.
  • Work closely with the Sales Coordinators responsible for customers in your base. Contact them via phone or in person and via email on a daily basis. Updating quotes to maintain KCC preferred margins and managing customer business is a shared responsibility.
  • Continue education on the packaging industry. Utilize the Kaufman Container Training Videos as well as the NACD webinars to learn about the different aspects of packaging. Share new trends with the VP of Sales and Marketing and/or VP of Vendor Relations.
  • Interact with the management of Kaufman Container, with primary contact being the Sales Manager.

Qualifications

  • College Graduate - Bachelor's Degree Preferred - Business major is preferred but not required.
  • 1-5 years proven track record of success in the field of sales, either Distribution or Direct Manufacturer.
  • 1-5 years of packaging industry sales experience preferred.
  • Highly customer-focused; self-motivated with B2B sales experience involving complex, relationship-based transactions.
  • Strong business and financial acumen.
  • Strong interpersonal and communication skills, including written, verbal, and active listening.
  • An exceptional level of motivation, desire, and competitiveness.
  • Demonstrates strong time management skills; ability to multi-task, prioritize, and follow up.
  • Hubspot experience a plus.



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