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Key Client Manager

2 months ago

Miamisburg, Ohio, United States Avery Dennison Full time
Job Overview

Company Overview:
Avery Dennison Corporation (NYSE: AVY) is a leading global provider of materials science and digital identification solutions. We specialize in delivering a diverse array of branding and information solutions that enhance operational efficiency, minimize waste, promote sustainability, and foster transparency, thereby strengthening the connection between brands and consumers. Our offerings encompass labeling and functional materials, radio frequency identification (RFID) inlays and tags, as well as software applications that bridge the physical and digital realms, alongside various products that elevate branded packaging and improve customer interactions. With a workforce of approximately 35,000 across more than 50 countries, we cater to numerous industries including home and personal care, apparel, retail, e-commerce, logistics, food and grocery, pharmaceuticals, and automotive, achieving reported sales of $8.4 billion in 2023.

About Identification Solutions:
The Identification Solutions division provides a comprehensive suite of offerings tailored for the food, retail, and logistics sectors, leveraging our expertise in Automatic Identification and Data Capture (AIDC). Our dedicated team crafts solutions that facilitate data creation, connection, capture, and analysis, enhancing inventory and supply chain visibility, thereby driving automation, efficiency, and cost savings. Our Freshmarx Intelligent Food Industry Solutions seamlessly connect the food supply chain from farms to retail locations, ensuring consumers have access to vital information regarding provenance, expiration, and nutrition.

Key Responsibilities:

As a Strategic Account Manager, your primary focus will be to drive incremental sales growth within the Avery Dennison Identification Solutions portfolio for designated accounts, encompassing both existing and potential clients. This role necessitates effective leadership, collaboration, and mobilization of cross-functional teams to achieve immediate profitable sales while establishing a strong pipeline for long-term client success.

  • Independently manage the complete strategy and conversion process for assigned accounts.
  • Act as a key influencer within client organizations, particularly at the executive level.
  • Utilize various data sources to implement a targeted, insights-driven, and value-focused sales approach.
  • Maintain pipeline discipline regarding timing and conversion for both new and existing sales opportunities.
  • Develop comprehensive forecasts and sales execution plans that promote year-over-year growth across the Identification Solutions portfolio.
  • Exhibit thought leadership and a deep understanding of client objectives, enabling the provision of innovative, client-centric sales opportunities.
  • Engage in solution-based strategic selling, demonstrating strong technical acumen in variable data management and SaaS solutions.
  • Ensure an exceptional client experience to foster long-term business relationships.
  • Lead cross-functional teams and resources to drive incremental sales growth at key accounts.
  • Implement business plans, address challenges, and deliver solutions to meet client needs and enhance profitability.
  • Align sales strategies with our internal technical, operational, and product development capabilities.
  • Conduct market analysis and research to support recommendations that enhance the sales model or strategic go-to-market initiatives for retail and supply chain channels.
  • Establish performance metrics and reporting requirements to assess the effectiveness of programs and initiatives at key accounts.
  • Participate in collaborative selling efforts as necessary.
Qualifications:

Avery Dennison values a rich history of market leadership, and we seek candidates with the following qualifications:

  • Bachelor's degree preferred.
  • Minimum of 3 years of relevant sales experience with quota responsibility, market development, and account planning.
  • Ability to work autonomously and cultivate influence both internally and externally to drive sales.
  • Proven skills in developing strategies for sales penetration and growth at targeted accounts.
  • Demonstrated flexibility, agility, and adaptability in a dynamic environment.
  • Successful track record in negotiating complex transactions with senior management.
  • Excellent communication and interpersonal skills to build relationships across all levels of client organizations, particularly with C-suite executives.
  • Ability to foster collaborative relationships across various organizational functions including sales, market development, operations, finance, and marketing.
  • Proficient in conducting territory analysis and strategic planning.
  • Strong critical thinking and problem-solving skills.
  • Familiarity with CRM systems.
  • Proficient in Google Workplace tools, including Sheets, Slides, and Docs.
  • Experience in retail, supply chain, distribution centers, and related sectors is advantageous.

Disclaimer:
Avery Dennison reserves the right to modify the duties and responsibilities of this position as necessary to meet business needs. This description may not encompass all responsibilities associated with the role, and the incumbent may be required to perform additional tasks as needed. This description does not constitute a contract of employment, and either party may terminate employment at any time for any reason.