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Strategic Account Executive

2 months ago

Carol Stream, Illinois, United States ZIP-PAK Full time
Job Overview

Company Overview:
Zip-Pak is recognized as the premier provider of resealable solutions within the flexible packaging sector. Our advanced expertise in zipper technology and packaging systems positions us as the preferred partner for brand owners, OEMs, and converters seeking innovative resealable options.

Role Summary:
The Key Account Manager will serve as the principal point of contact for significant client accounts, ensuring the maintenance and expansion of our market share. This role involves identifying and cultivating new business opportunities within targeted sectors to drive growth.

Key Responsibilities:
  • Client Engagement: Develop and sustain productive, professional relationships with key stakeholders in major customer accounts.
  • Business Development: Actively seek, identify, and secure new business opportunities with both existing and prospective clients.
  • Territory Management: Implement an '80/20' strategy to meet key performance objectives within the assigned territory.
  • Account Leadership: Provide overall leadership for accounts, coordinating the involvement of various company resources to meet performance goals and client expectations.
  • Sales Targets: Achieve assigned targets for profitable sales volume and strategic objectives.
  • Pipeline Management: Develop and manage a robust sales pipeline focused on increasing customer engagement and sales volume.
  • Account Planning: Lead significant account planning processes, including budget development and setting income targets.
  • Action Planning: Create and maintain action plans detailing how accounts will achieve their targets and identify specific actions to enhance profitability.
  • Customer Needs Assessment: Proactively assess and validate customer needs to develop tailored solutions.
  • Contract Negotiation: Manage and execute contract negotiations effectively.
  • Collaboration: Work closely with Customer Service, Technical Service, and Operations teams to ensure high levels of customer satisfaction and effective problem resolution.
  • Market Insights: Maintain close communication with Marketing and R&D to recommend and promote new applications and technologies aligned with market trends.
Performance Deliverables:
  • Achieve sales objectives within designated accounts.
  • Meet profitability expectations.
  • Develop compelling customer value propositions to drive revenue growth through new customer acquisition and increased share within existing accounts.
  • Foster cross-functional relationships across various customer locations.
  • Fulfill strategic customer objectives as defined by management.
  • Provide a comprehensive territory business plan that includes strategic account plans for selected clients.
  • Optimize the use of company resources to achieve territory goals and maintain high customer satisfaction ratings.
Qualifications:
  • Bachelor's degree in a relevant field; 5-7 years of sales experience, particularly with large accounts and value-added selling.
  • Demonstrated success in utilizing a structured sales process to drive growth.
  • Ability to interpret contract language and produce high-level business correspondence.
  • Strong communication skills to effectively present information and respond to inquiries from leadership and clients.
  • Proven analytical skills to develop business solutions and strategies.
  • Problem-solving abilities to navigate complex situations with limited standardization.
  • Willingness to learn and analyze industry trends and competitive landscape.
  • Proficient in Excel and CRM software.
  • Willingness to travel extensively, up to 75% of the time.
  • Ability to work in a home office or standard office environment.

Additional Information:
Zip-Pak offers a competitive salary and a comprehensive benefits package to support the well-being of our employees and their families. We are committed to equal opportunity and fair treatment for all employees throughout the employment relationship.