Sales Account Manager

Job Title: Sales Account Manager

Reports To:

FLSA Status: Exempt

Revised Date: 1/1/2023

Travel: Travel requirement up to 50%

Summary: The Sales Account Manager is responsible for all coordinated sales efforts within Altor Solutions’ customer channels. The individual will have a wide range of revenue-enhancing responsibilities which include but are not limited to: (i) developing new accounts; (ii) growing and maintaining existing accounts; (ii) meeting all assigned territory targets; (iv) preparing an annual sales budget; (v) preparing a resin margin forecast; and (vi) setting new business goals.

Essential Duties And Responsibilities

• Drive sales to meet and exceed quarterly sales and profitability targets.
• Effectively draw upon company resources throughout the sales and business development process to always maintain a high level of customer satisfaction.
• Prospecting new accounts while maintaining (and growing) existing customer business.
• Routinely visit customers within a defined territory.
• Developing trusting customer relationships through consistent sales efforts (and executing on our promises).
• Making product presentations & training sessions to all targeted customers within the territory.
• Developing key account plans for top accounts within the territory.
• Work in conjunction with the sales team while prospecting and developing new business.
• Being disciplined with account management review processes and governance (e.g., inventory management/stocking programs, accounts receivable status, and products produced and available for shipment).
• Maintaining profitability on existing accounts and improving margins where possible.
• Providing weekly updates of new projects (i.e., a pipeline management update).
• Participating in pipeline review meetings with sales team.
• Securing business via long-term contracts or supply agreements, where possible.
• Hosting calls/meetings across all internal functions (on behalf of new/existing customers).
• Communicating custom projects to sales and engineering teams.
• Completing RFQ form(s) as required to quote customers on new opportunities.
• Completing & submitting monthly territory report.
• Completing & submitting monthly expense reports in a timely fashion.
• Other duties may be assigned.

Requirements

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education Requirements/Work Experience

Bachelor's degree (B. A.) from an accredited college or university; or five to ten years sales experience and/or training; or equivalent combination of education and experience. Business degree and sales experience in plastic container, rigid packaging or direct-oriented industry a plus. Bi-lingual is a plus, but not a requirement.

Reasoning Ability

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Computer Skills

To perform this job successfully, an individual should have knowledge of Microsoft Suite – Word, Excel, PowerPoint and other data entry, Order processing systems and Database software. Salesforce.com a plus.

Competency

To perform the job successfully, an individual should demonstrate the following competencies:

• Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
• Analytical - Collects and researches data; Uses intuition and experience to complement data.
• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
• Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
• Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
• Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
• Highly motivated self-starter with a high energy level and track record of success.
• Excellent interpersonal skills; strong with presentation and communications skills; demonstrated organizational skills with solid follow through to results.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The work environment is typical of most manufacturing environments. The noise level in the work environment is usually moderate to high level with ear protection required.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The employee must frequently lift and carry up to 15 pounds. Specific vision abilities required by this job include close vision. While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel and talk or hear. The employee is frequently required to stand and walk on concrete. The employee is occasionally required to reach with hands and arms and stoop, bend or twist. The employee is occasionally required to push, pull, and/or move materials. The employee is routinely responsible for operating a motor vehicle to visit customers.

The above statements are intended to describe the general nature and level of work being performed by those assigned to a particular position. This document in no way states or implies that this is an exhaustive list of all responsibilities, duties, and skills required and personnel may be required to perform duties outside their normal responsibilities from time to time, as needed. The Company reserves the right to change, modify, amend, add to or delete from, any section of this document as it deems, in its judgment, to be proper.