Account Executive I

Account Executive I

Position: Account Executive I FSLA Status: None / Exempt

Reports To: VP of Sales Revision Date: 06/18/26

Position’s Primary Purpose:

The Account Executive’s focus is to find & identify target accounts and bring in new business

from industries such as food, pet food, lawn & garden, beauty products, medical, etc. with a

primary focus on accounts with an annual packaging spend up to approximately $500,000. This

includes building a book of business from the ground up by identifying target accounts and new

opportunities given industry trends. In addition to finding and gaining new business, the Account

Executive will maintain strong and healthy relationships with accounts after closing to continue

organic growth within an account. The Account Executive is expected to regularly travel and

visit with actual and potential clients.

Required Skills Needed to Be Successful:

• 2+ years of B2B sales experience

• Knowledge or aptitude to learn printing/production/packaging (rotogravure a plus)

• Comfort with a technical sales cycle

• Proven ability to collaborate with team members

• Ability to self-generate pipeline through prospecting and cold outreach

• Coachability and openness to feedback

• Solid organizational abilities including account planning, pipeline forecasting, and activity

management

• Self-motivation and ability to set and achieve goals

• Experience with Salesforce or other CRM and MS Office Applications

• Excellent written and verbal communication skills

• Strong work ethic and integrity

Job Tasks:

Pursue Accounts

• Identify target accounts through research, trade shows, or referrals

• Build and work a pipeline of new business through cold calls, emails, LinkedIn, and trade

show follow-up

• Establish the size of the account based on their annual flexible packaging spend

• Pursue accounts with an annual flexible packaging spend of up to approximately $500,000

• Discover points of contact and find your way in via emails, phone calls, trade shows, visits,

or sales calls

• Set up calls and/or face to face meetings to establish rapport and discover needs

• Conduct “interviews” with influencers and decision makers to fully understand their target

condition, discover any current pain points with packaging and/or suppliers, etc.

• Explore solutions for their needs and engage with engineering on material structures and bag

features

• Take lead on “kick-off calls” to introduce Pre-press, Project Coordinating, and Engineering

Teams and establish brand vision, expectations, and timing

• Develop pricing for the best solutions in conjunction with the Sales Playbook

• Assist the VP of Sales and President in negotiating complex situations such as Contracts,

“Program Pricing”, Master Service Agreements, and RFPs

• Solidify the relationship by securing purchase orders and artwork in conjunction with

timelines

• Abide by all standards set forth in the Sales Playbook

Maintain Relationships and Receive New Opportunities

• Business plan implementation and adjustments. Direct quarterly/semi-annual business

reviews to assess the business and discover new opportunities and brand strategies with the

customer

• Conduct at least monthly check-in calls with senior account contacts and influencers

• Host key contacts in conjunction with major trade shows and team-building events

• When quality issues arise on one of your accounts, lead the account team and serve as the

customer’s point of contact to ensure consistency of message

• If necessary, negotiate any credits or re-runs with the customer

• Establish, document, and carry out account plans specific to the goals and conditions of each

key account

Expected Outcomes:

• You exemplify Excel’s Core Values

• You have built an annual book of business of over $4 million within 4 years

• Your customers trust you and view you as an expert of flexible packaging

• You were responsible for strategic account planning and execution that promotes loyalty and

growth with key accounts

• You communicate clearly through email, phone calls, and face to face meetings with

customers

• You lead your account teams through any issues that arise with a customer by

communicating with confidence, clarity, and honesty that reassures your customer

Excel Packaging is a growing packaging firm based in Irvine, CA. We offer a competitive

compensation and benefits package, and the opportunity to learn. If you’d like to be part of a

• great team and appreciated for your work, come help us build the future at Excel.