ACCOUNT MANAGER

Flexible Packaging Products Salesperson

In 1989, Wikoff's first continual improvement department was established, adopting a Total Quality Management approach. Over the years, the department has matured and expanded its vision to include not only oversight of the quality management system, but also training programs and employee safety while adopting other improvement methodologies such as lean and six sigma.

Job Summary:

We are seeking a motivated and results-driven Flexible Packaging Products Salesperson to join our sales team. The successful candidate will be responsible for promoting and selling a range of Wikoff products to new and existing clients. This role involves prospecting, managing customer relationships, providing technical product knowledge, and achieving sales targets within an assigned territory. It is expected the candidate will drive revenue growth through consultative selling. The ideal candidate is a self-starter with a passion for sales, excellent communication skills, and a proven track record in Ink, Coatings, Plates, and other Flexible Packaging oriented consumables.

Responsibilities:

• Identify and develop new business opportunities through prospecting, cold calling, networking, inbound lead follow-up and industry events.
• Build and maintain strong relationships with existing customers to ensure ongoing satisfaction and repeat business.
• Provide excellent customer service, addressing inquiries, and working with Technical Solutions to resolve issues.
• Contribute to the development and achievement of sales targets and quotas.
• Understand customer needs and recommend appropriate products or solutions.
• Conduct product demonstrations and deliver technical presentations to clients.
• Collaborate with technical and development teams to understand technical specifications and tailor offerings to client requirements.
• Negotiate pricing, terms, and conditions of sales agreements.
• Prepare quotes, proposals, and contracts.
• Maintain accurate records of sales activities, customer interactions, and opportunities using CRM software.
• Stay up to date on industry trends, market conditions, and competitors.
• Attend trade shows, conferences, and sales meetings as required.
• Ensure all competitive pricing insights are shared with the Flexible Packaging Director in a timely manner for analysis and action.
• Staying informed about competitor products and pricing to effectively position the company's offerings.
• Develop key account plans, including sales summaries, key personnel, account strategy and an annual action plan.
• Organizing sales territory to efficiently call on current and prospective customers, coordinating all accounts with your supervisor and technical support personnel.
• Working through the Chief Commercial Officer and Flexible Packaging Director in coordinating major or national accounts as they relate to local activity in communicating to corporate and other branches.
• Making recommendations to management regarding improvements in products, packaging, shipping methods, service or billing methods and procedures to prevent future complaints and following up on recommendations to ensure customer satisfaction.
• Working with field technical and production personnel to supply a current formula or produce a product that satisfies the customer's requirement at a competitive price within material and manufacturing guidelines.
• Working with Corporate Credit and Collection to resolve delinquent accounts.
• Provide a forward-looking 12-month sales forecast by major customers and all others within the territory at a monthly cadence.
• Report on YTD sales performance on a periodic (monthly or quarterly) basis to the Flexible Packaging Director and the Chief Commercial Officer.
• Actively update and report monthly on territory sales pipeline value, opportunity progress, wins and losses and suggestions for advancing projects.
• Ensure that all sales team members adhere to company policies and procedures.
• Execute your individual sales development plan to improve selling skills and effectiveness.
• Develop a strong understanding of ink types, printing technologies, and related products.
• Create the annual sales budget from the bottom-up, customer by customer basis.

Skills and Qualifications:

• Bachelor's degree in engineering, Industrial Technology, Chemistry or a related field (preferred but not mandatory). Industry experience in lieu of a college degree will be considered.
• Proven experience in B2B sales (3 to 6 years), preferably within the Ink, Coating, Plates or Printing Industry.
• Strong knowledge of printing products or equipment.
• Demonstrate excellent customer service skills.
• Excellent communication, negotiation, and presentation skills.
• Self-motivated with a strong drive to meet and exceed sales targets.
• Ability to work independently and as part of a team.
• Ability to travel within assigned territory (~80%) and to meet customer contact metrics.
• Proficiency with CRM systems and Microsoft Office Suite.
• Have good math skills to calculate figures and amounts such as discounts, interest, commission, proportions, percentages, area, circumference, and volume.
• Results-oriented with a focus on exceeding sales targets.

Key Competencies:

• Technical aptitude and ability to understand complex products.
• Customer-centric approach.
• Time management and organizational skills.
• Strategic thinking, analytical and problem-solving skills.
• Persistence and resilience under pressure.
• Familiarity with lead generation tools and sales automation platforms.

Work Environment:

This role is field-based where most of the time will be spent with customers, and a fraction of the time will be spent in a home or branch-based office.

This company is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or protected veteran status.