Key Account Manager- Earthwise

Job Description

Job Description

As a Key Account Manager for Bunzl's EARTHWISE reusable bag division, you will be responsible for developing and growing key customer relationships while driving revenue, profitability, and customer satisfaction. You will manage strategic national accounts primarily within the grocery and distribution channels. You will be the primary point of contact for assigned customers and work closely with internal teams to deliver solutions that align with customer objectives and Earthwise's sustainability mission.

In this position, you will be the primary point of contact for assigned customers and work closely with internal teams to deliver solutions that align with customer objectives and Earthwise's sustainability mission. Success in this role requires strong commercial acumen, strategic thinking, account planning, relationship management, and product knowledge. This role will consistently partner with the Director of Sales to build presentations and present to both current and prospective customers.  

As part of Bunzl's Earthwise segment, you'll support a portfolio of reusable bag solutions that help retailers meet sustainability goals and reduce single-use waste. Our product offering includes reusable shopping bags, insulated bags, custom-branded programs, and other eco-friendly carryout solutions. 

Customer headquarters and operating locations are distributed throughout the United States, requiring regular travel for customer meetings, business reviews, industry events, and strategic planning sessions.

This is a U.S. Remote role; we will consider applicants that live anywhere in the US as long as they are near a major airport (customer concentration is heavier in the central United States).  

Responsibilities:

• Develop and execute strategic account plans that drive revenue growth, profitability, customer retention, and market share expansion.
• Build and maintain strong relationships with customer stakeholders at all levels of the organization.
• Serve as the primary customer contact and trusted business partner for assigned accounts.
• Identify opportunities to expand product offerings, increase penetration within existing accounts, and secure new business.
• Develop annual sales objectives, business plans, and growth initiatives aligned with company goals.
• Lead customer business reviews, strategic planning discussions, and long-term growth initiatives.

Customer Solutions & Cross-Functional Leadership

• Collaborate with Product Development, Design, Supply Chain, Operations, and Marketing to develop customer-specific solutions.
• Coordinate the development of private label programs, new product launches, and customer marketing initiatives.
• Ensure customer requirements, timelines, and expectations are communicated clearly and executed successfully across the organization.
• Resolve customer issues and identify proactive solutions that strengthen long-term partnerships.
• Act as the liaison between customers and internal functional teams to ensure outstanding execution and service.

Sales Performance & Financial Management

• Solicit and secure new accounts for Earthwise within the Grocery and Distribution channels including banner extensions for current customers.
• Achieve assigned sales, margin, and profitability targets.
• Analyze sales performance, market trends, customer data, and competitive activity to identify risks and growth opportunities.
• Prepare forecasts, business updates, sales reports, and strategic recommendations for leadership.
• Negotiate pricing, contract terms, and program agreements that support both customer objectives and company profitability.
• Support accounts receivable management and partner with finance teams to address credit or collection issues when necessary.

Market & Industry Leadership

• Maintain a strong understanding of Earthwise's value proposition, sustainability initiatives, product portfolio, and industry trends.
• Monitor competitive activity, emerging market opportunities, and customer business developments.
• Represent Earthwise at trade shows, customer events, industry conferences, and business meetings.
• Support company-led product, category, and strategic growth initiatives.

CRM & Administrative Excellence

• Maintain accurate customer records, opportunities, forecasts, and account plans within the CRM system.
• Manage multiple priorities, projects, and customer initiatives simultaneously while meeting deadlines.

Requirements:

• High school diploma or GED equivalent required.
• Bachelor's degree or equivalent combination of experience, education and training strongly preferred.
• 5+ years of experience in strategic account management, national accounts, sales, business development, or related commercial roles.
• Experience selling to grocery, retail, foodservice, packaging, consumer products, sustainability-focused, or related industries preferred.
• Proven success managing complex customer relationships and delivering measurable revenue growth.
• Experience leading cross-functional initiatives and collaborating across multiple departments.
• Previous leadership experience or demonstrated ability to influence and lead without direct authority is preferred.
• Ability to travel nationally as required to support customer meetings, business reviews, trade shows, and company events.

The perks of being a Bunzl team member don’t stop at being part of a great team or being valued as our #1 asset. We offer a full range of benefits to help our employees take care of themselves and their families today, tomorrow and for the future.

• Bunzl U.S. target salary range: $80,168.40 - $135,000 (+ annual bonus & car allowance), based on experience, education, and geographic location.
• Medical, dental, vision, and life insurance available to employees and eligible dependents starting the first day of the month after 30 days of employment (unless otherwise specified by a collective bargaining agreement).
• 401(k) retirement plan with a generous company match of $0.75 per $1.00 contributed, up to 6% of eligible pay, available after 30 days.
• Paid time off, including:
  • 10 vacation days and 2 personal days annually (prorated in the first year based on hire date).
  • 40 hours of sick leave per year, (56 hours of sick leave if hired in WA, in accordance with Washington State law.)
  • 6 paid national holidays and 2 floating holidays annually.
• Please refer to the Benefits & Perks section on our career webpage for more details
• Any leave required under federal, state, or local law, as applicable, such as leave under the Colorado Healthy Families and Workplaces Act.
• Notice to all Philadelphia, PA Applicants: There will be a criminal background check conducted that will include an individualized assessment based on your specific record, job duties, and job requirements
• Bunzl will be accepting ongoing applications for at least 10 business days.

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Bunzl is a global leader in the Cleaning & Hygiene, Food Processing, Grocery, Health Care, Non‑Food Retail, and Safety industries. We have grown both organically and through acquisitions to exceed $10 billion in sales. Headquartered in St. Louis, Missouri, Bunzl North America operates more than 100 warehouses and serves all 50 states, Puerto Rico, Canada, and parts of the Caribbean and Mexico. With more than 10,000 team members and over 400,000 supplies, Bunzl is recognized as a leading supplier across North America—and proudly certified as a Great Place to Work®. At Bunzl, you’ll find Unlimited Potential… your career, our future.

Bunzl Distribution offers competitive salaries, a comfortable work environment, and a full range of benefits including a 401k with a company match.

Bunzl Distribution has a tradition of commitment to equal employment opportunity. It is the established policy to attract and retain the best qualified people without regard to race, color, religion, national origin, sex/gender (including pregnancy), sexual orientation, age, disability or veteran status as provided by law.