Customer Account Manager

Job Description

As Customer Account Manager , you will be responsible for growing and supporting our client’s customer base across the Midwest. You will manage customer relationships, identify opportunities for service and equipment sales, and drive new business development within the folding cartoon and packaging industry. The ideal candidate combines strong customer service and business development skills with technical aptitude and experience in industrial equipment or manufacturing sales. This role requires exceptional Customer focus, technical curiosity, and proven success in capital equipment sales or the willingness to fully develop into an equipment sales role. The position requires approximately 50-70% travel throughout the assigned focus territory and beyond.

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The Midwest territory includes Wisconsin, Minnesota, Iowa, Missouri, Illinois, Indiana, Ohio, and Michigan, but may expand beyond these states depending on need.

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Primary Objective

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Drive Customer Satisfaction and Revenue growth by:

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• Expanding relationships within existing accounts and identifying capital equipment opportunities in new accounts early in the buying cycle.
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• Penetrating and developing new target accounts and product applications
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• Achieving financial targets with respect to order intake and profitability
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• Monitor the carton board market across the US and Canada, identifying trends, opportunities and emerging customer needs; track competitor activities, anticipate market shifts and trends and recommend proactive actions to stay ahead in the market.
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Key Responsibilities

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• Grow revenue within existing accounts by uncovering expansion and Sales/Service opportunities
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• Actively prospect and develop new customers within assigned territory
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• Conduct on-site visits to evaluate production lines and identify machinery needs
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• Escalating customer issues to the Technical Support teams and facilitating resolution
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• Build and nurture strong relationships with key stakeholders such as plant managers, engineers, operations leaders, and executive decision-makers to grow our market presence
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• Lead the full capital equipment sales cycle: prospecting, discovery, solution development, quotation, negotiation, and closing
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• Partner with internal teams such as engineering, customer service and technical support to deliver customized solutions and ensure seamless customer experiences
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• Maintain accurate pipeline forecasting and reporting discipline
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• Represent the company at trade shows and industry events
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Required Qualifications

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• 5+ years of experience in industrial, automation, or manufacturing Equipment Sales and/or Customer Service, preferably in the paper converting, graphic, or packaging business
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• Ability to understand complex, technical concepts and communicate them in non-technical ways
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• Demonstrated success in business development and territory growth
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• Ability to engage both technical and executive stakeholders
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• As an entrepreneurial spirit - you take ownership, drive initiatives, and thrive on autonomy
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• You are a natural relationship builder with strong emotional intelligence and a collaborative mindset
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• You are highly self-motivated, with a proactive approach to problem solving and opportunity creation
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• You are a resilient communicator who can influence, negotiate, and close deals with confidence
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• You are empathetic and customer-focused, always putting the client's needs at the heart of your approach
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• Willingness to travel up to 70% of the time
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• Valid passport and ability to travel internationally
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What Success Looks Like

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• Becoming a trusted advisor to customers while maintaining a results-driven mindset
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• Becoming a respected team player within the Heiber + Schroeder organization
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• Consistent pipeline generation through active prospecting
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• Exceeding annual revenue and profitability targets
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• Expansion into new accounts
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Work Environment & Travel

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• Home-based role within the assigned territory and beyond
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• Solid line reporting to President of Heiber + Schroeder USA and dotted line to Global Sales Director
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• Approximately 70% travel by car or air including multi-day trips including periodic trips to Atlanta headquarters to directly interface with the team
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• Some international travel for trade shows and training
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