Description & Requirements

Smurfit Westrock (NYSE:SW) is the go-to leader and partner of choice in sustainable packaging. We are dedicated to creating efficient and scalable paper and packaging solutions to help solve complex packaging challenges. Guided by our values of safety, loyalty, integrity and respect, we are committed to delivering meaningful value for shareholders, customers, employees and the communities where we operate.

Job Responsibilities/Key Accountabilities

Achieving annual sales targets and delivering long term margin improvement for a specific portfolio of Strategic Accounts
Develop and maintain a sales pipeline in line with the business’ strategic growth plan targets.
Improve margin and organic growth with existing business customers through a proactive sales/service relationship and a developed awareness of the customer’s needs.
Generate growth with major clients. Target and develop new customer relationships to increase sales volume and maximise profitability in selected target market sectors
Sell into complex organisations across multiple technical, supply chain and commercial departments
Project manage the introduction of new customers into the business ensuring their effective handover to appropriate stakeholders when appropriate in terms of time and development plan
Managing and negotiating all contracts for the portfolio of Strategic Accounts ensuring customers adhere to agreed contractual terms; report and resolve any areas of non-conformance
Managing projects and developments within the business to support the development of the Strategic Account’s market position and ensure that enterprise and cross selling opportunities are identified of existing products to strategic account customers
Effectively manage changes in your customer base E.g. New Products, Price Increases, Artwork Services, Daylight, VMI, Agile etc.

Ensure accurate and regular reporting of Strategic account KPI performance and achievements including trends and close monitoring of new business and quotations submitted/won/lost

Provide accurate short, medium and long-term forecasts as necessary, working with the business to develop accurate budget volumes and phasing & produce and analyse Strategic account KPI’s

Develop and maintain a professional customer relationship that improves the flow of communication, understanding and increases loyalty to the business

Liaise and partner with operational and technical teams to implement customer solutions, generate and commercialise new ideas in terms of products and processes to generate profitable income

Actively provide accurate input to the CRM system (Salesforce.com) in line with prescribed ways of working for: customer contact, opportunity management, Strategic account inputs and customer related action plan

Knowledge, Skills, Experience

Minimum 3-5 years of Strategic/Key account sales or business development experience in a multinational manufacturing company
Proven track record of sales development and sales of NPI
Proven track record of generating growth with major clients
Proven ability to sell into complex organisations across multiple technical, supply chain and commercial departments
Budget and cost management
Excellent communication skills – written, verbal and presentation, negotiation and influencing skills appropriate to various levels of customer and internal organisation
Customer needs analysis
Proven ability to build and maintain effective customer relationships & lead cross functional teams to achieve agreed outcomes
Project management and problem solving skills
Product and service knowledge
Commercial acumen & Technical aptitude
Broad knowledge of manufacturing process

Language skills – English. The addition of another European language would also be highly regarded.

Willingness to travel & flexibility in working hours

Ability to prioritize and work under pressure.

Proficient in MS Packages including highly competent in Microsoft Excel

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by state or federal law.

Key Account Manager

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