The Strategic Account Manager (SAM) works with the field sales team and marketing to identify and develop key relationships with target end-users and channel partners. S/he is an integral member of our cross-functional team including regional sales, product marketing, R&D, and packaging engineering to drive our cold chain business forward and support our long-term ambition to become the industry leading provider of sustainable cold chain solutions. This position is responsible for driving results for the entire sales cycle including building and developing senior-level customer contacts, setting the sales strategy and negotiating with the customer for profitable new, cross-sell and expansion business. Success is measured by building a book of business, achieving sales targets, building strong relationships and by demonstrating good leadership skills.

Essential Duties & Responsibilities

• Continuously seeks and qualifies new market opportunities for Ranpak solutions
• Develops and implements strategic sales plan to secure sales growth maximizing all product lines in the full spectrum of distribution across key customers and selected industrial channel customers
• Works jointly with field sales team to develop accounts and foster existing relationships
• Develops and maintains close working relationships with senior management at the national level. National accounts are defined as those accounts that purchase a minimum of $125k annually.
• Establishes and maintains relationships with key decision-makers within major accounts
• Eliminates attrition through superior account management and execution

• Leads proposal development in collaboration with product marketing to drive sales commitment
• Identifies opportunities for organic growth and expansion within key accounts
• Demonstrates value of product in use at target end users through product demos and training nationwide
• Manages and reports on sales pipeline, forecasting monthly and quarterly revenues
• Supports Regional Sales Managers and distribution branches with end user support calls, presentations, and training supplementing business development
• Identifies and pursues new business opportunities within NOAM market
• Builds and maintains strong relationships with existing customers and prospects, understanding their needs and providing tailored solutions
• Educates internal stakeholders on cold chain value position to drive awareness, alignment, and an expanded sales network for lead-generation
• Collaborates with cross-functional teams including ops, logistics and customer service to ensure seamless delivery and service performance
• Collaborates with packaging engineering and R&D on new product development
• Prepares sales forecast and budgets and provides regular updates to senior management
• Collaborates with Product Management to develop comprehensive competitive positioning and value pricing plan to maximize profit delivery

Qualifications
• Bachelor's degree in business, engineering or related field

• 3+ years of successful sales experience in national account manager position

• Planning: forward looking ability and vision to complete strategic 2-4 year business plan
• Ability to negotiate profitable contract terms and conditions

• Strategic selling capabilities with a demonstrated history of quota achievement
• Demonstrated "hunter" capabilities: track record of landing new business
• Excellent interpersonal communication skills including presentation skills
• Ability to access decision makers in corporate environments and "sell" the product on the "shop floor"
• Strong customer orientation
• Possesses a solid grasp of sales metrics, KPI's and performance measures
• Strong professional written and verbal communication and interpersonal skills

• Experience in strategic planning and execution
• Ability to work effectively in matrix organizations collaborating with varying department leaders
• Independent and strategic thinker requiring minimal supervision for decision-making and resolution of business performance obstacles and conflicts
• Collaborative team player who "gets things done"

• Solves practical problems and deals with a variety of variables across complex situations and to interpret a variety of instructions
• Analyzes and interprets business information, technical procedures, or governmental regulations; communicates clearly and succinctly in a variety of communications mediums and settings; can get messages across that have the desired effect
• Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully. Looks beyond the obvious and doesn't stop at first answers. Develops alternative solutions
• Follows instructions, responds to management direction. Takes responsibility for own actions; keeps commitments. Commits to long hours of work when necessary to reach goals. Completes tasks on time or notifies appropriate person with an alternate plan
• Effectively facilitates open communication and relationships with staff, organizational colleagues, prospects, and customers. Relates well to all kinds of people. Builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably
• Spends time and the time of others on what's important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus
• Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom line oriented; steadfastly pushes self and others for results