Strategic Account Executive

Company: Inland Label and Marketing Services
Location: La Crosse
Posted on: January 25, 2023

Job Description:

Job Summary:The Strategic Account Executive is responsible for maintaining and growing sales, profit, and relationships from a large book of assigned key strategic accounts as well as achieving new revenue growth of Inland's label product segments. The individual is expected to take complete ownership and have a solid understanding of each account in order to uncover strategic profit improvement initiatives and revenue growth opportunities. This role will be responsible for gaining a strong understanding of Inland's products, processes, and target segments in order to aggressively grow business within the assigned accounts. In addition, this role is expected to help lead and support the Strategic Account Representative team through trainings, customer meetings, and team projects. The preferred candidate should be able to demonstrate strong communication skills, thrive in fast-paced environment with multiple challenges, and possess the ability to organize and prioritize work activities to produce consistent results and meet and/or exceed individual and department sales goals.Essential Duties & Responsibilities:To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This list of essential functions is not exhaustive and may be supplemented as necessary.Meets and/or exceeds sales objectives/goals by building a pipeline of strategic sales opportunities and delivering sales in alignment with Inland strategic objectives.Identifies profit improvement initiatives through customer accounts that align with overall company strategy and goals and successfully executes those identified initiatives.Actively and successfully manages the sales process: uncovering new opportunities, presentations, answers questions and provides solution-based ideas, contract development and negotiation, close and maintain or transition the business to the account management team.Learns and maintains consistent level of understanding about Inland's products and services, sales tactics, strategy and internal company processesCollaborates with cross-functional teams to develop customer specific profit improvement strategies and capacity needs.Develops and fosters relationship with the Marketing, Sales, and other internal groups to increase awareness of Inland Packaging's products and/or services in the marketplaceDevelops and maintains prospect/customer database for use as sales leads based on information provided on strategic focus areas. Ensures all sales opportunities to Inland within assigned prospect/customer list are aggressively explored, captured and a pipeline of potential business is maintained through Salesforce CRM tool.Builds relationships with key decision makers through direct communication in face-to-face meetings, telephone calls, email, video calls, and other forms of communication.Executes difficult conversations with customers at times and provides solutions moving forward.Overcomes customer objections and/or obstacles with a positive, energetic and optimistic attitude.Represents Inland at industry events and trade shows to gain new business leads and contacts.Works closely with Account Management and Technology team to provide world class service to customers.Works closely with cross-functional teams and departments to onboard new business for a seamless commercial launch.Prepares reports of business transactions and manages expense account to get the most value from money spent on entertainment and travel.Creates and maintains sales reporting and statistics as required, substantiating position success.Maintains individual annual sales budget.Assists/leads department training as well as maintaining the Sales Training Program and Standard Operating Procedures/Process Maps.Partners with Marketing team to ensure alignment on customer strategy with Strategic Account team.Drives and guides the sales strategy among the Strategic Account Representative team.Essential skills and experience:Bachelor's degree in Sales, Marketing, Communications, Management, or related field5 years of outbound sales and/or lead generation experience, or a combination of education and experience required. Experience and track record selling C&S, PSL, Shrink, Flexible Packaging, and IML preferred.Possess a comprehensive understanding of the label industry, markets and competitionIntelligent, motivated and competitive with a "roll-up-the-sleeves" and "get-the-job done" attitudeAbility to develop productive relationships and communicate effectively with management, peers, plant personnel, suppliers and customersExperience translating customer insights into sales opportunitiesAbility to negotiate and persuadeOutgoing and personable with excellent interpersonal skillsExcellent organizational, written and oral communication, listening and presentation skillsSelf-starter with the ability to manage time and meet deadlinesReceptive to constructive criticismSelf-motivated, desire to learn independentlyFlexible and creativeAble and willing to learn and position multiple product offeringsDesire to work in packaging industry with an aggressively growing companyValid driver's license and excellent driving recordProficient with Microsoft Suite programsCore CompetenciesBuilding PartnershipsDeveloping and leveraging relationships within and across workgroups, as well as outside the organization, to achieve results.Earning TrustGetting others' confidence by acting with integrity and following through on commitments while disclosing own positions; treating others and their ideas with respect and supporting them in the face of challenges.Customer FocusEnsuring that the internal or external customer's perspective is a driving force behind strategic priorities, business decisions, organizational processes, and individual activities; crafting and implementing service practices that meet customers' and own organization's needs; promoting and operationalizing customer service as a value.Financial AcumenUtilizing financial data to diagnose business strengths and weaknesses and identify the implications for potential strategies; keeping a financial perspective in the forefront when making strategic decisions.Nonessential skills and experience:Advanced in business, sales, communications, management, or related fieldExperience with Experience in the packaging and/or print industryWork Environment:Operates in a demanding, fast-paced, people-oriented manufacturing environment with frequent changes and interruptions, and multiple project assignmentsWorks with a variety of people including vendors, customers, employees, team members, and managersRequired Work Schedule:Typically works standard business hoursMust be flexible for occasional meetings and responsibilities outside of standard business hours including weekendsTravel and overnight trips are requiredTravel upwards of 60% of work schedulePhysical Requirements:Generally sedentary20/40 corrected visionNo unusual physical requirements are necessary

Keywords: Inland Label and Marketing Services, La Crosse , Strategic Account Executive, Other , La Crosse, Wisconsin