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