Strategic Account Manager - Sonoco

From a small family business to a multi-billion-dollar global company, Sonoco has been changing the face of products and packaging since 1899 — all while keeping the heart of “People Build Businesses” alive.

Our talented people are at the core of our growth, constantly reinventing the Sonoco wheel with brilliant solutions every year. Today we are a world leader in global packaging solutions with diversified operations in over 34 countries. We're extremely proud of our portfolio of brands, our achievements in sustainability and industrialization and the groundbreaking work accomplished by our people. 

From a small family business to a multi-billion dollar global company, Sonoco has been changing the face of products and packaging since 1899 — all while keeping the heart of “People Build Businesses” alive.

Our talented people are at the core of our growth, constantly reinventing the Sonoco wheel with brilliant solutions every year. Today we are a world leader in global packaging solutions with diversified operations in over 34 countries. We're extremely proud of our portfolio of brands, our achievements in sustainability and industrialization and the groundbreaking work accomplished by our people.

This position is responsible for coordinating all activities for account assigned regarding price, product quality, service, new product introductions, and communications. Will work through regional personnel in an effort to increase and/or maintain Sonoco’s share/profit position with these assigned accounts and in an effort to increase Sonoco’s exposure on a national basis.

What you’ll be doing:

• Leverages network of internal and external relationships to drive growth within strategic end-user relationship(s)
• The quarterback for all things related to the customer, owns the relationship, its success or failure, and manages the business as if it were their own; has a strong sense of responsibility and urgency
• Is capable of saying “no” and not offending the customer, knows how to identify what opportunities should and shouldn’t be resourced, and is judicious with Sonoco’s resources.
• Strengthens and develops relations with key personnel at assigned strategic account(s) through extensive contacts at all levels of the account organization; ultimately becoming a trusted advisor to the customer.
• Manages and coordinates top-to-top engagements
• Frequently visits strategic customer(s) in-person (at least once per month)
• Prepares and maintains account plan(s) for each strategic account assigned; outlining specific objectives pertaining to selling (These plans are to be written in conjunction with appropriate personnel from all regions involved as well as other division and staff personnel).
• Coordinates the implementation of these account plans and reviews these programs routinely with the plant, region, and division management.
• Frequents customer’s investor relations page monitoring updates and reporting those updates to leadership in synthesized key points that relate to Sonoco’s interest as a strategic partner.
• Analyzes and evaluates customer potential and assists plant and regional sales offices in the area of sales forecasting and demand planning.
• Monitors sales volume levels continuously at each customer location and communicates to the appropriate line and staff personnel reasons for significant variations from budgeted sales levels.
• Leads the conversation internally regarding adjustments in prices and coordinates all pricing activities to include the communications of changes in price and both internally and externally.
• Monitors and coordinates Sonoco’s involvement with assigned accounts with respect to contracts and bid proposals. Maintains proper linkage with Technical, Operations, Customer Service, Quality, Commercial and Leadership roles at all times.
• Keeps line and staff personnel informed as to competitive activity at accounts assigned to include share, price, quality, product offerings, and all other areas of involvement.
• Works with appropriate personnel to develop new product and service offerings for these accounts as well as expanded applications for traditional product lines.
• Works with quality to review customer complaints and works with plant and/or regional personnel to insure that all concerns are resolved expediently and to the complete satisfaction of the account involved.
• Communicates regularly with other divisions within Sonoco so as to stay abreast of their involvement with respect to common accounts
• Protects assets, confidential and restricted information, developments, specifications, materials, legal obligations, and other such data in contacts with external parties.
• Complies with all company policies.
• Works with internal teams to ensure AR/DSO is managed and kept within the terms of the customer agreement.
• Is responsible for identifying cost savings projects that drive value for the customer and Sonoco.
• Coordinates quarterly reviews with accounts to review: YoY and YTD sales data, quality, delivery, projects, brainstorming of value generating ideas occurs. These reviews will include other division personnel as appropriate.
• Is responsible for representing both the customers and Sonoco. Successful candidate can do both effectively by seeing the big picture.
• Responsible for owning and managing all facets of relationship with account. This includes expanding relationships into C-Suites as well as having regular contacts with various functions within the account. (depth and breadth).
• Responsible for attending appropriate trade shows and becoming Sonoco’s ‘expert’ in the targeted markets served.
• Develops and presents strategic plan for account 1/3/5 year models. Works with sales leadership in strategic planning.
• Represents the voice of the customer within Sonoco.
• Demonstrates knowledge and understanding of Sonoco including businesses, organizational structure, value drivers, products and services, and competitive market position.
• Leads the process of developing a clear and winnable strategy to deliver the vision of what the customer-supplier relationship can be.
• Demonstrates your organizations value to the customer in terms of the customer’s financial strategies and measures.  Is able to quantify the value of our solution in terms of the customers financial strategy and ROI.
• Builds a team vision and identity for multifunctional collaboration and management of a strategic customer.

We’d love to hear from you if:

• Must have a minimum 4-year college degree.
• Must have 10 years industry experience and a minimum of 5 years commercial selling/marketing experience.
• Would prefer 2+ years of large account management experience.
• Must have strong written and oral communication skills.
• Must have a good working knowledge of Excel, PowerPoint, and Word.

Compensation:

The annual base salary range for this role is from $93,800 to $112,560

An annual bonus is awarded to eligible employees upon attaining various business and individual goals as defined by the Company and the department leader.  This annual bonus is discretionary, and the Company has sole discretion to determine the amount of the award.

We are an equal opportunity employer, and we strictly prohibit and do not tolerate discrimination against employees, applicants or any other covered persons because of race, color, religion, national origin or ancestry, sex, pregnancy, sexual orientation, marital status, gender identity or expression, age, disability, genetic information, veteran status, or any legally protected characteristic.