Key Account Manager

The Key Account Manager drives the success of Silgan Dispensing Systems’ business by managing and growing an existing and prospective customer base. This position reports to the Director of Sales, and partners with the broader business including innovation to bring a high level of service and increase customer satisfaction.

Responsibilities:

• Manage strategic accounts, as required, by creating and working within a global account team. Penetrate and connect multiple functions and levels within customer organizations to key internal resources to drive partnerships, business growth, and value delivery.
• Hunt and convert prospective customers to Silgan’s product and services by developing leads through networking, store-audits, mass marketing, etc.
• Understand our customer’s business strategy, market positioning and consumer perception of their brands to identify new product opportunities that lead to new business pipeline and projects.
• Engage beyond procurement within our customer’s organizations and interact with R&D, Marketing and Supply Chain to better understand customer’s needs and value drivers.
• Understand and leverage SDS’ competitive advantages vs our competition: product performance, supply chain, consumer benefit.
• Be an active “voice of the customer” on customer needs, innovation opportunities, and project execution with cross functional partners in the business.
• Develop and implement winning value propositions leveraging “insights selling” practices.
• Negotiate terms and conditions against both current and new business that drives growth, protects margins, and reduces risk for SDS while maintaining strong customer relationships.
• Manage account planning, pre-call planning, needs assessment, value selling, pipeline management, and Salesforce.com CRM systems.
• Work closely with operations, marketing, design strategy and innovation to execute territory and account growth objectives.
• Supports sales leader in establishing sales objectives by forecasting and developing annual sales quotas for his or her territory, projecting expected sales volume and profit for existing and new products.
• Maintain and build strong knowledge of SDS, product launches, product line and the competitive environment. Understand and apply this knowledge to solve customer needs, challenges, and concerns.

Requirements:

• Bachelor’s degree in Business or related field.
• 5 plus or more years of direct sales / key account management experience; experience with a CPG company specializing in creative packaging or related products and markets is preferred.
• Ability to learn and apply new approaches and stay on top of the latest marketing and sales techniques, technologies and tactics that complement organizational sales efforts.
• Excellent interpersonal, communication and organizational skills with ability to work with all levels of the organization.
• Proven experience in working in a decentralized organization with home office activities and very frequent travels.
• Detail oriented and self-motivated to exceed sales growth results.
• Proficient user of Excel, PowerPoint, Word and SalesForce.

LIMITATIONS AND DISCLAIMER

The above job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position.

All job requirements are subject to possible modification to reasonably accommodate individuals with disabilities. Some requirements may exclude individuals who pose a direct threat or significant risk to the health and safety of themselves or other employees.

This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform other job-related duties requested by their supervisor in compliance with Federal and State Laws.

Requirements are representative of minimum levels of knowledge, skills and/or abilities. To perform this job successfully, the employee must possess the abilities or aptitudes to perform each duty proficiently. Continued employment remains on an “at-will” basis.

Silgan is an Equal Opportunity Employer. We consider applicants for all positions without regard to race, color, religion, sex, national origin, age, marital status, or the presence of a disability, which would not prevent the performance of essential job duties with, or without reasonable accommodation of any other protective status.

Silgan is a drug-free workplace.