Key Account Manager

Role Description

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.

• 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 relationship.
• 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.

Qualifications

• 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

Requirements

• 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

Company Description

Silgan Dispensing Systems is a growing global company with operations in over 10 countries where we develop dispensing solutions for iconic brands in the beauty, fragrance, personal care, home, and healthcare markets. The dispensers we manufacture can be found on some of your favorite products. We help brands enhance peoples’ lives through our innovative solutions that make dispensing easier, more comfortable, and more sustainable.