Strategic Account Manager

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. 

The safety and health of employees takes precedence over any other duties of this position.  While reporting to Director – Strategic Accounts, this position is responsible for coordinating all activities for accounts assigned regarding price, product quality, service, new product introductions, and communications. The successful candidate will work with regional personnel to increase and/or maintain CPP North America share/profit position with assigned accounts and to increase Sonoco’s exposure on a national basis.  

What you’ll be doing: 

• The position is not only responsible for the strategic account relationships in the Dalton, GA market but also will manage a territory and will be responsible for direct account management and account representative responsibilities 
• Strengthens and develops relations with key personnel of national accounts through extensive personal contacts at all levels of management, correspondence, and regular attendance at trade association meetings
• Specific account responsibilities would be for CPP NA 
• Prepares, maintains, and executes account plans for each account assigned, outlining specific objectives pertaining to marketing, selling, and manufacturing (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  
• Stays abreast of major business trends and technical developments as they relate to assigned accounts and provides management with regular updates for planning purposes  
• Analyzes and evaluates customer potential and assists plant and regional sales offices in the area of sales forecasting  
• 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  
• Makes recommendations regarding adjustments in pricing and coordinates all pricing activities to include the communications of changes to price, both internally and externally  
• Monitors and coordinates CPP division involvement with assigned accounts with respect to contracts and bid proposals. Always maintains proper linkage with the line groups   
• 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  
• Reviews customer complaints and works with plant and/or regional personnel to ensure 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 and to also keep them up to date as to Tubes and Cores activities  
• 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  
• Is responsible for ensuring AR/DSO is managed and kept within the terms of the customer agreement 
• Is responsible for identifying and executing cost savings projects that drive value for the customers (TCO)  
• Coordinates quarterly reviews with accounts to review: YoY and YTD sales data, quality, delivery, TCO projects, brainstorming of value generating ideas occurs. These reviews will include field reps as appropriate 
• Is responsible for representing both the customer 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.  
• Be willing and able to engage and get involved in the local community 
• Be willing and able to continue learning through in-person or virtual training sessions (Ex- Strategic Account Management (SAM) Certification) 
• Develops, presents, and executes strategic plans for account 1-3 and 5 year models. Works with Division Management in strategic planning  
• Reports to Director of Strategic Accounts, CPP NA  
• 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.  Can quantify the value of our solution in terms of the customers financial strategy and ROI 
• Can deliver Boardroom level presentations  
• Questions and challenges the status quo  
• Displays honesty and integrity, and honors company, customer and personal commitments  
• Builds a team vision and identity for multifunctional collaboration and management of a strategic customer  
• Demonstrates consistent, methodical work habits to drive and complete the account management process, within time and resource constraints
• The above applies to Sonoco CPP NA as well as Cascades Sonoco for all products sold to assigned accounts

This is remote position with the desired candidate located in Dalton, GA.   

We’d love to hear from you if:

• A 4-year college degree is preferred
• Must have 10 years industry experience and a minimum of 3 years commercial selling/marketing experience 
• Strong analytical skills and the ability to develop/quantify value are required
• Must have strong written and oral communication skills 
• Must have good working knowledge of Excel, PowerPoint and Word 

This is a progression position and level will be based on candidate experience and business needs. 

Compensation: 

Strategic Account Manager: The annual base salary range for this role is from $143,200 to $161,100, plus annual target bonus of 12.5% of base salary. 

Strategic Account Manager II: The annual base salary range for this role is from $147,040 to $165,420, plus annual target bonus of 12.5% of base salary. 

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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.