Key Account Manager

Sales Account Manager - Key Account Manager

Silgan Dispensing is a global manufacturer of packaging solutions that help brands enhance lives. Our broad portfolio of triggers, pumps, sprayers, and closures are used by iconic brands across personal care, beauty, fragrance, home, garden, healthcare and beyond. Headquartered in Richmond, Virginia, the Silgan Dispensing team includes approximately 6,000 employees across North America, South America, Asia, and Europe. We are proud to have created a diverse workforce that is innovative, sustainably focused, respectful, inclusive, driven to excel and customer-oriented-held together by the belief that we are best when we work as One Team. Our culture of engagement, collaboration and accountability is what enables us to be the dispensing partner brands rely on to grow their business.

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 solutions, product launches, product line and the competitive environment. Understand and apply this knowledge to solve customer needs, challenges, and concerns.

Requirements