Account Manager - North TX and OK

All jobs at Southern Champion Tray (SCT) require Team members to act in accordance with the shared Core Values and Operating principles of the company as they perform specific job functions. These include:

• Trustworthy – We strive for our actions to match our words in all our relationships.
• Servant–Hearted – We enable and empower our team to serve the needs of customers, Team members, suppliers, and the community.
• Relational – We aim to build healthy relationships while fostering an environment that promotes compassion, balance, and personal and professional growth.
• Resourceful – We value strategic insourcing, first looking to create solutions internally, and then looking to apply that knowledge to future opportunities.

REMOTE WORK ELIGIBILITY:

This position will function primarily remotely within approved geographic locations, with periodic travel required. Availability for scheduled weekly, monthly, and other company sales meetings, Corporate Accounts Team, Sales Leadership Team, and Chattanooga Leadership Team meetings in person or via Teams or other virtual call software options is expected. Reasonable response time to requests from various sources is also expected.

SUMMARY

Responsible for managing full strategic sales and business development for distribution accounts based within the United States as well as generating demand through targeted end-user engagement. This person will represent Southern Champion Tray stock catalog products, in addition to custom packaging. Primarily responsible for maintaining existing customer relationships and developing new end-user relationships, in an effort to increase annual sales within our current distribution network.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Successfully manages accounts to achieve growth, hit sales targets, and meet overall annual budgeting requirements for territory
• Proactively identifies, targets, and calls on key operator end users across restaurant, grocery, convenience store (c-store), and commercial/retail bakery markets to uncover packaging pain points and generate pull-through demand for distributor partners
• Conducts on-site product demonstrations, packaging audits, and sample evaluations for restaurant operators, supermarket deli/bakery directors, c-store category managers, and retail bakeries to present functional SCT stock and custom packaging alternatives
• Maintains an active pipeline of end-user conversion targets within the restaurant, grocery, c-store, and bakery sectors, coordinating with local distributor sales representatives to seamlessly fulfill and close new operator business
• Effectively works with Sales Manager on a daily/weekly basis
• Effectively submits and evaluates pricing to ensure competitiveness in the market
• Collaborates with customers and marketing teams to drive business
• Performs analysis for Quarterly and Annually Business Review Meetings with top customers
• Travels monthly within territory to participate in tradeshows, lead sales presentations, and end-user calls
• Identifies and develops a portfolio of high-value customers
• Cultivates strong customer relationships with key business executives
• Learns product line and manufacturing process and stays up to date on that knowledge to emphasize product features to use in problem solving strategies for customers to grow business and relationships
• Maintains contacts and projects in Sales Pipeline Tool and WebCenter
• Analyzes current and prospective customer accounts for profitability performance
• Onboards new customers to help them understand the full scope of company products, programs and services
• Negotiates product contracts and close agreements to maximize profits
• Participates in customer product Request for Quotes (RFQs) and Requests for Proposals (RFPs) and meets deadlines
• Serves as a brand ambassador for existing and new products and develops tailored sales pitches to each customer
• Participates in the development and implementation of a strategic business account plan for territory sales that aligns with SCT’s overall business strategy
• Plans in advance and coordinates trade show representative(s) in absence of Account Manager or due to conflicting schedules
• Participates and leads sales presentations at customer events and industry tradeshows
• Utilizes sales reporting tools to assist in development of realistic forecasts for production planning purposes
• Collaborates with customers and internal teams to produce customized packaging
• Partners with Distributor Sales Reps to train them on our product lines and acquires new business for SCT and our customers, including planning and executing joint end-user sales calls.
• Reinforces positive relationships with prospective and existing customers through face-to-face meetings, events, and frequent communications
• Remains current with product and industry marketing trends such as sustainable packaging shifts, off-premise dining trends, prepared food growth, and grab – and-go foodservice needs.
• Resolves escalated customer issues and complaints regarding sales and service in a way that honors the customer and aligns with SCT’s mission, vision, and core values
• Assists with development of contracts and agreements for customers
• Seeks resolution and responds promptly to any product, service, and billing related issues
• Sets a good example, acts in accordance with company culture and values, prioritizes effectively, uses effective communication, and delivers results efficiently
• Provides superior service to external and internal customers
• Submits weekly sales updates which consist of account activities and weekly expense reports
• Maintains company vehicle, if provided, communicates any maintenance needs, and resolves these needs when necessary
• Cascades and communicates with individuals at all levels within the organization
• Documents assigned tasks as required
• Performs work according to supervisor's directives when requested
• Wears safety protection as required by company and/or customer
• Ensures a clean workplace daily
• Performs other duties as assigned

SUPERVISORY RESPONSIBILITIES

This job has no supervisory responsibilities.

DEVELOPMENT INDICATORS

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

• High school diploma or General Education Degree (GED) required, bachelor’s degree in business management or similar professional experience preferred
• Minimum five (5) years’ sales experience with emphasis on packaging and/or distribution preferred
• Prior experience selling into foodservice, restaurant, grocery, or bakery markets strongly preferred.

OTHER REQUIREMENTS

• Eighteen (18) years of age or older
• Successful completion of pre-employment drug screen, physical and background check
• Dependability
• Valid driver's license
• Ability to safely operate a motor vehicle
• Willingness to travel frequently by air and land
• Sufficient personal financial resources to make travel arrangements, etc. between monthly company reimbursement cycles. Approved expenses will be reimbursed.

SKILLS AND ABILITIES REQUIRED

• Basic computer/typing skills and proficiency in Microsoft Office software applications (Word, Outlook, Excel and PowerPoint)
• Strong interpersonal and communication (both verbal and written) skills and ability to effectively deliver, reinforce consistent messages and influence others via communication to get desired results at all levels of the organization
• Excellent relationship-building skills
• Skilled at building rapport, opening doors, and understanding business requirements of customers at all levels from distributor management to independent and multi-unit food service operator decision-makers
• Strong analytical skills/logical reasoning ability
• Ability to use data-driven reports to facilitate sales growth, provide forecasts to production planning teams, etc.
• Ability to prioritize, organize and multitask well, paying close attention to detail and effectively managing time
• Independent thinker/worker with strong initiative to lead/manage multiple projects under minimal supervision
• Excellent public speaking and presentation skills
• Willingness to travel frequently

LANGUAGE SKILLS

• Ability to read, understand, and communicate to others the meaning of complex documents including legal documents, letters, etc. and write legibly in English
• Ability to understand, speak clearly, and communicate in English
• Bilingual speaking ability a plus

MATHEMATICAL SKILLS

• Ability to add, subtract, multiply, and divide both fractions and decimals, solve equations, read measurements
• Ability to use formulas to calculate and analyze data

REASONING ABILITY

• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists

PHYSICAL DEMANDS

• The physical demands described here are representative of those that must be met by a Team Member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• While performing the duties of this job, regularly required to remain in a stationary position a minimum of 25% of the time, move and regularly operate a computer and other office equipment and properly employ objects, tools and/or controls. Frequently required to communicate and exchange accurate information.
• While performing the duties of this job, regularly required to walk, stand, use hands to finger, handle or feel objects, tools or controls and reach with arms and hands.
• Specific vision abilities include close vision, color vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.
• Must frequently transport up to ten (10) pounds and occasionally transport up to twenty-five (25) pounds. Lifting devices must be used or help must be requested for anything over twenty-five (25) pounds.
• Ability to frequently travel by land and/or air for extended periods of time with overnight stays.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those a Team Member encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions and cannot be eliminated or performed by others.