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Qualifications
Minimum of 10 years of professional sales experience managing large, complex accounts and high-performing individuals
Skilled in Microsoft Word, Excel, PowerPoint and SalesForce CRM
Ability to implement and manage complex processes, high-level negotiations, RFQs and company reporting requirements
Knowledge of the new and reconditioned industrial packaging industry or other industries with similar dynamics
Experience leading a team in cross-functional transformative efforts
Experience in developing, communicating, and implementing pricing models and strategies
Ability to communicate effectively at the highest levels within MPS and with our customers
Willingness to travel extensively as needed for customer and company meetings
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Responsibilities Lead and direct a team of 7 to 10 high-performing individuals in all aspects of key account management to meet company growth and profitability targets
Develop actionable, comprehensive account plans for all key customers that accurately reflect our relationship status, share-of-wallet, growth opportunities for sales and sourcing, margin improvement opportunities and competitive dynamics
Train, mentor and empower direct reports to proactively manage their accounts to optimize volume and profitable growth as dictated by corporate directives and operational capabilities/limitations
Develop and monitor goals and KPIs for measuring the activity, personal initiative, and results of direct reports as they pertain to volume, price, sourcing, and other company initiatives
Manage and administrate responses to customer RFQs, contract negotiations/renewals, and other request for information
Using the systems and programs currently available, or through the development and implementation of new tools, provide actionable analytics and reports to the key account team, SR
VP Sales and other senior company leadership as required
Work with the sales support, customer service, operations, and transportation groups to improve internal and external communications with key accounts
Prepare the team to give executive-level presentations, which includes creating a template for Executive Summaries and Quarterly Business Reviews
Help the team coordinate Key Account Team meetings with relevant functions to create a team selling atmosphere
To create a Channel Strategy alongside the Senior VP of Sales which would include how to price and market to third party distribution partners alongside our internal partner Questar
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Key Skills: