Manager, National Accounts

POSITION SUMMARY:

This position has a pivotal role in leading the food packaging national account strategy to achieve growth in volume, profit and market share. These results will be delivered through “Best in Class” selling strategies, tactics and execution. This position focuses on targeted customer relationships and partnership management, account planning, customer and trend industry knowledge, new product and program development, internal communication, and building a national account portfolio.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:

Safety
• Follows plant safety procedures and guidelines
• Informs supervisor of safety issues; reports any workplace injury or incident immediately

Task

• Work with the SVP of Sales and the key terms to create and implement D&W’s next generation of sales                                                   
• Develop specific national account business plans to identify, access, and retain customers
• Achieve budget growth in assigned territory
• Identify key business opportunities on assigned accounts
• Plan, negotiate and close contracts
• Work with R&D on proprietary product opportunities
• Achieve annual sales goals and profit targets
• Optimize ROI of pricing/trade spend
• Develop new ideas and strategies to capitalize on an ever changing packaging market
• Responsible for building key relationships and mutually beneficial business opportunities
• Generate joint business plans and growth ideas to benefit customers and D&W at many levels including purchasing managers, R&D, franchisee groups and those in upper  management
• Effectively communicate customer needs and strategy to internal functions within D&W
• Develop new sales capabilities
• Leverage best practice technology, tools and sales processes to improve communication, productivity, closure rates, value based selling, fact based decision making, tactical pricing models, sales plans by customer and business opportunity analysis
• Collaborate with CS pricing team, forecasting, logistics and marketing to assure customer satisfaction
• Work closely with marketing and R&D to develop, schedule and communicate opportunities, promotions, product pricing & positioning, evaluate results and introduce new products
• Continually monitor competitive activity in the marketplace in the form of sales strategies, product market analyses, quality, promotional activity, new product introductions, competitive pricing and positioning
• Win and grow customers through a complete solutions selling process that includes clear problem definition, creating unique value proposition, articulating a differentiated, high impact solution and executing to exceed customer requirements
• Support company Food Safety efforts through commitment and compliance to SQF standard practices and policies
• Follow plant quality practices including Good Manufacturing Practices, or GMP’s

QUALIFICATIONS:
• Bachelor’s degree in Business or related field
• 5+ years experience developing and managing a national account territory
• An energizing, logical and decisive leader that instills confidence and is able to quickly gain the respect of their peers and customers
• Excellent negotiating skills
• Good strategic, creative sales and marketing thinker, with a solid track record
• Excellent communication skills both verbal and written and must be a good listener
• Must be willing to travel 50% of the time

More than a job.  Grow, belong, and make a difference. 

At D&W Fine Pack, we don’t just make packaging, we build purpose, pride, and strong teams. Whether you’re launching your career or bringing years of experience, this is a place where you can grow, be supported, and make a real impact. Our culture is built on four core values that guide everything we do: 

• Dedicated to Excellence– We hold ourselves to high standards in safety, sustainability, quality, and service.


• Winning with Success– We keep improving to deliver more for our customers and community.


• Focused on Service– We listen, act fast, and support both our customers and each other.


• People with Purpose– We work as one team, showing respect, integrity, and care for all.

Benefits That Matter 

Taking care of our team is a priority. Our benefits include: 

• Medical, Dental, and Vision coverage


• 401k with company match


• Short and Long-Term Disability (STD/LTD)


• Company-paid Life Insurance


• FSA’s for Medical & Dependent Care


• Employee Assistance Program (EAP) –counseling, financial tools, legal help & more


• Wellness program


• Cancer Expert Now – access to expert consultations for cancer diagnosis and treatment guidance


• And more!

If this sounds like the kind of company and team you want to grow with, we’d love to hear from you.

WORK ENVIRONMENT
While performing the duties of this position, the employee’s work is performed in a typical interior/office work environment. Employee is expected to maintain an organized work area and contribute to the overall decorum of a professional setting. A minimal amount of work will require exposure to the manufacturing facility. Employee is expected to be familiar and in compliance with all plant safety and cleanliness (GMP) regulations. Work days are generally Monday through Friday; however, the employee is expected to work additional, including weekend hours as required fulfilling job duties.