Job Title:  Strategic Account Manager

Flint Group’s mission is to bring color to the world through innovative and sustainable Packaging and Print Media product development and manufacturing.

Flint Group is looking to expand our team with a Strategic Account Manager for the Southeast / Eastern Seaboard of United States and Canada. The purpose of this position is to master customer accounts at the Corporate and site level fostering & building relationships while increasing market share in the region.

The Strategic Account Manager develops and maintains profitable relationships with Flint Group customers, specifically in the corrugated industry. With your technical and leadership skills, you will be responsible for delivering revenue growth, revenue retention and profitability targets through relationship building and strategic planning. You will execute tactical, as well as strategic, account planning by ensuring that all accounts are successfully managed to meet the customer’s needs and expectations. In this role, you will be accountable for ensuring Flint Group receives an acceptable return for the value proposition it deploys to the account(s).

The Strategic Account Manager works closely with NA sales and service team, Global Commercial Excellence & Pricing teams, and with the NA Regional Service teams to leverage commercial skills and resources.

PRIMARY RESPONSIBILTIES

• Leadership and Performance:
  • Drive and develop excellence in account management while embracing and advocating for Flint Group’s core values.
  • Maintain strong collaboration with the wider Flint Group teams in the execution of the strategy. Develop Account management capabilities across the regions and the wider business teams.
  • Establish, monitor, and achieve ambitious financial targets for selected Regional Accounts by developing and recommending a multi-year account plan for the region with a clear roadmap and resource plan.
  • Deliver profitable growth, financial performance and increased sales through development of both long-term and short-term NA Account(s) strategies and business plans.
  • Ensure delivery of superior customer value and increase in share of sales and profits for designated regional account(s) and formulate appropriate interventions to deliver performance when necessary.
  • Assess, clarify, and validate customer needs on a regular basis. Together with the team, develop solutions that best address customer needs while simultaneously coordinating the involvement of other Flint Group teams to meet key account performance objectives and customer expectations.
  • Proactively lead the business’s strategic account planning processes and develop performance objectives, sales targets, and critical milestones.
  • Ensure continued alignment and coordination with regional VP’s or Business Directors to warrant consistent customer and market approach internally and externally (i.e. knowledge sharing, customer approach, account plan development, etc.).
• Relationship Development:
  • Orchestrate NA relationship management, providing a “single point of contact” for Regional Account interactions.
  • Develop and diversify account-level relationships, reducing dependency on Procurement as a gatekeeper to interactions.
  • Regularly capture and maintain the voice of the customer - ensuring Flint Group's offer is correctly positioned to account needs/pain points and develop new business opportunities based on these insights in coordination with wider regional and key account teams.
• Commercials & Value Proposition:
  • Work cross-functionally with the broader internal organization to collaborate on the key elements of the Flint Group customer value proposition.
  • Stay accountable for delivering the Flint Group value proposition to the account.
  • Stay accountable for delivering Flint Group sales growth and profit targets with the account.
  • Define the regional targeted account sites required to deliver sustainable growth. Be accountable for ensuring the retention of strategic sites and targeted share of wallet at those identified accounts.
  • Take a lead negotiation approach to designated accounts and ensure Flint Group secures the share of wallet and target sites it desires.
  • Define, structure, and close commercial within the account.
• Resource Allocation:
  • Identify Vital Regional Actions for the account and align Flint Group resources to deliver these actions and growth targets.
  • Collaborate across Flint Group local teams to ensure resources are available locally to support the account.
  • Be responsible for the deployment of a 360° ServiceCode & Sustainability offer to the account.
  • Be responsible for maintaining all CRM content for the accounts in question. Drive cross-business unit/regional team interactions in CRM and ensure this is the single source of truth for all account related topics.
• Reporting:
  • Position is responsible for regular reporting updates on Regional Strategic Actions, Commercial status & Relationship development to the CCO, VP and Flint Group stake holders, via CRM and Company tools and templates.
  • Capture contract expiration dates for 100% of account sites and communicates to the Business.

SUCCESS CRITERIA:

• Deliver on the agreed targets and KPI’s, including:  
  • EBITDA
  • Sales growth
  • Market penetration
  • Build Flint Group brand awareness
  • Customer Satisfaction, Loyalty & Retention
  • Build and deliver sufficient sales pipelines and prospecting
• Key Stakeholder satisfaction (Flint Group customers) - Be a trustworthy customer partner and continuously build strong relations between Flint Group and the customers.
• Lead and manage a successful execution of the Regional Flint Group strategy and ensure cross functional cooperation to deliver optimal business output.
• Adhere to the Flint Group Guiding Principles, Code of Ethics and Health & Safety Standards.

QUALIFICATIONS:

• Bachelor’s degree in related field, or equivalent industry experience.
• Proven track record of success in sales management, with at least 5 years of experience in related field.
• Drive, determination and resilience with energy, enthusiasm and a “can do” attitude and behaviors.
• Proactive and collaborative approach when presenting options to the team.
• Resilient and persuasive change agent with effective communication skills and strong personal impact and integrity.
• Excellent interpersonal communication skills. Values cooperation and enjoys working in teams with other talented people but is also capable of working independently. Demonstrated ability to work with all levels.
• Strong team supporter and drive towards Flint Group’s Sustainability agenda.
• Networker with strong stakeholder management skills.
• Proficiency in Microsoft Office.
• Willingness to travel up to 70% as needed.

BENEFITS:

• Competitive salary commensurate with experience.
• Comprehensive health, dental, and vision insurance.
• Maternity and Parental Leave.
• Retirement savings plan with company match.
• Opportunities for professional development and advancement.
• Dynamic and collaborative work environment with a focus on innovation and excellence.

The above description covers the most significant duties performed but do not exclude other occasional work assignments not mentioned. The inclusion of which would be inconformity with the factor degrees assigned to this job.

Flint Group’s mission is to bring color to the world through innovative and sustainable Packaging and Print Media product development and manufacturing.

Flint Group is looking to expand our team with a Strategic Account Manager for the Southeast / Eastern Seaboard of United States and Canada. The purpose of this position is to master customer accounts at the Corporate and site level fostering & building relationships while increasing market share in the region.

The Strategic Account Manager develops and maintains profitable relationships with Flint Group customers, specifically in the corrugated industry. With your technical and leadership skills, you will be responsible for delivering revenue growth, revenue retention and profitability targets through relationship building and strategic planning. You will execute tactical, as well as strategic, account planning by ensuring that all accounts are successfully managed to meet the customer’s needs and expectations. In this role, you will be accountable for ensuring Flint Group receives an acceptable return for the value proposition it deploys to the account(s).

The Strategic Account Manager works closely with NA sales and service team, Global Commercial Excellence & Pricing teams, and with the NA Regional Service teams to leverage commercial skills and resources.

PRIMARY RESPONSIBILTIES

• Leadership and Performance:
  • Drive and develop excellence in account management while embracing and advocating for Flint Group’s core values.
  • Maintain strong collaboration with the wider Flint Group teams in the execution of the strategy. Develop Account management capabilities across the regions and the wider business teams.
  • Establish, monitor, and achieve ambitious financial targets for selected Regional Accounts by developing and recommending a multi-year account plan for the region with a clear roadmap and resource plan.
  • Deliver profitable growth, financial performance and increased sales through development of both long-term and short-term NA Account(s) strategies and business plans.
  • Ensure delivery of superior customer value and increase in share of sales and profits for designated regional account(s) and formulate appropriate interventions to deliver performance when necessary.
  • Assess, clarify, and validate customer needs on a regular basis. Together with the team, develop solutions that best address customer needs while simultaneously coordinating the involvement of other Flint Group teams to meet key account performance objectives and customer expectations.
  • Proactively lead the business’s strategic account planning processes and develop performance objectives, sales targets, and critical milestones.
  • Ensure continued alignment and coordination with regional VP’s or Business Directors to warrant consistent customer and market approach internally and externally (i.e. knowledge sharing, customer approach, account plan development, etc.).
• Relationship Development:
  • Orchestrate NA relationship management, providing a “single point of contact” for Regional Account interactions.
  • Develop and diversify account-level relationships, reducing dependency on Procurement as a gatekeeper to interactions.
  • Regularly capture and maintain the voice of the customer - ensuring Flint Group's offer is correctly positioned to account needs/pain points and develop new business opportunities based on these insights in coordination with wider regional and key account teams.
• Commercials & Value Proposition:
  • Work cross-functionally with the broader internal organization to collaborate on the key elements of the Flint Group customer value proposition.
  • Stay accountable for delivering the Flint Group value proposition to the account.
  • Stay accountable for delivering Flint Group sales growth and profit targets with the account.
  • Define the regional targeted account sites required to deliver sustainable growth. Be accountable for ensuring the retention of strategic sites and targeted share of wallet at those identified accounts.
  • Take a lead negotiation approach to designated accounts and ensure Flint Group secures the share of wallet and target sites it desires.
  • Define, structure, and close commercial within the account.
• Resource Allocation:
  • Identify Vital Regional Actions for the account and align Flint Group resources to deliver these actions and growth targets.
  • Collaborate across Flint Group local teams to ensure resources are available locally to support the account.
  • Be responsible for the deployment of a 360° ServiceCode & Sustainability offer to the account.
  • Be responsible for maintaining all CRM content for the accounts in question. Drive cross-business unit/regional team interactions in CRM and ensure this is the single source of truth for all account related topics.
• Reporting:
  • Position is responsible for regular reporting updates on Regional Strategic Actions, Commercial status & Relationship development to the CCO, VP and Flint Group stake holders, via CRM and Company tools and templates.
  • Capture contract expiration dates for 100% of account sites and communicates to the Business.

SUCCESS CRITERIA:

• Deliver on the agreed targets and KPI’s, including:  
  • EBITDA
  • Sales growth
  • Market penetration
  • Build Flint Group brand awareness
  • Customer Satisfaction, Loyalty & Retention
  • Build and deliver sufficient sales pipelines and prospecting
• Key Stakeholder satisfaction (Flint Group customers) - Be a trustworthy customer partner and continuously build strong relations between Flint Group and the customers.
• Lead and manage a successful execution of the Regional Flint Group strategy and ensure cross functional cooperation to deliver optimal business output.
• Adhere to the Flint Group Guiding Principles, Code of Ethics and Health & Safety Standards.

QUALIFICATIONS:

• Bachelor’s degree in related field, or equivalent industry experience.
• Proven track record of success in sales management, with at least 5 years of experience in related field.
• Drive, determination and resilience with energy, enthusiasm and a “can do” attitude and behaviors.
• Proactive and collaborative approach when presenting options to the team.
• Resilient and persuasive change agent with effective communication skills and strong personal impact and integrity.
• Excellent interpersonal communication skills. Values cooperation and enjoys working in teams with other talented people but is also capable of working independently. Demonstrated ability to work with all levels.
• Strong team supporter and drive towards Flint Group’s Sustainability agenda.
• Networker with strong stakeholder management skills.
• Proficiency in Microsoft Office.
• Willingness to travel up to 70% as needed.

BENEFITS:

• Competitive salary commensurate with experience.
• Comprehensive health, dental, and vision insurance.
• Maternity and Parental Leave.
• Retirement savings plan with company match.
• Opportunities for professional development and advancement.
• Dynamic and collaborative work environment with a focus on innovation and excellence.

The above description covers the most significant duties performed but do not exclude other occasional work assignments not mentioned. The inclusion of which would be inconformity with the factor degrees assigned to this job.