XSYS Account Manager SW

The Account Manager represents the full range of packaging products and services to assigned customers, leading the customer account planning cycle and ensuring client needs and expectations are consistently met. Assigned to a specific geographic region, the Account Manager is responsible for achieving year-over-year revenue and margin growth while building strong, long-term customer relationships that support ongoing business expansion.

Responsibilities:

• Serve as the primary point of contact for customers, addressing concerns, inquiries, and ongoing needs.
• Build and strengthen client relationships to support long-term partnerships and improve customer retention.
• Maintain accurate and up-to-date client records, including contract details, renewals, and key account information.
• Collaborate with sales leadership and internal teams to develop strategic account and marketing plans to ensure KPI achievement.
• Develop an in-depth understanding of the company's packaging products and service offerings to identify upsell, cross-sell, and value added opportunities.
• Contribute to a regional account planning process that establishes shared performance objectives, financial targets, and milestones for key opportunities, as well as defending and developing current accounts.
• Meet assigned annual revenue and margin goals to drive profitable sales growth.
• Coordinate internal resources, including customer support, service, technical, and management teams to ensure customer expectations are met.
• Achieve expectations for opportunity pipeline development and account profitability.
• Deliver against regional customer objectives as defined by company leadership.
• Manage account plans, internal reviews, and external business reviews in alignment with company standards.
• Maintain high customer satisfaction levels consistent with organizational expectations.
• Complete assigned training, development programs, and certification requirements on schedule.
• Partner with Sales Directors, technical teams, service specialists, and marketing resources to expand market share within target customer accounts.
• Facilitate executive-level engagement with key customers where appropriate.
• Work closely with Customer Service and Technical Representatives to ensure effective issue resolution and overall account satisfaction.

Required Qualifications:

• Bachelor's degree or equivalent experience.
• B2B enterprise sales experience with 3+ years of professional outside sales success.
• Experience selling within packaging markets including flexible packaging, folding carton, corrugated, labels, CPG, or related manufacturing sectors highly preferred.
• Background selling technical or materials-based solutions (e.g., flexible materials, material sciences, supply chain services, chemicals, or raw materials) is a strong plus.
• Proven history of success in solution oriented selling environments involving products, services, and long-term agreements.
• Demonstrated track record of consistently exceeding sales quotas in roles requiring sophisticated contract and pricing negotiation.
• Comfortable working within structured, team-based sales processes for long sales cycles (typically 9-18 months) and multi-year account planning.
• Knowledge of methodologies such as RADAR, Strategic Selling, Target Account Selling, SPIN, Solution Selling, or similar frameworks is a plus.
• Entrepreneurial mindset with a strong commitment to quality, process discipline, and customer success.
• Exceptional organizational, leadership, communication, and presentation skills.
• Highly motivated, resourceful, and comfortable working within a fast-paced, rapidly evolving industry.
• Ability to work independently, adapt to change, and manage competing priorities effectively.
• Strong relationship-building and networking skills with key customer stakeholders at all organizational levels.
• Highly detail oriented with strong follow-through.
• Proficiency with Microsoft Office and CRM platforms such as Salesforce.
• Ability to work effectively in a remote environment, including while traveling or from a home office.
• Willingness to travel up to 50% or more as needed.