Director - Strategic Accounts

Job Title: Director of Strategic Accounts

At Orora, we believe our packaging touches lives and together, we, together as a team, deliver on the promise of what’s inside. From custom packaging design and packaging materials to prototype development and manufacturing, packaging automation and equipment, kitting and fulfillment, global sourcing, and full service warehousing and logistics, our packaging consultants develop cutting-edge, innovative solutions that take a product from concept to consumer. It is with this passion and commitment to innovation that we believe in hiring and developing the very best talent by living our core values of Teamwork, Passion, Respect, and Integrity every day.

These core values define who we are and how we operate. They shape the way we work with each other, with our customers, and with our communities. Every day, we deliver packaging solutions that exceed our customers’ expectations while solving complex problems as a team. We believe that all team members (irrespective of their role or level), should aspire to distinctive leadership behavior, as we continue to deliver on the promise for our customers, shareholders and each other. Leadership is not tied to a job title, i.e. you don’t need to be accountable for a team to be considered a leader.

Reports to: Vice President of Strategic Accounts

Location: Hybrid

Travel: 40-50% local travel

Position Summary

This position is a key sales and business development role responsible for short and long-term revenue growth objectives of Strategic Accounts and for coordinating all facets of sales of
company products and services, i.e., devising and implementing sales strategies, forecasting sales, qualifying companies as prospects, developing relationships with key decision makers and
developing value propositions that address the customers business needs. This role represents the company with respect to promote sales, and services across the Orora Packaging Solutions
portfolio of products, services, and divisions to a variety of large multisite customers across North America including Mexico, Canada and international locations.

Primary Duties and Responsibilities

• Negotiates high-level, complex agreements for multi-location customers.
• Highly skilled communicator with advanced business skills.
• Actively prospect and generate new business opportunities by networking, referrals, cold calls, marketing and researching various directories and internet sites.
• Work with OPS sales team in transitioning the right opportunities into the Strategic Accounts channel.
• Strong financial skills to determine accurate, customer specific profitability.
• Through coordination with the Vice Presidents of Strategic Accounts, assures that Strategic(multi-location) accounts are managed properly, and develops broad objectives with proper implementation.
• Plans and develops a sales plan (by account and by product) for major accounts.
• Coordinate business reviews with current and new accounts.
• Capability and sustainability presentations with customer Director level and above.
• Drive sustainable opportunities for growth with new and current customers.
• Plans and develops a sales plan (by account) for growth within major accounts.
• Organizations and develops the most efficient coverage pattern, as well as call frequency, on major accounts within a defined geographic region
• Determines customer needs, develops understanding of value proposition, and develops professional relationships across multiple levels of the organization with particular focus on C-level
  contacts to effectively sell company value.
• Makes strong contribution to the development and implementation of contract strategy, including inventory, commission splits, pricing adjustments, discrepancies, etc.

• Identifies new customers by studying sales statistics, estimating sales volume, qualifying potential multi-location customers.
• Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, benchmarking state-of-the-art practices, and participating in professional societies.
• Must be willing to travel 60% to facilitate selling, implementing and ongoing management of strategic customers in the distribution setting.
• Manages quality and vendor certification programs.
• Maintains and reports on strategic accounts growth and profitability statistics to Vice President of Business Development, Group Vice Presidents, and President.
• Performs other duties and/or responsibilities as assigned.

Qualifications Education and Experience:

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• Bachelor’s degree preferred; or 5+ years related experience and or training; or equivalent combination of education experience.
• 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.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customer, and the general public

This position requires the ability to demonstrate the following competencies:

Business Mastery

Integrated Leadership

People Development

Change Management

Intellectual flexibility & technical acumen