Key Accounts Manager - Packaging Industry

Job Title: Key Account Manager

Job Summary

We are seeking a proactive Key Account Manager to oversee and grow key client relationships within the packaging industry. The role requires a strategic, results-driven individual with strong interpersonal and analytical skills to drive customer retention, maximize sales opportunities, and identify avenues for business growth.

The successful candidate will act as the primary liaison between the company and its key clients, ensuring exceptional service delivery, strategic account management, and alignment of solutions to meet client needs.

Key Roles and Responsibilities

Account Management and Relationship Building:

1. Serve as the primary point of contact for key clients, ensuring satisfaction, retention, and continued business.
2. Develop and maintain strong, long-term relationships with key decision-makers and stakeholders.
3. Proactively address client inquiries, resolve complaints, and identify upselling or cross-selling opportunities.
4. Conduct regular business reviews with clients to evaluate performance and provide recommendations for improvement.

Sales and Revenue Growth:

1. Develop and execute strategic account plans to drive growth and meet sales targets.
2. Identify new business opportunities within existing accounts and expand the market footprint.
3. Negotiate contract renewals, pricing agreements, and trading terms to ensure mutually beneficial outcomes.
4. Monitor and analyze competitor activities and market dynamics to maintain a competitive edge.

Performance Monitoring and Reporting:

1. Track key performance indicators (KPIs) such as weekly/monthly sales targets, customer retention rates, and delivery timelines.
2. Submit timely reports, including sales performance, updated sales funnels, market intelligence, and delivery plans.
3. Use data-driven insights to measure success, identify gaps, and drive continuous improvement in account performance.

Collaboration and Customer Experience:

1. Work closely with internal teams, such as production operations, marketing, and customer support, to ensure seamless service delivery and customer satisfaction.
2. Provide feedback to production and product development teams regarding product performance and client needs for continuous improvement.
3. Drive implementation of agreed marketing activities and customer engagement initiatives, such as market storms or client events.

Market and Industry Knowledge:

1. Stay up-to-date with industry trends, innovations, and changes in customer needs.
2. Provide clients with innovative packaging solutions tailored to their evolving business requirements.
3. Use market intelligence to anticipate challenges and recommend proactive solutions.

Key Performance Indicators (KPIs):

• Achievement of weekly and monthly sales targets.
• Resolution of customer complaints within agreed timelines.
• Customer retention and growth of revenue from existing accounts.
• Submission of accurate and timely reports, including updated sales funnels and delivery plans.
• Timely execution of marketing activities and adherence to customer trading terms.
• Zero delays for pre-booked client orders.
• Resolution of order readiness issues.

Key Qualifications and Skills:

• Bachelors degree in business administration, Sales, Marketing, or a related field.
• A diploma with relevant experience may also be considered.
• Minimum 3-5 years of proven success in Key Account Management, preferably in the packaging industry.
• Strong understanding of packaging products (e.g., plastic, paper), solutions, and market dynamics.
• Proficiency in CRM/ERM tools (e.g., SAP) and Microsoft Office Suite.
• Analytical skills with the ability to interpret sales data and market insights.
• Exceptional negotiation, communication, and presentation skills.
• Ability to influence, engage, and build relationships at all organizational levels.
• A proactive, results-driven mindset with excellent problem-solving abilities.