Account Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of and implement account plans that align with divisional goals, focusing on volume growth, margin enhancement, and expanding market share.

• Serve as the technical-commercial interface with converters and end users, building relationships from plant operations to executive leadership.

• Keep track of market trends, competitive activities, and technical advancements to inform strategy and identify opportunities for growth.

• Act as a technical subject matter expert for customers by comprehending converting equipment, specifications, performance criteria, and application needs.

• Work collaboratively with engineering, quality, and operations teams to develop, test, and bring new products, grades, and services to market.

• Convert customer process challenges into internal development initiatives, including trials, qualifications, and continuous improvement efforts.

• Measure performance enhancements, material efficiencies, and operational advantages to support value propositions.

• Oversee pricing strategies and margin management for designated accounts.

• Maintain account analytics, including sales, volume forecasts, gross margins, competitive positioning, specifications, and contract terms.

• Contribute to S&OP through precise forecasting and demand insights.

• Manage commercial agreements encompassing pricing structures, supply agreements, inventory programs, and confidentiality agreements.

• Ensure disciplined management of accounts receivable/days sales outstanding (AR/DSO) and working capital targets.

• Act as the primary commercial liaison across operations, quality, technology, engineering, procurement, and finance.

• Foster internal communication regarding customer programs from development to commercialization.

• Lead the resolution of complex technical or commercial challenges through cross-functional collaboration.

• Conduct regular business and technical reviews addressing performance, quality, delivery, innovation pipelines, and value creation.

• Advocate for continuous improvement with a focus on operational efficiency and customer success.

• Safety, health, and environmental stewardship are prioritized above all responsibilities.

⛳️ Requirements

• Bachelor’s degree is required; preference will be given to candidates with engineering, materials science, chemistry, business, or a related technical field.

• 7–10+ years of experience in packaging and paper manufacturing settings, combining both technical and commercial responsibilities.

• Proven track record in strategic or national account management along with complex opportunity development.

• Demonstrated capability to quantify and communicate both technical and financial value.

• Strong analytical skills, presentation abilities, and business insight.

• Proficiency in CRM systems and advanced knowledge of Excel, PowerPoint, and Word.

• Experience in supporting new product development or technical commercialization projects.

• Familiarity with converting processes, raw materials, and performance-based specifications.

• Willingness to travel to customer sites, manufacturing facilities, and internal meetings as required by business needs.

• Travel is expected to be at least 50% within Southern California and throughout the Pacific Northwest.

• High integrity and a strong commitment to safety and compliance.

• Customer-oriented, technically inquisitive, and results-focused.

• Structured and methodical in approach to complex problem-solving.

• Open to challenging the status quo and driving continuous improvement.

🏝️ Benefits

• Medical, dental, and vision coverage for you and your dependents, including options for FSA and HSA.

• 401(k) retirement plan with company matching contributions.

• Wellbeing tools and resources to support overall health, including an Employee Assistance Program offering a variety of services.

• Paid time off and holidays to relax, recharge, and tend to your and your family's health.

• A range of company-paid and voluntary employee-paid insurance options, including life, personal accident, and disability insurance.

• Tuition reimbursement available.

• An annual target bonus of 12.5% of base salary.