Account Manager - National Accounts

Account Manager - National Accounts

WHY MILLCRAFTAt Millcraft, we're more than a business, we're a family. For over 100 years, we've been proud to serve the paper, packaging, and graphic arts industries, guided by our values of Family, Passion, Aspire, Responsible, and Deliver. We care deeply about our people, our customers, and our communities, and we believe in creating a place where you can grow, belong, and make a real difference. Come join us and be part of something truly special. THE DIFFERENCE YOU WILL MAKEThe Account Manager – National Accounts actively engages with customers, suppliers and prospects. They generate leads and revenue through networking events, referrals, current customers and cold calling. The ideal candidate will have hands-on experience driving sales through direct outreach and relationship-building with potential clients. You will be responsible for developing and maintaining strong customer relationships, identifying their business needs, and offering tailored product and service solutions. From office products like paper and envelopes to facilities solutions, signage and graphics, specialized packaging supplies and equipment, we serve a broad range of industries, including commercial print, food and beverage, e-commerce, education, industrial manufacturers, garment decorating and so much more. Our Account Managers lead customer engagements, uncovering opportunities and collaborating with internal specialists to deliver exceptional results. CORE FUNCTIONS OF THIS ROLE

• Cultivate and nurture robust strategic relationships with key clients to ensure long-term partnerships built on growth and mutual success
• Act as a professional representative of the company during all customer interactions, fostering strong business partnerships and upholding the company's brand image
• Serve as a liaison between customers and internal resources within Millcraft,ensuring seamless communication and coordination to meet client needs
• Provide comprehensive support, guidance and direction to customer experience reps regarding requirements, specifications, quotes, pricing and quality standard needs of the customer
• Proactively identify and pursue new business opportunities through various channels such as prospecting, lead generation, trade shows, networking, and social media engagement
• Develop and manage a portfolio of accounts through daily outreach via phone, email, in-person and video conferencing. Initiate and execute cold calls and email outreach to generate leads and expand the customer base
• Manage and nurture sales pipelines, keeping accurate records of customer interactions, potential sales opportunities and sales activities in the CRM
• Utilize sales and CRM software tools effectively to track leads, opportunities, and customer interactions
• Prepare and deliver compelling presentations, proposals, and price quotations using various formats, including, but not limited to, D365, Power BI, and PowerPoint to effectively communicate value propositions to clients
• Manage travel and entertainment expenses meticulously, adhering to company policies and guidelines.
• Oversee account inventory, including stock holdings and receivables, to optimize cash flow and capacity utilization. (In accordance with company guidelines)
• Foster collaborative relationships across different functional units within the organization to enhance operational efficiency and effectiveness.
• Actively contributes to the development of actionable and value-added solutions, providing feedback and suggestions to improve sales practices and processes.
• Participate in team meetings and projects as needed
• Follow all Millcraft policies, procedures, and guidelines as outlined in the employee handbook and departmental SOPs
• Ensure a safe working environment by strictly following all safety protocols and standards including reporting unsafe conditions, near-misses and incidents immediately to your manager
• Demonstrate the Millcraft Core Values (Family, Responsible, Passion, Deliver, Aspire and FUN) in day-to-day work and interactions
• Any and all other duties as required by the business or manager

This job description is not designed to cover or contain a comprehensive list of activities, duties, or responsibilities that are required of the employee. They may change, or new ones may be assigned at any time with or without notice. WHAT YOU'LL NEED TO SUCCEED

• Exceptional communication skills, particularly adept at articulate verbal expression
• Proficient in crafting polished and sophisticated written communications
• Diligent and proactive in delivering superior customer service
• Capable of engaging with individuals at all levels with professionalism and effectiveness
• Skilled in the art of persuasion and positive influence
• Savvy negotiator with a keen ability to achieve favorable outcomes
• Demonstrated organizational prowess, complemented by strong follow-up and time management abilities, with a focused approach toward goal attainment
• Advanced technical proficiency, including mastery of Microsoft Office Suite, particularly PowerPoint; experience with ERP and/or CRM systems is highly advantageous
• Proven track record of creating, refining, and formatting written materials to a presentation ready standard, ensuring aesthetic appeal and maximum effectiveness
• Exemplary trustworthiness and commitment to upholding integrity across all endeavors
• Projects a professional image and adeptly represents the company's interests both internally and externally
• Self-motivated, disciplined, and driven individual, taking full accountability and maintaining deep engagement in all tasks

WHAT WINNING LOOKS LIKEWinning at Millcraft means driving consistent, profitable growth while living our core values and showing up as a trusted partner to customers and teammates. As an Account Manager, success is measured by:

• Delivery of a minimum of 5% year-over-year growth, with a stretch goal of 10%. This is done through disciplined pipeline management and strong business development skills.
• Building and maintaining a healthy pipeline in the CRM, that is approximately 5X their annual sales goal, aligned with the strategic priorities of the company and reflective of a typical close rate of 20%. This pipeline includes new opportunities within existing accounts to increase wallet share and diversify across product segments, as well as opportunities at new accounts.
• Opening 10 or more new accounts per year and selling at least three Millcraft product segments within each account over time.
• Generating new business through referrals, LinkedIn, social selling, and proactive outreach via phone, email, and in-person activity. All customer communications, including calls, emails, meetings, quotes, and business reviews are consistently documented in the CRM to ensure visibility, accountability, and accurate forecasting.
• Collaborating across the organization to win together. Account Managers actively align with Millcraft's diversification segment leaders and key suppliers through training, ride alongs, and targeted sales calls to continue building product knowledge, sales skills, and business acumen.

To stay focused and intentional, each sales professional provides a monthly plan to their Sales Manager outlining priorities, new business opportunities, and pipeline progress.At Millcraft, winning is about growing the business the right way, through preparation, accountability, collaboration, and continuous improvement. _WORK ENVIRONMENT:At the corporate level, the work environment characteristics described herein are generally representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. The work environment is moderately quiet to moderately noisy. Temperature is moderated by heat in the winter and air conditioning or air circulation methods in the summer. HOW WE WILL TAKE CARE OF YOUMedical, Dental, & VisionProfit-SharingGenerous Time Off PoliciesTuition Reimbursement ProgramMilitary Leave PayVoluntary Dependent Life InsuranceAccident and Critical IllnessCompany Paid Life InsuranceWellness ProgramCompany Paid Holidays401k Retirement Savings PlanEmployee Assistance ProgramVeteran's Day PayLimited Purpose F.S.A and Dependent Care F.S.ACompany paid Short Term Disability, and Long-Term Disability Don't meet every single requirement? That's okay. At Millcraft, we believe great people come with many different experiences, and if our core values—Family, Passion, Aspire, Responsible, and Deliver—resonate with you, we encourage you to apply. We're always looking for people who think differently, bring new perspectives, and want to grow with us.Your passion, our purpose—let's make a difference together. Millcraft Paper Company is an EEO employer. We are committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability, or veteran status. Millcraft Paper Company complies with all applicable national, state and local laws governing nondiscrimination in employment as well as employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must have authorization to work for Millcraft Paper Company.