Territory Manager responsible for growing sales for Emery Jensen in Long Island. Fostering relationships and developing strategic sales plans to increase customer base.
About the role
- Account Representative managing sales strategies and customer relationships for folding carton and corrugated markets in the Midwest region. Driving growth through customer engagement and territory management strategies.
Responsibilities
- Provide insights to Marketing to support strategic planning initiatives; ensure account plans align with broader divisional strategies and market positioning.
- Implement, monitor, and refine account plans to maximize effectiveness, growth, and customer value.
- Develop and manage a territory sales funnel focused on new folding carton business opportunities.
- Establish and maintain multi-level customer relationships, ensuring regular engagement with decision-makers, influencers, and operational contacts.
- Conduct ongoing discovery to understand customer operations, challenges, and packaging needs—identifying what constitutes true value for each customer.
- Promote new product innovations, service offerings, and potential applications for our folding carton capabilities.
- Maintain a disciplined call plan and adjust based on market conditions, customer needs, and growth objectives.
- Monitor customer facilities for activity such as expansions, closures, equipment investments, business shifts, and volume changes.
- Maintain detailed customer profiles, including share of business, product specifications, pricing, competitor activity, and performance metrics.
- Identify prospective accounts and support acquisition-oriented discussions where appropriate.
- Maintain current information regarding gross margins, competitive pricing benchmarks, and cost drivers in the folding carton industry.
- Make informed pricing recommendations aligned with margin targets, value propositions, and competitive positioning.
- Use CRM systems and reporting tools rigorously to deliver accurate sales forecasting, funnel analysis, and territory performance reporting.
- Provide consistent, high-quality reporting on account activity, customer updates, and progress against account plans.
- Partner with internal teams—Operations, Customer Service, Engineering, and Marketing—to bring forward customer-driven solutions.
- Communicate critical account information to the organization to support operational readiness and strategic alignment.
Requirements
- A 4-year college degree
- 3+ years of experience in folding carton manufacturing, corrugated packaging, or industrial B2B manufacturing environments
- Demonstrated success in sales prospecting, new business development, and territory growth
- Proven ability to manage complex sales development cycles and multiple concurrent customer projects
- Familiarity with folding carton design, converting processes, food service/CPG packaging requirements, and paperboard substrates
- Strong discipline with CRM tools, sales reporting systems, and data analysis to support accurate forecasting and strategic planning
- Excellent communication, relationship-building, and strategic thinking skills.
Benefits
- Medical, dental, and vision coverage for you and your dependents, including FSA and HSA options
- 401(k) retirement plan with company match
- Wellbeing tools and resources to support holistic health, including an Employee Assistance Program with a variety of services
- Paid time off and holidays to recreate, rejuvenate and care for the health of yourself and family
- Variety of company paid and voluntary employee-paid insurance plans including life, personal accident, and disability insurance
- Tuition reimbursement
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