IPL is a global leading sustainable packaging solutions provider that manufactures specialty rigid packaging products used in the food, consumer, agricultural, logistics and environmental markets. Sustainability is essential to the long-term success of our business. As a packaging company that develops plastic-based solutions for our customers, it is imperative that we meet the customer needs while being mindful of our operational impacts and the need to preserve our planet. We are committed to running our business responsibly and in ways that drive environmental, social and economic value for our stakeholders, including shareholders, customers, employees and local communities. We employ over 2,500 people in 18 manufacturing facilities, 2 corporate & sales offices and 3 R&D facilities across Canada, China, Europe, and the United States.

Read more about our story at: www.iplglobal.com.

As a leading manufacturer in the Environmental carts space, the Key Account Manager role will support our existing customers, while also having an exciting opportunity to develop new business within the territory. This role is responsible for selling IPL’s market leading carts in the region, driving year-over-year top and bottom growth. This role will act as a primary point of contact for our accounts within the territory and work to continuously build upon those relationships throughout the life of the account. Our unique value proposition provides our customers with a competitive advantage for their business as well as our own.

Location: Kentucky, Georgia, Alabama, Tennessee, Florida, North Carolina, & South Carolina

Job Overview and key duties (agile)

• Responsible for selling commercialized environmental offerings that drive year-over-year top-line revenue and bottom-line growth within the defined sales territory.
• Develop and execute strategic account plans for key customers.
• Build and maintain strong relationships with key decision-makers and stakeholders.
• Understand customer needs, goals, and challenges to provide IPL-tailored solutions.
• Perform cost-benefit analysis with IPL-provided tools to help differentiate IPL from competitors.
• Provide regular sales forecasts that align with the expected outcome of the territory.
• Serve as the primary point of contact for key accounts, addressing inquiries and resolving issues in a timely manner.
• Identify opportunities to expand business with existing accounts.
• Ensure effective collaboration with relevant stakeholders and address customer expectations regarding supply, inventory, quality control, certifications, testing, payment terms, and any other requirements essential for servicing each account.
• Collaborate with the sales team to develop and implement sales strategies.
• Achieve targeted sales call (prospecting, phone, face-to-face) metrics and maintain accurate and thorough documentation.
• Possess a comprehensive understanding of IPL’s value proposition and effectively articulate it to customers, ensuring clear communication of the benefits and advantages offered by our products and services.
• Conduct regular business reviews with key customers to identify growth opportunities.
• Negotiate contracts and pricing agreements to maximize profitability.
• Ensure high levels of customer satisfaction and loyalty.
• Provide product and Technical Support to key customers as needed.
• Act as a trusted adviser offering insights and recommendations to improve customer operations.
• Stay updated on industry trends, market dynamics, and competitor activities.
• Conduct market analysis to identify potential new customers in market segments.
• Monitor competitor pricing products and strategies to maintain a competitive edge.
• Provide market insights and recommendations to senior management.
• Collaborate with cross-functional teams including sales, marketing, and operations.
• Coordinate with internal teams to ensure timely delivery of products and services.
• Communicate customer requirements and feedback to internal stakeholders.
• Participate in product development and improvement initiatives based on customer feedback.
• Role model our Values

Additional information (including specialized qualifications/skills)

• Bachelor’s degree in business administration or training/equivalent experience
• Proven experience as a key account manager within environmental/waste business segment.
• Exceptional communication and presentation skills, both written and verbal
• Through excellent industry expertise, communication and relationship-building skills collaborate closely with key internal stakeholders to ensure a world-class customer experience is maintained at every customer touchpoint.
• Highly motivated and determined individual who has a proven track record of success.
• Successful experience working in a collaborative team environment.
• Naturally curious and coachable with a constant desire to improve.
• A strong sense of urgency that moves clients from analysis to action.
• Advanced consulting, influencing, and negotiation skills. Ability to ensure strategic alignment with multiple parties.
• Strong project management and leadership skills. Ability to assign priorities in a fast-paced and changing environment.
• Highly self-motivated to develop strategic, tactical, and operational direction.
• Ability to collaborate and bridge across functional boundaries.
• Ability to perform consistently with IPL Values.
• Ability to travel as needed (40-50%)