National Account Manager
- Indianapolis, IN, USA
Closure Systems International, Inc. (CSI) is a global leader in plastic and aluminum closure design, manufacturing and high speed capping equipment / application systems. Approximately 90+ billion closures are produced annually in CSI's 25+ manufacturing sites, strategically located in 20+ countries throughout the globe.
CSI integrates innovative closure technology, high-performance equipment and expert technical services and training support to help customers all over the world maximize their profits. These integrated closure and capping solutions deliver a total system of unsurpassed customer value and reliability.
The primary accountability of the National Account Manager (NAM) position is to deliver sales growth and comprehensive account direction of assigned "key customers" for CSI.
The position is accountable for direct sales, business development, new product deployments, customer relationship management at all levels, accounts receivables, inventory management, capacity management, pricing administration and interfacing all tactical issues with the account. The role also is responsible for creating and presenting to senior leadership an account strategic and annual business plan including forecast / budget volumes for closures, and capping equipment required to meet all customer expectations and CSI business objectives. The National Account Manager is expected to be the expert resource for the assigned customer and serves as the external and internal "face" of CSI with the account.
This role serves as the key CSI interface between operating functions within the customer organization, and is CSI's primary accountable resource to ensure that all business goals and objectives are meeting or exceeding all customer needs. This role is also the primary contract negotiator for all new contracts, and is responsible for ongoing contract administration to ensure that both parties are fullfilling all of their obligations under the contract.
The National Account Manager is required to establish and manage working relationships and key points of contact within the customer organization, including executive, functional, operating, plant and maintenance personnel, while determining and understanding their decision making process or processes. Included in this is the ongoing interactivity of executive level relationships between the account's leadership and CSI leadership.
The National Account Manager is expected to be a leader of the customer business, leading by example under even challenging business circumstances. Externally, as the key commercial resource for CSI, this position will be a trusted customer advocate to direct and manage CSI’s deployable assets and support resources consistent with CSI’s stated business objectives. Assets include cash, working capital / finished goods inventory, raw materials. Internally, this position will be accountable and trusted to manage and influence people resources by providing timely feedback on performance and mentoring potential successor candidates.
On a tactical basis, this position is the primary negotiator of customer contracts and ensures the execution of all contractual obligations between CSI and the key acccount. This position will frequently coordinate all commercial management of a customer support team consisting of one or more Systems Engineers (SE), Customer Support Specialists (CSS), the CSI capping equipment and spare parts team that serves the customer account.
This position is required to be a systems solutions expert, representing and deploying CSI’s resources in closures, technical services and equipment to proactively solve customer related problems while seeking unique opportunities to improve customer’s operational efficiencies, adding CSI value everywhere possible. Above all, the National Account Manager is expected to be a professional / expert level skill in creating and managing customer relationships and be the chief CSI customer advocate for the key account, yet internally challenging CSI on all issues pertinent to delivering customer satisfaction.
Key duties and responsibilities include:
Customer expert inside CSI - know all details of customer and customer's needs
Solicits orders and new business
Negotiates and executes contracts with terms that can be met by both parties
Primary liaison with external customer
Assure contract execution and maintenance
Provides a periodic financial analysis of accounts
Ability to motivate and direct other customer support team members
Sets goals and strategies for resources working on account
Provides candid feedback on co-worker performance
Provides direction and input for co-worker individual development
Communicates customer requirements and strategies with recommendations
Provides strategic plan for new product or service development
Provides monthly closure forecasts to the S&OP team for product volume and mix
Manages customer product profitability and makes recommendations for product mix decisions
Provides semi-annual capping equipment forecasts
Solicits and obtains orders for closures, equipment and supporting services
Represents and advocates external customer view
Establishes and maintains working relationships between CSI and customer operations leadership
Recommends and authorizes return of products when appropriate
Communicates customer needs inside CSI organization
Frequent travel is required as part of this position - travel will normally be approx. 50%, but can approach 75%+ in certain weeks.
This position requires excellent business communication skills, both verbal and written, to be applicable at every level of the customer and CSI organization. Strong negotiating skills, interpersonal management skills, data analytical skills, computer skills and a solid business acumen are also keys to success. Advanced level PowerPoint, Excel, Word skills are required. In addition, this position must have comprehension of accounting and finance principles that drive customer and business profitability. This position also requires an appreciation for technical complexities, and a willingness to learn the technical nuances of the closures and capping equipment businesses.
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.
Closure Systems International, Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, sex (including pregnancy), sexual orientation, religion, creed, age, national origin, physical or mental disability, gender identity and/or expression, marital status, veteran status or other characteristics protected by law.