Account Manager - B2B Sales

About Used Cardboard Boxes

Founded in 2006, Used Cardboard Boxes  (UCB) is the largest processor of USED gaylord totes, produce totes, resin bins, shipping boxes, and FIBCs (Super Sacks) in North America. Unlike recyclers, UCB’s business model is built on reuse, resale, and return of packaging back into circulation.

UCB serves major retailers, processors, and manufacturers through resale and closed-loop return programs that reduce cost and environmental impact. Every customer relationship this role wins, expands, and protects directly drives the revenue that makes everything else at UCB possible.

Used Cardboard Boxes
Remote within US Sales Remote Full-time

Reports to:

Sales Manager, Used Cardboard Boxes

The Account Manager – B2B Sales is UCB’s full-cycle commercial generalist — not a farmer, not a specialist, but a complete seller
. This role owns the entire commercial relationship from first contact to maximum value: prospecting and qualifying new business, running structured discovery to uncover root demand, quoting, negotiating, and closing deals, then nurturing, protecting, and expanding accounts to their full potential across products and locations.

Once an account is won, this rep doesn’t hand it off — they grow it
. And once a customer profile is proven, they replicate it by targeting competitor lookalikes and nearby businesses with the same buying characteristics.

This is a remote, full-cycle sales role that rewards disciplined pipeline builders who are energized by owning outcomes end to end.

The Account Manager – B2B Sales is the tip of the spear. This role finds customers who want what UCB has, earns their business, and gets it done. Without a consistent, high-performing sales motion here, there is no demand for sourcing, no work for operations, and no revenue for the company. Everything else at UCB flows downstream from the customer relationships this role creates.

This role partners with the Sales Manager – B2B Sales for coaching, deal strategy, and campaign alignment; with Business Development for demand signal prioritization and inbound handoffs; with Marketing for mass email marketing messaging alignment and value propositions; and with Solutions Engineering and Operations to ensure deals are structured correctly and commitments are executable.

• Build, maintain, and work a targeted outbound prospect list of B2B buyers for used packaging – gaylord totes, shipping boxes, pallets, supersacks, accessories.
• Identify net-new opportunities through outbound outreach, referrals, location expansion, and competitive displacement
• Research accounts to assess buying patterns, volume potential, and strategic fit before reaching out

• Qualify inbound and outbound opportunities against defined criteria before investing time in full discovery
• Conduct structured discovery to uncover the root need behind what a prospect asks for — not just what they say they want
• Understand and document total relationship potential: all product types, all locations, and all adjacent buying behavior
• Log discovery findings cleanly in CRM to support accurate quoting, forecasting, and future expansion

• Build accurate, margin-aware quotes with support from Solutions Engineering and pricing guidance from leadership
• Negotiate with confidence and hold on deal quality — protect margin while keeping deals moving
• Drive deals from qualified to closed at a consistent pace without relying on discounting as a default

• Maintain active, value-adding relationships with all won accounts through consistent outreach and engagement
• Identify and pursue expansion: additional product types, higher volumes, and multi-location growth
• Proactively address risk — shifting buying behavior, competitive threats, or service gaps — before they become churn
• Maximize the total lifetime value of every account across UCB’s full product portfolio

• After each win, identify 3–5 competitor lookalikes and nearby businesses that match the same buying profile
• Systematically replicate proven approaches…