Account Manager

Headquartered in Hangzhou, China, BJT is an advanced manufacturer focused on sustainable protective packaging equipment and consumables. Our global brand portfolio includes Locked Air, specializing in high-performance inflatable packaging solutions, and Locked Paper, dedicated to eco-friendly paper-based protective packaging. With over 10 years of continuous innovation in protective packaging, we provide a full spectrum of machines, consumables, and integrated solutions for both inflatable and paper packaging scenarios.

Our footprint spans more than 52 countries, serving a diverse customer base — from large 3PL fulfillment centers processing over 200,000 packages per day to small businesses shipping as few as 10 packages daily. We differentiate ourselves through a strong commitment to sustainability and automation, delivering measurable operational and environmental value to our customers. We operate regional subsidiaries in Cleveland, Ohio (U.S.) and Hamburg, Germany (EU) to support our global partners.

The Account Manager is a field-facing role responsible for driving profitable, sustainable growth across an assigned territory. As the on-the-ground business leader, you will develop both end-user customers and distributor partners, deliver our automated sustainable packaging solutions, and build long-term, mutually beneficial partnerships. This role combines new business acquisition, account retention, channel expansion and post-sales support. You will act as a trusted local advisor, understanding customers’ operational challenges and packaging pain points, and matching them with tailored solutions that improve efficiency, lower total cost, and advance their sustainability goals.

• Territory Growth & Performance Delivery
• Develop and execute territory sales plans to acquire new end-user customers and distributor partners, consistently driving sales volume and market share growth.
• Meet or exceed assigned revenue, margin and payment collection targets, ensuring healthy and predictable business performance.
• Prioritize high-value opportunities to maximize growth profitability across the assigned region.
• Customer & Channel Relationship Management
• Build and maintain long-term, trust-based cooperative relationships with key accounts and channel partners through regular communication, on-site visits and proactive support.
• Deepen engagement with existing customers to identify upsell and cross-sell opportunities, expanding share of wallet and improving customer retention.
• Lead distributor recruitment, onboarding and ongoing enablement to build a robust and high-performing partner network.
• Solution Delivery & Customer Support
• Consult with customers to understand their packaging operations, throughput needs and cost challenges, and recommend appropriate equipment and consumable solutions.
• Oversee end-to-end order execution, including order confirmation, shipment verification, and logistics tracking, to ensure on-time and accurate delivery.
• Handle customer inquiries, coordinate product quality follow-ups, and collect structured customer feedback; coordinate internal resources to resolve issues and maintain professional service standards.
• Maintain a healthy, accurate sales pipeline and submit weekly activity reports and project forecast updates with discipline.
• Monitor local market trends, customer preferences and competitive activity, and share actionable insights to support product iteration and regional strategy adjustment.

• 5–10 years of B2B business development, account management or sales experience in the packaging, industrial manufacturing or logistics industry; prior protective packaging industry knowledge is strongly preferred.
• Proven track record of consistently meeting or exceeding sales targets, with experience developing both direct end-user accounts and channel/distributor partnerships.
• Strong interpersonal, communication and negotiation skills, with the ability to build credibility and long-term relationships at all customer levels.
• Highly self-motivated, goal-oriented and results-driven, with strong execution and a strong sense of responsibility.
• Reliable, diligent…