Key Account Manager- Earthwise

As a Key Account Manager for Bunzl's EARTHWISE reusable bag division, you will be responsible for developing and growing key customer relationships while driving revenue, profitability, and customer satisfaction. You will manage strategic national accounts primarily within the grocery and distribution channels. You will be the primary point of contact for assigned customers and work closely with internal teams to deliver solutions that align with customer objectives and Earthwise's sustainability mission.

In this position, you will be the primary point of contact for assigned customers and work closely with internal teams to deliver solutions that align with customer objectives and Earthwise's sustainability mission. Success in this role requires strong commercial acumen, strategic thinking, account planning, relationship management, and product knowledge. This role will consistently partner with the Director of Sales to build presentations and present to both current and prospective customers.

As part of Bunzl's Earthwise segment, you'll support a portfolio of reusable bag solutions that help retailers meet sustainability goals and reduce single-use waste. Our product offering includes reusable shopping bags, insulated bags, custom-branded programs, and other eco-friendly carryout solutions.

Customer headquarters and operating locations are distributed throughout the United States, requiring regular travel for customer meetings, business reviews, industry events, and strategic planning sessions.

This is a U.S. Remote role; we will consider applicants that live anywhere in the US as long as they are near a major airport (customer concentration is heavier in the central United States).

Responsibilities:

• Develop and execute strategic account plans that drive revenue growth, profitability, customer retention, and market share expansion.
• Build and maintain strong relationships with customer stakeholders at all levels of the organization.
• Serve as the primary customer contact and trusted business partner for assigned accounts.
• Identify opportunities to expand product offerings, increase penetration within existing accounts, and secure new business.
• Develop annual sales objectives, business plans, and growth initiatives aligned with company goals.
• Lead customer business reviews, strategic planning discussions, and long-term growth initiatives.

Customer Solutions & Cross-Functional Leadership

• Collaborate with Product Development, Design, Supply Chain, Operations, and Marketing to develop customer-specific solutions.
• Coordinate the development of private label programs, new product launches, and customer marketing initiatives.
• Ensure customer requirements, timelines, and expectations are communicated clearly and executed successfully across the organization.
• Resolve customer issues and identify proactive solutions that strengthen long-term partnerships.
• Act as the liaison between customers and internal functional teams to ensure outstanding execution and service.

Sales Performance & Financial Management

• Solicit and secure new accounts for Earthwise within the Grocery and Distribution channels including banner extensions for current customers.
• Achieve assigned sales, margin, and profitability targets.
• Analyze sales performance, market trends, customer data, and competitive activity to identify risks and growth opportunities.
• Prepare forecasts, business updates, sales reports, and strategic recommendations for leadership.
• Negotiate pricing, contract terms, and program agreements that support both customer objectives and company profitability.
• Support accounts receivable management and partner with finance teams to address credit or collection issues when necessary.

Market & Industry Leadership

• Maintain a strong understanding of Earthwise's value proposition, sustainability initiatives, product portfolio, and industry trends.
• Monitor competitive activity, emerging market opportunities, and customer business developments.
• Represent Earthwise at trade shows, customer events, industry conferences, and business meetings.
• Support company-led product, category, and strategic growth initiatives.

CRM & Administrative Excellence

• Maintain accurate customer records, opportunities, forecasts, and account plans within the CRM system.
• Manage multiple priorities, projects, and customer initiatives simultaneously while meeting deadlines.

Requirements:

• High school diploma or GED equivalent required.
• Bachelor's degree or equivalent combination of experience, education and training strongly preferred.
• 5+ years of experience in strategic account management, national accounts, sales, business development, or related commercial roles.
• Experience selling to grocery, retail, food service, packaging, consumer products, sustainability-focused, or related industries preferred.
• Proven success managing complex customer relationships and delivering measurable revenue growth.
• Experience leading cross-functional initiatives and collaborating across multiple departments.
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