Note: The job is a remote job and is open to candidates in USA. Sonoco Products Company is a global provider of packaging solutions. The Account Manager integrates technical, commercial, and account management responsibilities to drive profitable growth in the tissue and towel market, serving as the technical-commercial lead for assigned accounts and new product initiatives. The role develops customer relationships, coordinates cross-functional teams, manages account strategies and pricing, and delivers technically sound and economically compelling solutions.
Responsibilities
- Own and execute account plans aligned with divisional objectives, including volume growth, margin improvement, and market share expansion
- Lead the technical-commercial interface with converters and end users, developing deep, multi-level relationships from plant operations through executive leadership
- Monitor market trends, competitive activity, and technical developments to inform strategy and proactively identify growth opportunities
- Act as a technical subject-matter partner to customers by understanding their converting equipment, specifications, performance criteria, and application requirements
- Collaborate with engineering, quality, and operations teams to develop, test, and commercialize new products, grades, and service offerings
- Translate customer process challenges into actionable internal development projects, including trials, qualifications, and continuous improvement initiatives
- Support value proposition development by quantifying performance improvements, material efficiencies, and operational benefits
- Lead pricing strategy as well as margin management for assigned accounts
- Maintain detailed account analytics including sales, volume forecasts, gross margins, competitive positioning, specifications, and contract terms
- Support sales and operational planning (S&OP) through accurate forecasting and demand insights
- Manage commercial agreements including pricing structures, supply agreements, inventory programs, and confidentiality agreements
- Ensure disciplined management of AR/DSO and working capital objectives
- Serve as the primary commercial liaison across operations, quality, technology, engineering, procurement, and finance to ensure alignment on account strategies
- Champion internal communication to ensure flawless execution of customer programs from development through commercialization
- Lead resolution of complex technical or commercial issues by coordinating cross-functional resources to ensure timely, effective outcomes
- Conduct regular business and technical reviews covering performance, quality, delivery, innovation pipelines, and value creation
- Promote a continuous improvement mindset focused on operational optimization and customer success
Skills
- Bachelor's degree required; preference for engineering, materials science, chemistry, business, or related technical discipline
- 7–10+ years of experience in packaging and paper manufacturing environments with a strong blend of technical and commercial responsibilities
- Demonstrated success in strategic or national account management and complex opportunity development
- Proven ability to quantify and communicate technical and financial value
- Strong analytical, presentation, and business acumen
- Proficiency with CRM systems and advanced use of Excel, PowerPoint, and Word
- Experience supporting new product development or technical commercialization projects
- Working knowledge of converting processes, raw materials, and performance-based specifications
- Travel required to customer sites, manufacturing facilities, and internal meetings as business needs dictate. Travel will be at least 50% in Southern California and will travel throughout the Pacific Northwest
- High integrity with a strong commitment to safety and compliance
- Customer-focused, technically curious, and results-driven
- Structured, methodical approach to complex problem-solving
- Willingness to challenge the status quo and drive continuous improvement
- Bachelor's degree required; preference for engineering, materials science, chemistry, business, or related technical discipline
Benefits
- Account Representative: annual target bonus of 12.5% of base salary
- Account Representative II: annual target bonus of 12.5% of base salary
- Senior Account Representative: annual target bonus of 12.5% of base salary
- Account Manager: annual target bonus of 12.5% of base salary
- Medical, dental, and vision coverage for you and your dependents, including FSA and HSA options
- 401(k) retirement plan with company match
- Wellbeing tools and resources to support holistic health, including an Employee Assistance Program with a variety of services
- Paid time off and holidays to recreate, rejuvenate and care for the health of yourself and family
- Variety of company paid and voluntary employee-paid insurance plans including life, personal accident, and disability insurance
- Tuition reimbursement
- Remote role in Southern California
Company Overview