Sonoco

Role Description The Account Manager is a senior individual contributor responsible for driving market-informed commercial strategy and managing key customer relationships. This role combines market and business analytics, product and pricing support, and strategic account management to support sustainable growth. The position partners closely with Sales, Marketing, Operations, and Finance and influences decisions through insight, expertise, and data rather than formal authority. What you'll be doing: - Sales & Marketing Strategy - Develop and execute comprehensive sales & marketing plans, strengthen product positioning, increase brand awareness, and drive customer engagement with key accounts and prospects. - Identify growth opportunities and competitive advantages using data-driven market and customer analysis. - Support go-to-market decisions by defining where to compete and how to win. - Market & Customer Analysis - Identify and document customer markets, ideal customer profiles (ICPs), and buyer roles and behaviors. - Analyze market trends, competitive landscapes, and customer needs to inform commercial strategy. - Identify and prioritize relevant trade shows, industry events, and trade associations by target market. - Product, Pricing & Portfolio Support - Align product capabilities with market requirements and operational capabilities. - Support pricing strategy with financial, market, and competitive analysis. - Support training of sales and marketing teams as needed. - Account Management & Sales Execution - Develop, maintain, and execute account plans for major existing and prospective accounts within the assigned territory or portfolio. - Establish and maintain multi-level relationships within customer organizations. - Conduct regular in-person customer visits to strengthen relationships and identify growth opportunities. - Monitor customer activity, market conditions, and business trends impacting volume and profitability. - Pipeline, Proposals & Commercial Support - Maintain accurate opportunity pipelines and prospect reports with strong data quality. - Support large, complex, or strategic customer proposals by providing analytical, financial, and competitive input. - Improve win probability through structured proposal support and insight. - Business Analytics & Forecasting - Leverage advanced Excel and analytical tools to evaluate sales performance, contribution margins, product mix, and growth opportunities. - Provide input to annual budgets, quarterly forecasts, and monthly sales outlooks using customer forecasts, historical trends, and open orders. - Translate analysis into clear, actionable insights for commercial and operational leadership. - Cross-Functional Collaboration & Governance - Collaborate effectively with Sales, Marketing, Operations, Finance, and Customer Service teams. - Support accounts receivable activities with past-due customers. - Champion new products, services, and strategic initiatives as requested. - Protect company assets, confidential information, and intellectual property. - Comply with all company policies, procedures, and administrative requirements. - Positively contribute to organizational culture. Qualifications - Strategic thinking and market insight - Financial and business analysis - Customer and account management - Data-driven decision making - Cross-functional collaboration - Executive-level communication - 8+ years of experience in sales, account management, commercial strategy, or business analytics in a B2B environment. - Strong analytical and financial acumen; advanced Excel skills required. - Demonstrated experience developing account plans, market strategies, and customer proposals. - Proven ability to influence cross-functional teams through data, insight, and expertise. - Excellent communication, presentation, and relationship-building skills. - Ability to manage multiple priorities in a fast-paced, matrixed organization. - Education preferred: Bachelor's degree Requirements - The annual base salary range for this role is from $124,800 to $140,400, plus an annual target bonus of 12.5% of base salary. Benefits - 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

• Manage and grow strategic national accounts within the North America • Develop and maintain strong customer relationships across multiple levels of an organization, including executive leadership • Create and execute strategic account plans focused on growth, profitability, customer retention, and long-term partnership development • Collaborate closely with operations, manufacturing, customer service, finance, and leadership teams to support customer initiatives and deliver solutions • Lead customer business reviews focused on sales performance, quality, delivery, and value-generating opportunities • Monitor customer trends, competitive activity, market conditions, and business opportunities to support strategic planning efforts • Coordinate pricing discussions, contract activities, and sales forecasting initiatives across assigned accounts • Identify and develop value-added solutions and cost savings opportunities that support customer objectives and total cost of ownership (TCO) initiatives • Represent the voice of the customer internally while balancing both customer and business needs • Support trade shows, customer engagement activities, and market visibility efforts as a representative of Sonoco and the Reels division • Deliver professional presentations and communicate effectively with both internal and external stakeholders • Build strong cross-functional relationships and lead collaborative efforts across divisions and teams without direct reporting authority

• Own the commercial performance of the plug segment, including revenue growth, margin improvement, and market share expansion • Develop and execute segment-level strategic plans aligned with division and company objectives • Identify and prioritize growth opportunities across existing and prospective customers • Establish and maintain strong relationships with key stakeholders at customer mills • Expand engagement at the corporate level to influence broader sourcing strategies and long-term partnerships • Serve as the primary escalation point for customer concerns related to the plug segment • Identify new applications, product innovations, and value-added opportunities within existing accounts • Partner with internal teams (engineering, operations, product development) to deliver tailored solutions • Drive pipeline development and conversion of strategic opportunities • Provide direction and commercial leadership to regional Account Managers supporting plug accounts • Drive accountability for execution of segment strategies at the regional level • Collaborate with Customer Service to ensure high levels of responsiveness, accuracy, and customer satisfaction • Align internal stakeholders around priorities, forecasts, and customer expectations • Monitor and analyze segment performance, including sales trends, profitability, and customer activity • Develop forecasts and provide regular updates to senior leadership • Use data and insights to inform decision-making and continuous improvement

• Support the Director of SEC Reporting in the end-to-end preparation, review, and filing of quarterly and annual reports • Draft high-quality financial statements, including consolidated balance sheets, income statements, and statements of cash flows, along with required footnote disclosures • Draft the Management’s Discussion and Analysis (MD&A), collaborating with business leaders to provide a clear, concise narrative of the company’s financial condition, changes in financial condition, and results of operations • Manage the calculation and reconciliation of Non-GAAP financial measures (e.g., Adjusted EBITDA, Free Cash Flow) • Ensure all Non-GAAP disclosures comply with SEC Regulation G and Item 10(e) of Regulation S-K, including the "equal prominence" requirement • Research and document the accounting treatment for complex transactions (e.g., stock-based compensation, leases, business combinations, and revenue recognition) and draft corresponding footnote disclosures • Manage the XBRL tagging process to ensure data accuracy and compliance with SEC taxonomy • Maintain and update documentation for internal controls over financial reporting in compliance with Sarbanes-Oxley (SOX) • Serve as a primary point of contact for external auditors during quarterly reviews and the annual audit • Serve as a key cross-functional partner with Investor Relations and senior Finance leadership to ensure consistency between SEC filings and the earnings releases, executive scripts, and investor presentations • Drive continuous improvement in SEC reporting processes, timelines, and documentation to enhance accuracy, efficiency, and audit readiness • Provide guidance and informal mentoring to senior accountants or analysts supporting the SEC reporting process, fostering technical excellence and strong documentation standards.

• Prepares and maintains updated account plans for major accounts and prospective accounts found within assigned area of responsibility • Provides marketing with input for use in developing strategic plans and develops account plans that are consistent with overall division strategies • Implements and coordinates activities relative to each account plan and monitors each plan for effectiveness • Provides appropriate personnel with progress reports covering each account plan on a regular basis • Establishes and monitors closely a call plan for all customers and prospective customers within assigned area of responsibility and implements changes as required • Maintains detailed customer files (share, relative quality, relative price, specifications, contacts, competitor, etc.) on an ongoing basis • Develops and maintains complete list of prospective customers found within assigned area of responsibility • Seeks out and promotes new product and service offerings as well as new uses for existing product lines and potential candidates for acquisition • Investigates promptly and accurately customer complaints and coordinates the resolution of these complaints to the complete satisfaction of these accounts

From a small family business to a multi-billion-dollar global company, Sonoco has been changing the face of products and packaging since 1899 — all while keeping the heart of “People Build Businesses” alive. Our talented people are at the core of our growth, constantly reinventing the Sonoco wheel with brilliant solutions every year. Today we are a world leader in global packaging solutions with diversified operations in over 34 countries. We're extremely proud of our portfolio of brands, our achievements in sustainability and industrialization and the groundbreaking work accomplished by our people. Account Representative – (Midwest Region, Remote) Reporting to the Sales Director, the Account Representative will lead all direct sales activities within an assigned Midwest regional territory. This role is critical in driving growth in our Poly and Water-based coated board to service folding carton, corrugated, and other markets requiring deep customer engagement, strong business acumen, and the ability to translate customer needs into high‑value packaging solutions. You will be responsible for building and executing account strategies, expanding multi-level relationships, and identifying opportunities aligned with our capabilities in Poly and Water-based coated board to service folding carton, corrugated, and other markets. Success in this role requires consistent territory travel, disciplined use of sales systems, and strong analytical skills to ensure accurate and actionable forecasting. What You’ll Be Doing Territory Management - Provide insights to Marketing to support strategic planning initiatives; ensure account plans align with broader divisional strategies and market positioning. - Implement, monitor, and refine account plans to maximize effectiveness, growth, and customer value. - Develop and manage a territory sales funnel focused on new folding carton business opportunities. Customer Engagement & Business Development - Establish and maintain multi-level customer relationships, ensuring regular engagement with decision-makers, influencers, and operational contacts. - Conduct ongoing discovery to understand customer operations, challenges, and packaging needs—identifying what constitutes true value for each customer. - Promote new product innovations, service offerings, and potential applications for our folding carton capabilities. - Maintain a disciplined call plan and adjust based on market conditions, customer needs, and growth objectives. Market & Competitive Intelligence - Monitor customer facilities for activity such as expansions, closures, equipment investments, business shifts, and volume changes. - Maintain detailed customer profiles, including share of business, product specifications, pricing, competitor activity, and performance metrics. - Identify prospective accounts and support acquisition-oriented discussions where appropriate. Pricing, Forecasting & Data-Driven Sales Execution - Maintain current information regarding gross margins, competitive pricing benchmarks, and cost drivers in the folding carton industry. - Make informed pricing recommendations aligned with margin targets, value propositions, and competitive positioning. - Use CRM systems and reporting tools rigorously to deliver accurate sales forecasting, funnel analysis, and territory performance reporting. - Leverage data to identify trends, refine strategies, and drive accountability within the sales cycle. Communication & Internal Collaboration - Provide consistent, high-quality reporting on account activity, customer updates, and progress against account plans. - Partner with internal teams—Operations, Customer Service, Engineering, and Marketing—to bring forward customer-driven solutions. - Communicate critical account information to the organization to support operational readiness and strategic alignment. Travel Requirements - This role requires significant regional travel: approximately 3 nights per week. - Candidates must be comfortable managing a remote territory and maintaining an in-person presence with customers across the Midwest region (Chicago, Indiana, Ohio ideal) on a regular basis. We’d Love to Hear From You If You Have: - A 4-year college degree. - 3+ years of experience in folding carton manufacturing, corrugated packaging, or industrial B2B manufacturing environments. - Demonstrated success in sales prospecting, new business development, and territory growth. - Proven ability to manage complex sales development cycles and multiple concurrent customer projects. - Familiarity with folding carton design, converting processes, food service/CPG packaging requirements, and paperboard substrates. - Strong discipline with CRM tools, sales reporting systems, and data analysis to support accurate forecasting and strategic planning. - Excellent communication, relationship-building, and strategic thinking skills. Compensation: This is a progression position, and can be a Level I, II, or Senior, depending on experience and business needs. The annual base salary range for this role is as follows: - Account Representative: $73,280 - $82,440, plus an annual target bonus of 12.5% of base salary. - Account Representative II: $99,360 - $111,780, plus an annual target bonus of 12.5% of base salary. - Senior Account Representative: $111,760 - $125,730, plus an annual target bonus of 12.5% of base salary. At Sonoco Products Company, we offer a comprehensive total rewards package, including competitive pay and benefits. *Benefits listed below are for employees located in the U.S. Specific benefits and wellbeing programs may vary depending on your location (within the U.S. or global), or if you are a union employee. Benefits - 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 We are an equal opportunity employer, and we strictly prohibit and do not tolerate discrimination against employees, applicants or any other covered persons because of race, color, religion, national origin or ancestry, sex, pregnancy, sexual orientation, marital status, gender identity or expression, age, disability, genetic information, veteran status, or any legally protected characteristic.

• Cold Calling: Proactively identify and reach out to potential customers within the cold chain packaging space to introduce ThermoSafe’s products and services. • Book of Business Development: Build and maintain a pipeline of qualified leads and convert them into long-term customers. • Territory Building: Develop a comprehensive strategy to establish and expand ThermoSafe’s presence in your assigned territory. • Client Relationship Management: Engage with decision-makers at various levels, including procurement, supply chain managers, and business owners, to understand their needs and provide tailored solutions. • Sales Cycle Management: Lead the entire sales process, from initial outreach and needs assessment to proposal delivery and contract negotiation. • Collaboration: Work closely with ThermoSafe’s internal teams, including marketing, customer service, and product management, to ensure seamless customer experiences. • Market Insights: Stay informed about industry trends, customer needs, and competitors to effectively position ThermoSafe’s offerings.