Viskase Companies, Inc.

Compensation

Full Description

Job Summary: We are seeking a results-driven, consultative Strategic Account Manager to lead sales of our consumable product portfolio to key accounts within the food processing and consumer packaged goods (CPG) sectors. This role requires a strategic thinker who can uncover and develop opportunities within existing customer relationships, drive increased market share, and contribute to long-term customer value through solution-based selling. The ideal candidate thrives in a modern sales environment where value creation, profitability, and long-term partnerships are central to success. Key Responsibilities: Account Management & Growth • Manage and grow a portfolio of strategic accounts in the food processing and CPG industries. • Identify and pursue opportunities to increase share of wallet within existing customers. • Maintain a deep understanding of each account’s business model, needs, and industry trends to identify tailored solutions and growth strategies. Value-Based Selling & Opportunity Development • Develop and articulate compelling value propositions that align with customer objectives and business challenges. • Recommend and implement strategies to leverage value delivery for mutual benefit, increasing customer retention and profitability. • Use consultative selling approaches to position the company as a strategic partner rather than a commodity supplier. Pricing Strategy & Margin Enhancement • Identify opportunities for pricing optimization based on value delivered, market dynamics, and competitive positioning. • Effectively communicate and "sell" price increases to customers by demonstrating enhanced value, ROI, and operational impact. • Collaborate with internal pricing and finance teams to support profitable growth initiatives. Contract Negotiation & Strategic Programs • Support and lead the negotiation of long-term agreements, pricing structures, and value-added programs that align with company goals. • Partner with internal stakeholders (product management, customer service, operations) to develop customer-specific programs and ensure seamless execution. Consultative & Cross-Functional Collaboration • Serve as the voice of the customer internally, providing actionable feedback to product development, marketing, and supply chain teams. • Use data, analytics, and industry knowledge to support recommendations and business cases. • Continuously assess customer satisfaction and proactively resolve issues to protect and grow the business. Qualifications: • Bachelor’s degree in Business, Marketing, Food Science, or related field (MBA a plus). • 5+ years of B2B sales experience, preferably in consumables or industrial products sold into food processing, CPG, or manufacturing environments. • Proven track record of growing existing accounts through strategic, consultative sales techniques. • Strong financial acumen with the ability to understand margin impact, pricing models, and customer ROI. • Excellent negotiation, communication, and presentation skills. • Comfortable managing complex, multi-stakeholder customer relationships. • Proficiency in CRM tools (e.g., Salesforce) and Microsoft Office Suite.