Account Representative – Midwest Region (Remote)

About the Role

Account Representative for the Midwest region, primarily remote with hybrid options, reporting to the Sales Director. The role leads direct sales activities for Poly and Water-based coated board to service folding carton and corrugated markets, requiring strategic account planning, multi-level relationship development, and data-driven forecasting. Frequent travel within the Midwest is expected. What You'll Do

• 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 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. What We're Looking For
• A 4-year college degree.
• 3+ years of experience in folding carton manufacturing, corrugated packaging.
• 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 & Benefits
• Salary ranges: Account Representative: $73,280 - $82,440; Account Representative II: $99,360 - $111,780; Senior Account Representative: $111,760 - $125,730. 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.
• Note: This is a progression role (Level I, II, or Senior) depending on experience.