The posting
Who are we:
Heidelberg USA is a reliable and highly innovative partner to the printing industry. Our brand has been synonymous with quality and future viability for more than 170 years. This means that we are a company with a long tradition, but at the same time we help define the future trends in our industry thanks to state-of-the-art technologies and innovative business ideas. We are dedicated to our equipment, our technology, our associates, and our customers. Come join the team!
Are you looking for a challenge? That's what we offer!
Job Code: SOOS03
Job Family: Sales Representative: Sales Account Management
Location: East Coast
Compensation: $120K base/ $200K OTE
Job Description
The Heidelberg Sales Account Manager, Labels, is responsible for developing and maintaining strong relationships with existing and prospective customers within an assigned territory covering East Coast. This position specializes in the Gallus portfolio of label printing and converting solutions, including digital and flexographic label presses, workflow software, inspection systems, and related consumables.
As a consultative sales professional, the Sales Account Manager works closely with label converters, packaging printers, and brand-focused manufacturing organizations to understand their production requirements, operational challenges, and growth objectives. By leveraging technical knowledge of label manufacturing processes and Heidelberg's label production technologies, the individual develops customized solutions that improve productivity, print quality, automation, and profitability.
The Sales Account Manager - Labels serves as a trusted advisor throughout the equipment investment lifecycle, guiding customers through equipment evaluations, workflow assessments, ROI analysis, capital equipment purchasing decisions, installation planning, and long-term partnership development. This role bridges the gap between technical production capabilities and customers' business goals, helping organizations remain competitive in the evolving label and packaging marketplace.
Essential Duties and Responsibilities
- Identify and qualify prospective label converters, packaging printers, commercial printers entering the label market, and other target customers within the assigned territory through networking, prospecting, industry research, trade shows, digital resources and working collaboratively with the Heidelberg/Gallus sales team.
- Develop and maintain strong, long-term customer relationships by understanding label production workflows, business objectives, operational challenges, and future growth plans.
- Promote the Gallus portfolio of label solutions, including digital and flexographic label presses, workflow automation solutions, inspection technologies, and ancillary production equipment.
- Conduct comprehensive needs assessments and production evaluations to recommend equipment, software, and workflow solutions that improve operational efficiency and profitability.
- Serve as a trusted advisor by providing application expertise, market insights, and recommendations tailored to customer-specific label and packaging production requirements.
- Develop and execute territory business plans and strategic account plans targeting key label converters and growth opportunities.
- Achieve or exceed annual sales objectives for label presses, equipment upgrades, software solutions, service agreements, and related product offerings.
- Build and maintain a robust sales pipeline utilizing Heidelberg's CRM platform and sales management processes.
- Prepare and deliver compelling presentations, equipment demonstrations, ROI analyses, and business proposals to executive, operational, and production stakeholders.
- Coordinate resources across sales, product management, applications, service, and executive leadership teams to support complex capital equipment sales opportunities.
- Act as the primary customer contact throughout the sales process, ensuring a seamless experience from prospecting through installation and post-sale follow-up.
- Conduct regular customer visits in accordance with territory coverage plans to maintain market visibility and identify new opportunities.
- Negotiate pricing, terms, and contracts in alignment with company policies and approved discount structures.
- Maintain current knowledge of industry trends, competitive technologies, market developments, and Heidelberg label solutions.
- Provide accurate forecasting, opportunity tracking, and pipeline reporting through Heidelberg's CRM and sales reporting systems.
- Represent Heidelberg at trade shows, customer events, industry conferences, and association meetings related to the label and packaging industry.
Qualifications and Skills
- Bachelor's degree in Business, Marketing, Printing Technology, Engineering, or related field preferred.
- Minimum 3-5 years of business-to-business sales experience, preferably within the printing, label, packaging, converting, or capital equipment industries.
- Experience selling capital equipment, production technologies, workflow software, or manufacturing solutions preferred.
- Knowledge of label printing processes, digital printing technologies, flexographic printing, converting equipment, or packaging production is highly desirable.
- Ability to acquire and maintain detailed technical and application knowledge of Gallus label products and solutions.
- Strong consultative selling, negotiation, and relationship-building skills.
- Demonstrated success in managing complex sales cycles involving multiple decision makers.
- Goal-oriented and driven to consistently achieve sales targets and business objectives.
- Strong understanding and disciplined execution of the full sales process from prospecting through closing and post-sale account management.
- Technical aptitude with the ability to discuss production requirements, equipment specifications, workflow efficiencies, and business outcomes with production managers and technical personnel.
- Strong verbal, written, and presentation communication skills.
- Professional demeanor with the ability to establish credibility and confidence with customers and stakeholders.
- Proficient with CRM systems, Microsoft Office Suite, and virtual presentation tools.
- Willingness to travel extensively throughout the assigned territory.
Key Competencies
- Consultative Selling
- Territory Management
- Capital Equipment Sales
- Label and Packaging Industry Knowledge
- Business Development
- Customer Relationship Management
- Technical Solution Selling
- Negotiation and Closing Skills
- Strategic Account Management
- Presentation and Communication Skills
- Pipeline Development and Forecasting
- Cross-Functional Collaboration
Work Environment / Tools Provided
- Company vehicle allowance or company-provided vehicle
- Company-issued mobile phone
- Company-issued laptop computer
- Travel throughout assigned territory (Eastern United States)
- Participation in industry trade shows, customer demonstrations, and Heidelberg/Gallus sales meetings
Location: Eastern U.S between Atlanta and Washington D.C
ADA: Heidelberg will make reasonable accommodations in compliance with the Americans with Disabilities Act of 1990.
OSHA: Heidelberg provides a workplace free from serious recognized hazards and complies with standards, rules and regulations issued under the OSH Act. Heidelberg examines workplace conditions to make sure they conform to applicable OSHA standards. Heidelberg ensures employees have and use safe tools and equipment; and properly maintain such equipment.
EEO/AA Statement: Heidelberg is committed to the principle of equal employment opportunity for all employees and applicants for employment, and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Heidelberg are based on business needs, job requirements and individual qualifications, without regard to race, creed, color, religion or belief, national, social or ethnic origin, citizenship status, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, protected veteran, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Heidelberg will not tolerate discrimination or harassment based on any of these characteristics.
Pay Transparency Nondiscrimination Provision: Heidelberg will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.
Good to know: Rarely are there candidates who fulfill all requirements 100%. Even if you don't fulfill all requirements, we look forward to receiving your application in any case.
