Technical Account Manager

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. 

Technical Account Manager

Position Summary

This role integrates technical, commercial, and account management responsibilities to drive profitable growth within the tissue/towel market segment.  The position serves as the technical-commercial lead for assigned accounts and new product development initiatives, translating customer manufacturing, performance, and sustainability requirements into differentiated value propositions. The role partners cross-functionally with operations, quality, engineering, technology, supply chain, and finance to deliver technically sound, economically compelling solutions while strengthening long-term customer relationships.

Safety, health, and environmental stewardship take precedence over all duties in this position.

Key Responsibilities

Strategic Account & Market Leadership

• 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.

Technical Value Creation & New Product Development

• 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.

Commercial Execution & Financial Discipline

• 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.

Cross-Functional Leadership & Collaboration

• 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.

Customer Satisfaction & Continuous Improvement

• 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.

Required Qualifications

• 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.

Preferred Experience & Skills

• Experience supporting new product development or technical commercialization projects.

• Working knowledge of converting processes, raw materials, and performance-based specifications.

Location & Travel

• Location Mid-West (Indianapolis, IN; Chicago, IL preferred). Position will cover a few accounts on the West Coast that will require travel to these areas.

• Travel required to customer sites, manufacturing facilities, and internal meetings as business needs dictate. Travel will be at least 50%.

Core Personal Attributes

• 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.

Compensation:

This is a progression position, and salary will be determined based on experience and business needs. The annual base salary range for this role is as follows:

• Account Representative: $73,280 - $82,400, 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.

• Account Manager: $124,800 - $140,400, plus an annual target bonus of 12.5% of base salary.

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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.