Account Executive in Cincinnati, OH at Signode

Date Posted: 12/6/2019

Job Snapshot

Job Description

Kiwiplan has been developing and providing robust, industry-specific software solutions for the corrugated and packaging industry for more than 30 years. Today Kiwiplan is the single largest software provider dedicated to meeting the particular needs of packaging manufacturers around the globe.
The Kiwiplan Suite is a complete, integrated suite of software applications provides solutions to address sales order processing, manufacturing execution, supply chain management, inventory logistics, and more. The Manufacturing Execution suite provides automated scheduling, shop floor data collection, tooling management, electronic links to machinery, controllers and equipment on the factory floor, quality management, and more!

Role and Responsibilities: 
  • Participate from first contact of the potential or newly acquired customer in leading the sales effort in the following:
Technical Requirements:
  • Planning
  • Project management
  • Acquiring appropriate tech resources
  • Key detailed communications (external and internal)
  • Key contact after sales
  • Lead role in business partnership post sales
Qualifications Required:
To perform this job successfully, the individual must be able to perform each essential duty satisfactorily.  The requirements listed are representative of the knowledge, skill and/or ability required. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

  • Experience and knowledge of working with Technical Staff
  • Customer Service Skills
  • Strong Communication Skills (written and verbal)
  • Personality suitable to consistent customer contact
  • Strong administrative skills, knowledge of and work with Microsoft Word processing tools, databases, spreadsheets, and other desktop productivity software
  • Good people management skills
  • Ability to relate software to Customer needs
  • Strong planning and software implementation skills
Specific Functions:
  • Sales
Be prepared to give software presentations to new or existing Customers.
Must be familiar with new products as they become available
Attend trade shows and establish new Customer contacts as well as maintaining existing Customer contacts

  • Pre-Sales and Post Sales Activity
Formulate a Project Implementation Plan that takes the Customer from the start of an Installation through the first six months after the Installation.
Seek and maintain a pro-active business relationship with Customers.
Communicate with the planning Department on a regular basis as to the nature of the upcoming events/projects.
Develop and implement new procedures for information flow between the Sales Department and Technical Support Department.
Review Sales contracts as to the accuracy of the information regarding functionality of the Kiwiplan Software.
If changes in the current Kiwiplan Software are required prior to or after the installation, insure both the local Technical Support Department and the New Zealand development offices are made aware.
Communicate on a regular basis directly with the Customer during the Implementation phase and post installation. Determine the expectations the Customer has of Kiwiplan and other Vendors activities during this process.

  • Project Management
Monitor and Track Project preparation and execute - as part of the standard process for each customer project.
Monitor initial preparation for site visits which may involve verification of customer equipment, operating system standards, and verification of availability for Kiwiplansoftware.
Forward documentation and information to the customer.
Monitor pre-visit activities which may include documentation, wiring diagrams, and other technical data.
Communicate with New Zealand development team on the availability of appropriate revisions of software.
Communicate with New Zealand development team regarding specific enhancements that may be required prior to installation.
Follow-up of Issues and enhancements during and after the Implementation of Kiwiplan Software. 
Verify that all appropriate preparation and communications have been completed.
Coordinate on the customer site activities between numerous parties.
Communicate, and coordinate with suppliers, e.g., corrugated equipment manufacturers.
Verify that vendor upgrades are completed.
Synchronize Kiwiplan activity with other vendors on-site, and New Zealand support staff.
Review, recheck, and react to incomplete steps.
Make recommendations for improvement of installation projects and their preparation.
Provide follow-up services to each customer after completion of each project; this includes telephone calls to verify that they are satisfied with the services provided.
Conduct post-activity reviews.  Respond to data collected, e.g., change, add, or modify procedures.

  • Documentation
Provide insight and work with Project Implementation team on development, maintenance, and enhancement of all Implementation documentation.  This includes, but is not limited to
Implementation procedures.
Planning procedures.
Installation guides.
Customer preparation documentation.
Specific user documentation.
Guides, technical manuals, and update notices for implementation of Kiwiplan software products.
  • Customer/Support Database(Kiwiplan KALL)
    • Responsible for management of updating the Customer Support Database (KALL) with new Customer Information.
    • Use the Customer Support Database (KALL) for Project Implementations if/when possible.
    • Verify/follow-up with Implementation teams that all Customer issues and enhancements from the Implementation are entered in the Customer Support Database (KALL).
  • On-Site Activities
  • On-site Activities may be required for the improvement of Implementation procedures. 
  • During the start-up of a major project it may be required to travel to the Customer's site or corporate headquarters to agree on implementation procedures.
  • Site visits to improve and verify the implementation process.
  • Knowledge required to perform these functions but not limited to include.
  • Working knowledge of the target operating system
  • Working knowledge of the hardware environment
  • Knowledge of the customer's business needs and the business processes.
  • Working knowledge of Kiwiplan software
  • Ability to identify delicate situations; utilizing effective people skills, relating to corporate   level and plant management;  the ability to deal with the plant's hourly workers and their criticism
  • A good working knowledge of the manufacturing environment, the functionality of the software and the configuration for their needs; when necessary, using this knowledge to directly connect Kiwi software to manufacturing machinery
  • Professional image at all times.
  • Billable Time
    • Project Management
    • Subject matter expertise
    • Installation
    • Follow-ups, etc.
  • Miscellaneous:
    • Present a professional image and response to customers at all times.
    • Whenever possible, be pro-active and preemptive.
    • Prove to our customers (by deeds and actions), that "we care".
    • Look for opportunities for continuous improvement.
    • Comply with company policies and procedures.
    • Identify and develop "show" plants when feasible
    • Keep informed of market dynamics and trends