Senior Account Executive

Job Overview

We are seeking a highly motivated, results-oriented Senior Account Executive to manage and grow a well-established territory exceeding $5 million in annual sales . This role is responsible for developing long-term partnerships with large, complex customers while identifying new opportunities for growth within existing accounts and acquiring net new business.

The ideal candidate thrives in a fast-paced, high-pressure environment where priorities shift quickly, and customer expectations are high. Success in this role requires strong business acumen, exceptional relationship-building skills, the ability to think independently, and a proven track record of driving profitable growth.

As a trusted advisor to customers, the Senior Account Executive will work across multiple product categories and business units, helping customers improve operational performance while expanding Bunzl's presence within their organizations.

This is an excellent opportunity for an experienced sales professional who enjoys managing strategic accounts, solving complex business challenges, and delivering measurable results.

Key Responsibilities

Strategic Account Management

• Manage and grow a portfolio of large, established customers across multiple industries.
• Develop strong executive and operational relationships within customer organizations.
• Create and execute strategic account plans focused on customer retention, expansion, and long-term growth.
• Identify opportunities to increase market share, expand product penetration, and drive cross-selling initiatives.

Business Development & New Customer Acquisition

• Prospect, qualify, and secure new business opportunities within the assigned territory.
• Develop and maintain a healthy sales pipeline of new opportunities.
• Conduct customer research and planning to identify high-value prospects and growth opportunities.
• Consistently pursue net new business while maintaining strong support for existing customers.

Consultative Selling & Problem Solving

• Understand customer operations, challenges, and business objectives.
• Recommend innovative solutions that improve efficiency, reduce costs, or create value for customers.
• Present proposals, conduct business reviews, and deliver compelling value-based presentations.
• Act as a trusted business advisor rather than simply a product supplier.

Territory & Relationship Management

• Take ownership of a large and diverse customer portfolio with multiple decision-makers and locations.
• Manage customer expectations while balancing numerous priorities in a fast-moving environment.
• Build credibility through responsiveness, industry knowledge, and strategic thinking.
• Maintain regular customer contact through in-person meetings, phone calls, and digital communication.

Product Knowledge & Continuous Learning

• Develop expertise across multiple product categories and service offerings.
• Continuously learn new products, industry trends, and market developments.
• Position new solutions and innovations that support customer needs and growth initiatives.

Sales Execution & Forecasting

• Manage sales activity, opportunities, account plans, and customer information within CRM.
• Maintain accurate forecasts and territory plans.
• Monitor key performance indicators and implement strategies to achieve revenue and profitability targets.
• Effectively negotiate pricing, contracts, and business agreements.

Cross-Functional Collaboration

• Partner closely with operations, customer service, supply chain, category management, and leadership teams.
• Advocate for customers while ensuring company objectives are achieved.
• Support successful implementation of new business, product conversions, and customer initiatives.

Qualifications

Education

• Diploma or degree in Business, Marketing, or a related field, or equivalent experience.

Experience

• Minimum 5 years of progressive B2B sales experience.
• Proven success managing large accounts and complex customer relationships.
• Experience in distribution, facility supplies, industrial products, packaging, safety, foodservice, or related industries considered an asset.
• Demonstrated ability to grow existing accounts while successfully acquiring new business.

Skills & Competencies

The successful candidate will demonstrate:

• Exceptional business acumen and commercial awareness.
• Ability to think independently and make sound business decisions.
• Strong memory, o