GENERAL ACCOUNTABILITY
The Technical & Packaging Sales Manager will report directly to the Vice President of Packaging and Technical Sales and is responsible for maintaining and enhancing existing customers and volumes and growing new profitable sales volumes within the technical and food packaging markets. The position has responsibility for the design, development and deployment of effective customer management and new business development. Additionally, the execution of prospecting plans for new client and transformation into increased business. The Sales Manager will develop a pipeline of new business in support of company strategy and key initiatives.
NATURE AND SCOPE OF POSITION
The Sales Manager position is home-based and does not include any direct reports. The role spans existing account coverage and product segments as well as responsibility for developing rapport with new clients and setting sales targets and providing support to continually improve the relationships. The Sales Manager is also required to grow and retain existing accounts by presenting new solutions and services to clients. The Sales Manager will work with the sales team, technical and product development staff, marketing and operations.
MAIN INTERNAL CONTACTS
Sales Management, Sales Team, Customer Service, Field Technical Service, Business Development, Product Development, Marketing
MAIN EXTERNAL CONTACTS
Customers, OEMs, Prospects, Vendors
WORKING CONDITIONS
The Sales Manager spends 50% of the time in the field.
SPECIFIC ACCOUNTABILITIES
- Prospect for potential new clients and transition this into increased business
- Cold call as appropriate within a market or geographic area to ensure a robust pipeline of opportunities. Meet potential clients by growing, maintaining, and leveraging a business network.
- Identify potential clients, decision makers within the client’s organization.
- Arrange meetings between client decision makers and company’s leaders/Principals.
- Plan approaches and sales pitches. Work with sales management to develop proposals that speak to client’s needs, concerns and objectives.
- Participate in pricing the solution/service.
- Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.
- Present an image that mirrors that of the client.
- Proactively present new products and services to enhance existing relationships for client retention.
- Work with technical staff and other internal colleagues to meet customer needs.
- Arrange and participate in internal and external client debriefs.
- Ensure that data is accurately entered and managed with the company’s CRM or other sales management system.
- Forecast sales targets and ensure they are met.
- Work with customer service, marketing and demand planning to ensure that prerequisites are fulfilled within a timely manner (i.e., onboarding documents, credit forms, NBO, Inventory programs, rebate accruals, complaint bottlenecks, forecast updates)
POSITION SKILLS AND EXPERIENCE REQUIRED
- Minimum 3-5 years’ experience in technical or packaging sales or equivalent
- Bachelor’s degree from an accredited university
- Previous experience in forest products or business to business sales preferred.
- Strong computer skills (proficiency in Microsoft Office products and Salesforce.com)
- The ability to travel extensively as needed.
- Demonstrated track record of delivering sales results. This includes the ability to identify new customers and or paper products and quickly grow the business.
- Comfort interacting with all levels of customer organizations. (Product Development- Operations Management to CEO, Owners)
- Strong written and verbal communication skills
- Ability to negotiate and manage channel conflict.
- Strong organization, planning and problem- solving skills.
- Ability to anticipate future trends and proactively make decisions.
- Ability to excel in an unstructured environment by quicky adapting behavior and work methods to adjust to multiple demands and shifting priorities.
- Ability to work within a matrix organization- knowing when to involve colleagues regardless of functional or geographic lines.
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