East Coast Sales Manager

2 months ago

Boston, United States M&Q Packaging Corporation Full time

Candidate must reside in the Eastern US. The territory covers Eastern Canada, Maine through Florida and as far west as Indiana, Tennessee, and Alabama.


General Summary

The East Coast Sales Manager will be responsible for the sales of the company’s M&Q Foodservice Packaging Portfolio which includes the PanSaver, Flavorsaver & Flavorseal Brands, in the Eastern regions of the US and Canada. The sales manager will develop and execute plans to obtain new business and support existing customers in targeted markets like: Distributors & End-Users in the Institutional Food Service, Retail Grocery, Education and Healthcare segments.


ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES

This position requires:

·      The ability to develop and execute market plans to achieve annual sales budget.

·      Manage commissioned teams of manufacturer’s representatives throughout the territory.

·      Strong analytical skills with the ability to analyze, target, and close opportunities.

·      A pulse on the market understanding the competition, market pricing and changing customer dynamics.

·      Routinely interface with internal partners sure as Marketing, Manufacturing, Finance, & Customer Service; position will support other departments in order to ensure customer satisfaction to maximize growth opportunities.

·      The development of customer relationships throughout the value chain from end user through distribution.


Sales Management Responsibilities:

·      Oversee the budget and territory for the Eastern US & Canada for the Pan Saver & Flavorsaver flexible product lines.

·      Set expectations/sales goals for brokers; conduct quarterly business reviews.

·      Provide the necessary training, direction and support to Manufacturer’s Representatives (Brokers) to enable them to generate market leads and close new deals.

·      Support territory requirements through quoting, providing product knowledge and other resources as needed.

·      Ensure customers abide by terms and conditions of our agreements, including credit, payment terms, deductions, and inventory policies.

·      Manage customer relationship at various levels of the customer organization such as buyers, marketing, and culinary.

·      Understand the customer’s business needs, keeping them aware of new products or services and where appropriate, initiate the development of new products to meet the customer’s needs.

·      Promote new products and sustainable items.

·      Seek opportunities in new marketplaces or segments which are in line with the Company’s capabilities.

·      Conduct business reviews on a quarterly or bi-annual basis with customer base.

·      Responsible for the development of new accounts; Qualify potential customers including cold calling, in person, telephone, e-mail, and through broker relationships.

·      Work closely with Marketing Department to develop Account Based Marketing campaigns which target specific market segments.

 

Other Duties:

·      Participate in annual sales budgeting process, participate in the development and implementation of sales and marketing plans for accounts in their market(s).

·      Prepare sales presentations for customers.

·      Initiate sample requests.

·      Input and maintain pipeline data, customer interaction and other information into Sales Force.

·      Participate in food shows to expand penetration of existing products, launch new products and obtain new user customers.

·      Responsible for ensuring that the organization is kept informed of customer and market conditions.

·      Provide gain, loss and forecast into production in a timely manner.

·      Support the sale of excess and obsolete inventory.

·      Maintaining confidentiality of company trade secrets and customer information.

 

QUALIFICATIONS:

 Education/Experience:

·      BS/BA degree and 5-10 years Business Development/experience in the Packaging or Foodservice industry.

·      The ideal candidate will have a working knowledge of manufacturing capabilities in plastic.

·      Excellent communication and presentation skills; demonstrates attention to detail.

 

Skills:

·      General understanding of foodservice distribution and disposables markets.

·      Excellent customer service skills and the desire to negotiate win/win situations.

·      Ability to work independently and collaboratively as well as a team to achieve goals.

·      Ability to self-manage remotely including strong planning and time management skills.

·      Strong quantitative, analytical, and logical approach to managing data; proficiency in Microsoft Excel.

·      Ability to respond to inquiries and complaints from customers in both oral and written form.

·      Must possess the skills necessary to question, discuss, listen, and present the company’s products to current and potential customers.

·      Excellent relationship-building skills.

·      Reasoning abilities to define problems, collect data, establish facts, and draw valid conclusions to present to the Company for resolution.

·      Proficient computer skills, with strong proficiency in MS Office Suite for customer correspondence and internal communications, as well as sales analysis.

 

Work Environment:

·      The position requires 50% - 75% travel by car and airplane.

·      Overnight travel is required.

·      Sales are in a business-to-business setting, which may require time spent in a manufacturing environment.

·      This is a remote position. Candidate must reside in the Eastern US. The territory covers Eastern Canada, Maine through Florida and as far west as Indiana, Tennessee, and Alabama.

·      Must adhere to all safety requirements when on-site/in the plant, as well as the safety regulations of all customer facilities when on-site.

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