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Sales Manager

4 months ago

Glendale, United States CareerBuilder Full time

The Opportunity: As the Sales Manager, you will manage and lead the sales team to generate revenue and volume growth by providing differentiated consultative service and strategic value to customers.

The Sales Manager is responsible for managing the productivity of the sales team and ensuring that all representatives are focused on customers needs and bringing to bear broad market knowledge of corrugated packaging, technical savvy, and consumer insights.

The Sales Manager trains and coaches sales representatives, supports the Business Unit Sales Manager to establish goals, direction, and standards of contact with customers for the business unit, and provides continuous support to the customers, plants, Sales Representatives, and leadership.

How you will impact WestRock:

Lead the sales team to exceed volume and profit goals through new account development, growth in existing accounts, and margin improvement initiatives

Develop the sales strategy for the business unit in partnership with the Business Unit Sales Manager to articulate the strategic goals and direction of the business unit

Develop processes, people, training, and tools to implement the business unit strategy, aligning activities and KPIs to strategic goals and objectives

Manage the sales team to develop and maintain a sufficient prospect pipeline to meet volume growth objectives and drive results

Lead the sales team to identify, close, develop, and grow strategic accounts

Develop pricing and sales strategies for each target account in partnership with Sales Representatives and Pre-Pricing Specialists by analyzing data to ensure that

strategic pricing recommendations align with the requirements of the business unit, profitability goals, and plant production capabilities

Negotiate large customer contracts and support the development of formal agreements in partnership with Sales Representatives, Management, and Legal

Manage pipeline through monthly sales meetings and cadence calls with Sales Representatives

Assist with development of annual budget and monthly forecasts

Conduct monthly performance review meetings with direct reports to assess performance, identify and remove obstacles, and discuss opportunities for growth and development

Mentor and train sales team to develop capability around industry knowledge, relationship development, systems, tools and processes

Onboard, train, and coach new team members to enable them to quickly become productive and effective

Retain top talent and keep them motivated, engaged, and continuously building their capability

What you need to succeed:

High School diploma or G.E.D., Bachelors degree preferred

Must have minimum of 5 years of sales experience, manufacturing industry or corrugated industry preferred; 5 years of sales leadership is preferred

Must have documented history of achieving and exceeding sales objectives

Proven track record of leadership and decision-making skills to achieve goals and objectives

Strong written and verbal communication skills

Demonstrated ability leveraging order entry systems, CRM tools (e.g. Salesforce), and reporting systems

WestRock (NYSE:WRK) partners with our customers to provide differentiated paper and packaging solutions that help them win in the marketplace. WestRock's team members support customers around the world from locations spanning North America, South America, Europe, Asia and Australia. Learn more at www.westrock.com.

WestRock is an Equal Opportunity Employer. We strive to create and maintain a diverse workforce where everyone feels valued, respected, and included. WestRock does not discriminate on the basis of race, color, religion, national origin, sex, age, disability, veteran status, sexual orientation, gender identity, or any other basis protected by federal, state or local law.