Sales Manager
2 weeks ago
Description & Requirements
Opportunity summary:
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 arefocused 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 existingaccounts, 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., Bachelor’s degree preferred
Must haveminimum of 5 years ofsales 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
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