National Accounts Sales Manager

4 weeks ago


Lake Forest, Illinois, United States Packaging Corporation of America Full time
Job Title: National Accounts Sales Manager

At Packaging Corporation of America, we are seeking a highly skilled National Accounts Sales Manager to join our team. This role is responsible for executing the national sales strategy to develop and secure an increased volume of profitable sales for PCA.

The National Accounts Sales Manager will be responsible for assigned customers with a national reach, providing support and follow-up on quotations, maintaining pricing records, and tracking quality and performance. This role requires a solid understanding of PCA's product and service offerings and the ability to effectively translate them into client business solutions to exceed sales volume and margin goals.

  • Conduct research and gather information to identify and develop new customer relationships, including sales calls with potential customers to propose customer-focused PCA business packaging solutions.
  • Achieve sales goals and execute sales plans within an assigned sales territory and/or account with new or existing business.
  • Manage assigned national accounts, including managing and maintaining price, quality, and performance tracking, routing questions, and conducting follow-up on quotation requests or quality/service complaints.
  • Identify and solicit new customers, establish buying cycles, investigate and validate business needs, demonstrate PCA value add to their business, negotiate sales agreements, close and sign contracts, and follow up after order fulfillment.
  • Conduct overall account management, including maintaining accurate company records on current customers and ensuring that information is available and accurate, forecasts, budgets, and credit collections from delinquent accounts.
  • Review monthly sales reports for customers and plants for sales performance tracking.
  • Conduct sales forecasts, review price quotes, review account contracts, negotiate pricing, and maintain sales agreements with customers to achieve or exceed sales profit and volume goals.
  • Resolve escalated customer service issues by working with associates in production, customer service, shipping, scheduling, and/or accounting as requested.
  • Know and follow policies and procedures of the company, share information that would benefit other members of the team, and find ways to improve the delivery of service to our customers.
  • Education equivalent to a bachelor's degree required. 7 years' experience in outside sales with a proven record of success.
  • Knowledge and experience in market analysis, cost estimating systems, pricing, negotiation, and packaging design encouraged.
  • Knowledge of corrugated/sheet product, sales, packaging industry, and package design preferred.
  • Strong interpersonal skills with the ability to network and build relationships with individuals of various experience and corporate levels both within and outside of the company.
  • Able to work in a fast-paced, deadline-oriented environment, prioritize assignments, and handle multiple projects and/or requests concurrently.
  • Must be able to travel as necessary and possess a valid U.S. driver's license. Computer skills commensurate with the position of a National Sales position.

PCA is an Equal Opportunity Employer - Veterans/Disabled and other protected categories.



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