Director, Field Sales and Account Management

2 days ago

Devens, Massachusetts, United States WestRock Company Full time
Job Summary

As a Director, Field Sales and Account Management for the New England area, you will lead and manage the Sales organization to maintain and grow profitable revenue streams for the Corrugated Business Unit.

You will be responsible for understanding the profitability of your Business Unit relative to base, growth, attrition analysis, and year-over-year account progress.

You will work closely with the Business Unit manufacturing teams to understand and sell open machine capacity and value-added capabilities.

Key Responsibilities
  • Lead the Sales team to deliver results by executing on weekly, monthly, quarterly, and annual sales targets
  • Drive Commercial Excellence to exceed regional volume and profit goals through new account development within targeted market segments, growth in existing accounts, margin improvement plans, and enterprise sales support
  • Support Business Unit Leadership in developing the annual budget targets for each account contributing forecasted revenue based upon yearly sales trends and current pipeline
  • Monitor profitability levels to track progress against budgeted targets and analyze monthly financial summaries for business unit
  • Understand market dynamics and business drivers that define long-term commercial strategies and have an impact on their region and develop strategies to reach company objectives
  • Motivate and align Sales team and Business Resource Managers to the Play to Win strategy and maximize sales and volume growth
  • Conduct performance reviews and career development plans for Sales team members and Business Resource Managers
  • Develop working relationships with other Smurfit Westrock facilities to create opportunities for additional revenue streams across the enterprise capabilities
Requirements
  • Bachelor's degree
  • 3 to 5 years business-to-business (B2B) Sales experience in a manufacturing/service industry with management or coaching responsibility
  • 5+ years of related experience in sales execution and pipeline management
  • Strongly preferred corrugated sales experience
  • Ability to drive results through others and adjust coaching methods, as needed
  • Ability to create and deliver engaging presentations to internal and external audiences
  • Demonstrated sales competence and financial acumen
  • Ability to provide clarity to complex problems and develop long-term solutions
  • Ability to manage multiple accounts and deadlines and interact effectively with people from varying functions and levels
  • Possess a broad understanding of different types of equipment, and technical and packaging capabilities related to the packaging industry
  • Possess effective leadership qualities and insightful business judgment
  • Excellent computer skills including Word, Excel, PowerPoint, and Salesforce applications
  • Effective problem-solving and decision-making skills
  • Possess a safety mindset
What We Offer
  • Corporate culture based on integrity, respect, accountability, and excellence
  • Comprehensive training with numerous learning and development opportunities
  • An attractive salary reflecting skills, competencies, and potential
  • Benefits package includes medical, dental, vision, life insurance, 401k with match, and more
  • A career with a global packaging company where Sustainability, Safety, and Inclusion are business drivers and foundational elements of the daily work

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