Sales - Business Development Specialist
Found in: Talent US C2 - 1 week ago
Position Purpose
As a Protective Packaging Business Development Specialist II, you will play a significant role in achieving the Protective Packaging budget through product line strategy creation, direct customer sales support of IPG Sales teams, customer and market price establishment, plant SKU rationalization, and the effective execution of sales training programs.
Principle Accountabilities
Own the bottom line profitability of all products sold by a specific Protective Packaging plant(s), including plant capabilities, intercompany transfers, costing structures and margin expectations. Responsible for over $53,000,000 of plant specific sales across all Protective packaging categories. Monitor and own the bottom line profitability of one major Protective Packaging Product Line across North America in concert with other Protective Packaging Market Specialists, including plant capabilities, intercompany transfers, costing structures and margin expectations. Responsible for over $37,000,000 of Product Line specific sales across North America. Understand the impact of freight on the Protective Packaging business, including the ability to minimize the freight impact on all Protective Packaging shipments by managing the product mix and intercompany shipments for the major Protective Packaging Product Line across North America. Be able to "data mine" inside a variety of inter-company databases, including CAPP and COGNOS. Interact with all customers, including National Accounts, as needed by the IPG Sales team in addition to supporting and training IPG Sales teams on selling the Protective Packaging bundle. Proven ability to coordinate new major account business across all Protective Packaging plants in North America. Be the recognized Protective Packaging expert of one major Protective Packaging Product line, and be able to demonstrate full knowledge of all Protective Packaging product lines, including construction, applications, value proposition, and costing. Understand the "high value" products related to the specific plant(s) and one major Protective Packaging Product line, including how to expand their sales within IPG, including TM training, value propositions, and marketing. Serve as the Protective Packaging business leader for one major product line, including CAPEX marketing definition, capacity balancing, product line rationalization, and leading of major sales efforts across all of North America. Provide monthly analysis of sales and profitability performance versus goals and key performance indicators. Lead strategic sales opportunity development ensuring margin and revenue strategies are accurately presented to management and customer base. Manage the individual product mix to reduce operational complexity and perform ongoing SKU rationalization and maintenance. Lead the creation and execution of product line plans across North America. Demonstrate expert understanding of all competitive aspects of one major Protective Packaging Line nationwide, including distributor relationships with both IPG and competitors, distributor go to market paths, competitive offerings and go to market strategies, and competitive pricing structures. Related tasks as requested by supervisorEssential Skills and Experience
High School diploma or equivalent required, 4 year degree preferred Minimum 8 years of Industry experience. Proven ability to work individually and in teams. Ability to create, develop, and implement nationwide product line business plans. Highly organized and able to work with minimal supervision. Experience and demonstrated ability to work with sales representatives at all customer levels to quantify and effectively price opportunities. Effective time management skills, including ability to manage numerous projects and people in a professional manner. Strong written and verbal communication skills Computer literacy in Word, Excel, Power Point, E-mail, AS400 and COGNOS A forward thinker who can see and implement pathways to process improvement.-
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