Field Sales Manager

Packaging-Corporation-of-America; Burley (ID); On-site; USD 96,000 - 144,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

Life, AD&D and disability insurance

401(k) with employer matching

Paid vacation (3 weeks/year)

Paid holidays

Job summary

Packaging Corporation of America (PCA) is seeking a Field Sales Manager to collaborate with the General Manager in developing new business relationships and expanding existing accounts. The role involves training sales reps to introduce PCA packaging and design solutions that meet customer needs and drive growth.

You will lead the sales effort within a territory, set goals with the team, and work across functions to ensure exceptional service and value delivery.

Qualifications

• Bachelor’s degree required; business preferred.
• 7+ years direct sales experience in manufacturing or packaging favored.
• Coaching, training, teambuilding and conflict resolution experience preferred.
• Strong negotiation, pricing, and market analysis skills.

Responsibilities

• Develop sales plans and programs to support client solutions.
• Build and maintain relationships with customer accounts and identify revenue opportunities.
• Set and execute territory goals with the Sales team and General Manager.
• Recruit and train Sales Representatives to strengthen the sales team.
• Prepare forecasts, pricing, and contracts; manage delivery and credit processes.
• Collaborate with sales, production, customer service, shipping, scheduling and accounting to drive results.

Skills

Sales experience

Negotiation

Customer relationship building

Coaching & training

Market analysis

Microsoft Office & CFM

Communication skills

Education

Bachelor's degree

Tools

Cash Flow Management (CFM)

Microsoft Word

Microsoft Excel

PowerPoint

Outlook

Job description

As a Fortune 500 company, Packaging Corporation of America (PCA) is an ideas and solutions company. Our corrugated packaging business seeks to be the leader in helping our customers — large and small — package, transport and display products of all kinds. Our white paper business delivers Paper With Purpose by providing the highest level of customer service and operational excellence. We have approximately 15,000 team members in more than 100 locations in the United States that strive to meet the local needs of our customers. Our mission is to serve the needs of our customers, today and tomorrow, with products and services that exceed expectations for performance and environmental responsibility.

Position Summary

The Field Sales Manager is responsible for working alongside the General Manager to develop new business relationships, expand current customer relationships, and train sales representatives to facilitate new product ideas and designs based on customer needs. The Field Sales Manager proactively and creatively sells packaging and design solutions to address customer’s business needs.

Principle Accountabilities

• Review and prepare sales plans and programs based on a strong understanding of PCA product and service offerings in order to support client business solutions.
• Develop solid working relationships with each customer’s account representatives and understand the customer’s business and operation to identify additional revenue opportunities for PCA products.
• Set goals and develop strategies with the Sales team within an assigned territory and/or account with new or existing business. Review goals and strategies with the General Manager and have specific development plans in place to support the sales cycle and identify opportunities for improvement.
• The Field Sales Manager and the General Manager will work together to build a strong sales team including recruiting and developing high caliber sales talent providing guidance and training for Sales Representatives.
• Understand the business of the assigned customer and exercise creativity in offering PCAs products as business solutions to retain existing business or earn new business.
• Identify and solicit new customers, establish buying cycles, investigate and validate business needs, demonstrate PCA value added to business, negotiate sales agreement, close and sign contract, and follow up after order fulfillment.
• Conduct sales forecasts, determine price quotes, prepare account contracts, negotiate pricing, scheduling and delivery, and maintain sales agreements with customers to achieve or exceed sales profit and volume goals.
• Support the ultimate customer experience with by working with associates in sales, production, customer service, shipping, scheduling, and /or accounting and the plant leadership team to drive results.
• Conduct overall account management, which includes maintaining accurate company records on current customers and ensure that information is available and accurate in the Cash Flow Management (CFM) applications, credit applications, forecasts, budgets, and credit collections from delinquent accounts.
• Prepare and analyze sales data and reports, review findings with the Sales Manager.
• 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.
• Strive to continually strengthen PCA’s business philosophy of meeting needs and exceeding expectation for customers specifically supporting PCA’s Commitment to Service which involves doing what’s right for our customers, focusing on strategies that add value and support growth, and keeping the promises that we make.
• Field Sales Manager will be required to call on accounts directly.

Basic Requirements

• Education equivalent to a bachelor’s degree required. Degree in business preferred.
• Seven (7) years of direct sales experience in manufacturing. Corrugated/sheet product, packaging industry and package design experience preferred.
• Previous experience in coaching, training, teambuilding, performance development, and conflict resolution preferred.
• Knowledge and experience in market analysis, cost estimating system, pricing, negotiation, and packaging design.
• Able to work in a fast paced, deadline-oriented environment, prioritize assignments, and handle multiple projects and/or requests concurrently.
• Strong organizational skills with the ability to handle numerous details, deadlines, and requests.
• Strong communication skills with the ability to communicate effectively with new people and solicit buy-in from various audiences.
• 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.
• Solid financial and business operations analysis skills with the ability to identify opportunities for improvements.
• Strong negotiation and persuasion skills with the ability to create new business opportunities.
• Working knowledge of computer systems including experience with Microsoft Word, Excel, PowerPoint, Outlook, and other job-related software such as Cash Flow Management (CFM). Previous experience with sales databases preferred.
• Strong listening, evaluating, and problem-solving skills. Ability to create alternative solutions and meet deadlines.
• Must be able to travel as necessary and possess a valid U.S. driver’s license.
• Previous work experience as a member of a team, or a strong understanding of the importance of open communication and information sharing between team members.

COMPENSATION AND BENEFITS

• Starting salary range for position: $96,000-$144,000
• Bonus: Annual – Based upon individual contribution and overall, Company performance.
• Paid Vacation: Three (3) weeks per calendar year. Pro-rata Vacation during the initial year of hire based upon start date within the calendar year.
• Paid Holidays.
• Within the first 30 days of employment, an employee (and their dependents) is eligible to enroll in certain benefit coverages -- medical, dental, and vision – and are automatically enrolled in life, AD&D, and disability coverages.
• Upon hire, an employee is automatically enrolled in the 401k plan. The plan offers both pre-tax and Roth contribution options along with employer provided matching contributions.
• Disclaimer: The Compensation and Benefits information in this posting represents PCA’s good faith and reasonable estimate of what it may pay for this position. The Company reserves the right to modify this information at any time, subject to applicable law.

PCA is an Equal Opportunity Employer