Region Sales Manager

International Paper; United States; On-site; USD 157,000 - 209,000; Full time

Benefits offered by this job

Health insurance

Dental coverage

Life insurance

401(k) plan

Paid time off

Tuition reimbursement

Student loan repayment

Disability insurance

Voluntary benefits

Company retirement contributions

Job summary

International Paper is seeking a senior commercial leader to build the Sheet Plant Region's strategy, partnering with RGM, CGMs and FSMs to expand the commercial team and drive value across national accounts.

You will guide pricing strategies regionally, develop multi-site relationships with strategic customers, and lead negotiations while coaching field teams. This role requires travel and strong business acumen in packaging.

Qualifications

• Bachelor's Degree in business, marketing, finance, management, or related discipline.
• 10–15 years of corrugated sales experience with high-end value-added packaging experience.
• Proven leadership in growing business and margins.
• Excellent communication (oral, written, listening, presentation).
• Strong delegation, accountability and decision-making abilities.
• Knowledge of value-added packaging, manufacturing processes and design.

Responsibilities

• Deploy sales resources for tactical, strategic and national accounts in the region.
• Coach and develop sales reps; help create value propositions for strategic accounts.
• Recruitment and onboarding of new commercial team members.
• Guide business processes; align resources; define region pricing strategies across accounts.
• Direct sales team strategy with focus on value-added products; manage negotiations.
• Build relationships with key customers and prospects; use One to Perfect process for top accounts.
• Ensure tools and processes are used efficiently; train and mentor the team; spend time in the field.
• Support FSMs in complex deals; coordinate cross-company resources for contracts.
• Drive mix enhancement across the customer base; coordinate regional strategies.
• Travel 70–80% within region for negotiations and visits.

Skills

Strong communication

Leadership

Pricing & forecasting

Strategic thinking

Negotiation skills

Education

Bachelor's Degree in business/related field

Tools

Word

Excel

PowerPoint

Job description

Pay Rate

$156,600 - $208,800

Multiple factors, including Individual experience, skills and abilities will determine where an employee is ultimately placed in the pay range. Variable pay may provide additional opportunities for financial awards. This job is eligible to participate in IP’s annual and long-term incentive plans.

Category/Shift

Physical Location:

Location is flexible

The Job You Will Perform

This role will be responsible for building the commercial strategy for the Sheet Plant Region by working closely with the RGM, CGM's and FSM's. This individual will be responsible for developing our commercial team and initiatives, helping move prospects timely through SalesForce, managing multi-site account relationships, and enhancing relationships with our strategic customers to create exceptional partnerships.

• Effectively deploys sales resources to support the requirements of tactical, strategic and national accounts for the region.
• Develops sales representatives through one-to-one coaching and direct participation in helping create value propositions for strategic accounts.
• Involved with the recruitment and onboarding of new commercial team members
• Guides business processes and aligns functional resources to advance geographic business opportunities – work on pricing strategies at the region level across National and Strategic accounts.
• Responsible for creating and directing sales team strategy with alignment and focus on the sale of value-added and graphic corrugated products.
• Develop positive relationships with key customers and prospects. Use of the One to Perfect process for our top accounts.
• Ensure commercial tools and processes are being used efficiently across the sales team. Train / coach / mentor team members. Spending time in the field.
• Supports the FSM’s in each complex around strategies to close accounts and leads efforts around contract negotiations. Bring in needed resources across the company
• Drive mix enhancement across the customer base.
• Coordinate strategies within region including commercial justification for capital projects.
• Must be able to travel 70-80% of the time within region supporting contract negotiations, customer and prospect visits, and training.

The Qualifications, Skills And Knowledge You Will Bring

• Bachelor's Degree in business, marketing, finance, management, or other related business discipline expected.
• 10-15 years of business experience with significant corrugated sales experience and experience in the high-end, value-added area of corrugated.
• Proven management/leadership experience in growing business and margins.
• Excellent communication skills (oral, written, active listening, and presentation).
• Strong management skills with the ability to delegate and follow through, and to hold individuals/team accountable for achievement of results.
• Demonstrated ability to make informed timely decisions.
• Thorough knowledge of the value-added packaging sector, manufacturing processes and design.
• Computer literacy in Word, Excel, and Power Point are essential.
• Successful candidate should have strong business and financial acumen, especially in the areas of pricing, forecasting and budgeting.
• Must have ability to think strategically, define how IP can add value for the customer and provide leadership towards goal alignment.
• Must be competitive with high energy, integrity and values.
• Well-developed negotiation skills as well as project and account management ability required.
• Individual must have in-depth skill at managing the performance and safety of sales personnel, building synergy and promoting team work across functional lines.

The Benefits You Will Enjoy

International Paper offers a benefits package that includes health, welfare and retirement plans including Medical, Dental, Life insurance, Flexible Spending Accounts, Short-term and Long-term Disability, 401(k), Company-funded retirement contributions, Paid Time Off, Education & Development (including Tuition Reimbursement), Student Loan Repayment Assistance, and Voluntary Benefits including insurance for home, auto, vision and pets.

The Career You Will Build

Sales and leadership training, promotional opportunities within a global company

The Impact You Will Make

We continue to build a better future for people, the planet, and our company! IP has been a good steward of sustainable practices across communities around the world for more than 125 years. Join our team and you’ll see why our team members say they’re Proud to be IP.

The Culture You Will Experience

International Paper promotes employee well-being by providing safe, caring and inclusive workplaces. We have team members all around the world with diverse backgrounds, experiences, and perspectives. These are our strengths. We are committed to creating a culture where all individuals are respected, valued, engaged and have an opportunity to do their best work every day. We invite you to bring your uniqueness, creativity, talents, experiences, and safety mindset to be a part of our increasingly inclusive and diverse culture.

The Company You Will Join

International Paper (NYSE: IP) is a global leader in sustainable packaging solutions. Together with our customers, we make the world safer and more productive, one sustainable packaging solution at a time. Headquartered in Memphis, Tenn., we employ approximately 39,000 colleagues globally who are committed to creating what’s next. We serve customers worldwide, with manufacturing operations in North America, Latin America, North Africa and Europe. Net sales for 2024 were $18.6 billion. Additional information can be found by visiting internationalpaper.com.

International Paper is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.

International Paper complies with federal and state disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact [e-mail] or [phone].