Sales Executive

ePac Flexible Packaging; Philadelphia (Philadelphia County); On-site; USD 90,000 - 150,000; Full time

Job summary

ePac Flexible Packaging is seeking a Mid Market Regional Sales Executive (RSE), a true hunter responsible for acquiring new customers within a defined geographic territory. You will own the full sales cycle, build a robust pipeline, and close new logo opportunities with support from our lead-generation team.

This remote role requires traveling about 30% regionally, tasting the market, attending trade shows, and coordinating handoffs to Mid-Market Account Managers to grow the footprint.

Qualifications

• Bachelor’s degree preferred in a business related field.
• 3-5 years of experience in a B2B field sales or new business development with a track record of meeting targets.
• Results oriented, hunting sales skills with a strong drive to prospect and close deals.
• Willingness to travel extensively within the assigned territory.

Responsibilities

• Own the full sales cycle for acquiring new customers in an assigned territory.
• Develop and execute a territory plan to identify and prioritize high-potential local prospects.
• Build a robust pipeline through outbound prospecting, networking, and in-person meetings.
• Conduct on-site discovery meetings to understand customer needs and present tailored packaging solutions.
• Manage the negotiation and closing process for new mid-market accounts.
• Execute a clean and thorough handoff of new customers to their assigned Mid-Market Account Manager.
• Add new customers within the specified geographic region.
• Monitor market conditions, product innovations, and competitors' products, prices, and sales.
• Attend relevant trade shows, both national and regional.
• Promptly enter all customer information and updates into Salesforce.
• Work with other divisions to participate in cross-selling opportunities and maximize selling potential.
• Proactively search, identify and obtain new business opportunities with new customers.

Skills

Hunter sales

Prospecting

Closing new business

Communication

Time management

Stakeholder influence

Education

Bachelor’s degree

Job description

*THIS IS A STRICTLY HUNTING NEW BUSINESS (TERRITORY) SALES ROLE, HIGH VELOCITY SALES CYCLE, NO ACCOUNT MANAGEMENT*

Remote, with regional travel expectations (30%)

Comp:

• Base Salary : Up to $90k (*$114k max with bonus floor, first year)
• *12 Month Guaranteed Ramp-up-Bonus ($2k/mo, or until commission surpasses)
• Expected 1st year OTE : $140-150K

ePac Flexible Packaging is a global flexible packaging company with locations across the United States, Canada, Europe, Australia, and Indonesia. Built on break-through digital technologies, ePac is at the crossroads of advanced technology and manufacturing. As a start-up in 2016, ePac began with a focus on helping small and medium sized brands compete with great packaging, and today serves thousands of brands of all sizes. In all corners of the world ePac operates, the company strives to serve the communities in which we reside and contribute to the creation of a more sustainable, circular economy.

SUMMARY OF POSITION

The Mid Market Regional Sales Executives (RSE) is a "Hunter" role responsible for acquiring new customers within a defined geographic territory. Incumbent will be the face of ePac in their local market, building relationships and closing new business. The objective is to establish and grow ePac's footprint in their region by relentlessly pursuing new logo acquisition. Each RSE will be able to utilize our lead generation team to support their sales growth within one of our manufacturing plant locations. A territory covers about 120 miles and could involve some national accounts.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

• Own the full sales cycle for acquiring new customers in an assigned territory.
• Develop and execute a territory plan to identify and prioritize high-potential local prospects.
• Build a robust pipeline through a mix of outbound prospecting, networking, and in-person meetings.
• Conduct on-site discovery meetings to understand customer needs and present tailored packaging solutions.
• Manage the negotiation and closing process for new mid-market accounts.
• Execute a clean and thorough handoff of new customers to their assigned Mid-Market Account Manager.
• Add new customers within specified geographic region
• Monitor market conditions, product innovations, and competitors' products, prices, and sales.
• Build relationships and identify the prospect's need for the products or services.
• Maintain current customer relationships through visits, calls, quarterly reviews and internal/external functions.
• Attend relevant trade shows, both national and regional
• Promptly enter all customer information and updates into Salesforce.
• Work with other divisions to participate in all cross-selling opportunities and to maximize selling potential within the company.
• Proactively search, identify and obtain new business opportunities with new customers. Manage resources as required to accomplish.
• Active pipeline development and management with a focus on increasing active customers and growing volume sales.
• Establish strong, multi-level, win/win relationships with new customers. Focus will include, but not be limited to the following:
• Maintaining strong win/win relationships
• Addressing/resolving issues with current customers (quality, AR, etc.)
• Providing strong service support and coordination for customers
• Identify key decision makers and influencers beyond purchasing and craft relationship plans
• Develop and maintain action plan for how accounts will achieve targets and identify specific actions to improve earnings
• Identify and align resources, action plans and communications required to execute account plans and resolve issues
• Develop, manage and execute contract negotiations
• Manage negotiations/resolution of product, quality, and service issues

JOB KNOWLEDGE, SKILLS & ABILITIES

• Team Building/Interpersonal Skills -Demonstrates competency by maintaining positive, collaborative, respectful and constructive interpersonal relationships. Understands and practices the principles of effective teamwork.
• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level
• Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail
• Prioritization/Flexibility/Adaptability -Demonstrate the ability to prioritize work assignments to meet productivity and quality standards. Adapt easily to changes in work assignments and environment, and is willing to assume additional responsibility and learn new procedures. Demonstrate effective organizational, problem solving and analytical skills.
• Must possess the following:
• Clear communication, and
• Excellent time management skills, in a fast-paced, multi-cultural environment.

EXPERIENCE AND EDUCATION

• Education: Bachelor’s degree preferred in a business related field
• 3-5 years of experience in a B2B field sales or new business development role, with a consistent record of achieving sales targets.
• Results oriented, "hunting" sales skills
• A strong "Hunter" drive with a passion for prospecting and closing new business.
• Excellent interpersonal skills, with a natural ability to build rapport and trust in person.
• Self-motivated and disciplined, with the ability to manage your time and territory effectively.
• Willingness to travel extensively within the assigned territory.