Sales Manager

Packaging Corporation of America; Palmyra (Lebanon County); On-site; USD 108,500 - 175,000; Full time

Benefits offered by this job

Paid Vacation: 3 weeks per year

Paid Holidays

401k with employer matching

Life, AD&D, and disability insurance

Job summary

Packaging Corporation of America (PCA) is seeking a Sales Manager to lead the plant sales team, develop new business relationships, and translate customer needs into packaging and design solutions. The role focuses on driving sales plans, profitability, and customer satisfaction across PCA’s corrugated and design offerings.

The ideal candidate has 10+ years of direct sales experience in corrugated packaging, strong leadership, and expertise in market analysis, pricing, and negotiation.

Qualifications

• Education equivalent to a Bachelor’s degree.
• 10+ years’ direct sales experience in corrugated / sheet product, packaging industry and package design.
• Experience in managing people with hiring, coaching, performance development, and corrective action.
• Knowledge in market analysis, cost estimating, pricing, negotiation, and packaging design.
• Solid knowledge of Microsoft Word, Excel, PowerPoint, Outlook and CFM.
• Willingness to travel and valid U.S. driver’s license.
• Authorized to work in the U.S.

Responsibilities

• Develop and execute sales plans aligned with PCA offerings and translate them into client business solutions.
• Maintain relationships with customer account representatives and identify revenue opportunities.
• Set sales goals and drive plans within assigned territory or accounts.
• Build and develop a high-caliber sales team with guidance and training.
• Understand customer business to offer PCA products as solutions and retain or win new business.
• Identify and pursue new customers; negotiate and sign contracts; manage post-order follow-up.
• Conduct sales forecasting, pricing, and contract management to meet profit goals.
• Resolve escalated customer service issues with cross-functional teams.
• Maintain accurate customer records in systems and ensure data quality and accessibility.
• Develop, maintain and analyze sales data and reports.

Skills

Sales leadership

Team management

Negotiation

Strategic planning

Financial analysis

Communication

Relationship building

Education

Bachelor’s degree

Tools

Microsoft Word

Microsoft Excel

PowerPoint

Outlook

Cash Flow Management (CFM)

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.

People Customers Trust

The Sales Manager is responsible for leading the plant sales team to achieve sales goals, develop new business relationships, expand current customer relationships, and facilitate new product ideas and design based on customer needs. The Sales Manager proactively and creatively sells packaging and design solutions to address customer’s business needs.

PRINCIPLE ACCOUNTABILITIES:

• Develop and execute effective sales plans and programs based on a solid understanding of PCAs product and service offerings and effectively translate them into client business solutions.
• Maintain solid working relationships with each customer’s account representative/s and has a strong understanding of the customer’s business and operation in order to identify additional revenue opportunities for PCA products.
• Set sales goals and executes sales plans within an assigned sales territory and/or account with new or existing business.
• Build a strong sales team including recruiting and developing high caliber sales talent providing guidance, training, and performance evaluation 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 and establish buying cycles, investigate and validate business needs, demonstrate PLCA value add to their business, negotiate sales agreement, close and sign contract, 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.
• Resolve escalated customer service issues by working with the associates in production, customer service, shipping, scheduling and /or accounting.
• 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.
• Develop, maintain and analyze sales data and reports.

BASIC QUALIFICATIONS:

• Education equivalent to a Bachelor’s degree.
• 10+ years’ direct sales experience in corrugated / sheet product, packaging industry and package design.
• Previous experience in managing people with experience in hiring, coaching, performance development, and corrective action.
• Knowledge and experience in market analysis, cost estimating system, pricing, negotiation, and packaging design.
• Solid working knowledge of computer systems including experience with Microsoft Word, Excel, PowerPoint, Outlook, and other job related software such as Cash Flow Management (CFM).
• Must be able to travel as necessary and possess a valid U.S. driver’s license.
• Must be authorized to work in the U.S.

PREFERRED QUALIFICATIONS:

• Bachelor’s degree in business.
• Previous experience with sales databases.
• Previous experience working in a team environment, or a strong understanding of the importance of open communication and information sharing among co-workers.

KNOWLEDGE, SKILLS & ABILITIES:

• 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.
• Strong listening, evaluating, and problem-solving skills. Ability to create alternative solutions and meet deadlines.

COMPENSATION AND BENEFITS:

• Starting salary range for position: starting at $108,500 to $175,000 (depending on experience)
• 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