Sales Manager - Rochester, NY

Smurfit Westrock; City of Rochester (NY); On-site; USD 110,000 - 160,000; Full time

Benefits offered by this job

Comprehensive training

Salary/bonus package

Global packaging company

Job summary

Smurfit Westrock in Rochester, NY is seeking a Sales Manager to lead the sales team, drive revenue growth, and deliver differentiated consultative service to customers. You will manage productivity, coach reps, and align market insights with strategic goals.

You will develop pricing strategies, close strategic accounts, and ensure accurate forecasts and budgets. The role emphasizes leadership, collaboration with cross-functional teams, and ongoing development of sales capabilities.

Qualifications

• Bachelor's degree strongly preferred.
• Minimum 5 years of sales experience in manufacturing or corrugated industry preferred; 5 years of sales leadership preferred.
• Must have documented history of achieving and exceeding sales objectives.
• Proven leadership and decision-making skills to achieve goals and objectives.
• Strong written and verbal communication skills.
• Experience leveraging order entry systems, CRM tools (e.g. Salesforce), and reporting systems.

Responsibilities

• Lead the sales team to exceed volume and profit goals through new account development and growth in existing accounts.
• Develop the sales strategy for the business unit with leadership to articulate goals and direction.
• Develop processes, training, and tools to implement strategy and align KPIs to goals.
• Manage the sales pipeline to meet volume growth objectives and drive results.
• Lead pricing and sales strategies for target accounts in collaboration with team members.
• Negotiate large customer contracts and support contract development with Sales, Management, and Legal.
• Oversee monthly forecast planning and budget development.
• Conduct monthly performance reviews with direct reports to drive growth and remove obstacles.
• Mentor and train sales staff on industry knowledge, relationship building, tools, and processes.
• Onboard and coach new team members to accelerate productivity.
• Retain top talent and keep the team motivated and engaged.

Skills

Sales leadership

Team management

Strategic planning

CRM systems

Sales forecasting

Negotiation

Pricing strategy

Budgeting

Customer relationship

Communication

Education

Bachelor's degree

Tools

Salesforce

Job description

The Opportunity: As the Sales Manager, you will manage and lead the sales team to generate revenue and volume growth by providing differentiated consultative service and strategic value to customers.

The Sales Manager is responsible for managing the productivity of the sales team and ensuring that all representatives are focused on customers' needs and bringing to bear broad market knowledge of corrugated packaging, technical savvy, and consumer insights.

The Sales Manager trains and coaches sales representatives to establish goals, direction, and standards of contact with customers for the business unit, and provides continuous support to the customers, plants, Sales Representatives, and sales leadership.

How you will impact Smurfit Westrock:

• Lead the sales team to exceed volume and profit goals through new account development, growth in existing accounts, and margin improvement initiatives
• Develop the sales strategy for the business unit in partnership with the Senior Director of Sales to articulate the strategic goals and direction of the business
• Develop processes, people, training, and tools to implement the business unit strategy, aligning activities and KPIs to strategic goals and objectives
• Manage the sales team to develop and maintain a sufficient prospect pipeline to meet volume growth objectives and drive results
• Lead the sales team to identify, close, develop, and grow strategic accounts
• Develop pricing and sales strategies for each target account in partnership with Sales Representatives and Pre-Pricing Specialists by analyzing data to ensure that strategic pricing recommendations align with the requirements of the business unit, profitability goals, and plant production capabilities
• Negotiate large customer contracts and support the development of formal agreements in partnership with Sales Representatives, Management, and Legal
• Manage pipeline through monthly sales meetings and cadence calls with Sales Representatives
• Assist with development of annual budget and monthly forecasts
• Conduct monthly performance review meetings with direct reports to assess performance, identify and remove obstacles, and discuss opportunities for growth and development
• Mentor and train sales team to develop capability around industry knowledge, relationship development, systems, tools and processes
• Onboard, train, and coach new team members to enable them to quickly become productive and effective
• Retain top talent and keep them motivated, engaged, and continuously building their capability

What you need to succeed:

• Bachelor's degree strongly preferred
• Must have minimum of 5 years of sales experience, manufacturing industry or corrugated industry preferred; 5 years of sales leadership is preferred
• Must have documented history of achieving and exceeding sales objectives
• Proven track record of leadership and decision-making skills to achieve goals and objectives
• Strong written and verbal communication skills
• Demonstrated ability leveraging order entry systems, CRM tools (e.g. Salesforce), and reporting systems

What Smurfit Westrock Offers:

• Corporate culture based on integrity, respect, accountability, and excellence
• Comprehensive training with numerous learning and development opportunities
• An attractive salary/bonus package reflecting skills, competencies, and potential
• A career with a global packaging company where Sustainability, Safety and Inclusion are business drivers and foundational elements of the daily work.