Sales Manager - Salinas, CA

Smurfit Westrock; Salinas (CA); On-site; USD 104,000 - 173,000; Full time

Benefits offered by this job

Salary + bonus package

Comprehensive training and development

Global packaging company

Job summary

Smurfit Westrock in California is seeking a Sales Manager to lead the sales team, drive revenue growth, and deliver differentiated consultative service to customers in the corrugated packaging market. You will train and coach reps, develop market strategies with senior leadership, manage key accounts, and use Salesforce to maintain a robust pipeline.

This role offers an attractive salary and bonus package, comprehensive training, and a global packaging company focused on sustainability and

Qualifications

• Minimum 5 years of sales experience in manufacturing or corrugated industry preferred.
• Proven leadership and track record of meeting objectives.
• Strong written and verbal communication skills.

Responsibilities

• Lead the sales team to exceed volume and profit goals through new account development and growth in existing accounts.
• Develop the Market & Sales strategy for the business unit with Senior Director of Sales.
• Manage locally assigned sales reps, account managers and designer.
• Initially supervise some accounts and prospects.
• Maintain a strong pipeline via Salesforce to meet growth objectives and close strategic accounts.
• Develop an Innovation strategy for the local plant with Innotools support.
• Create processes, training, and tools to implement the business unit strategy.
• Develop pricing and sales strategies with pricing specialists aligned to profitability and plant capabilities.
• Engage with large customers and contracts; support formal agreements with stakeholders.
• Lead monthly sales meetings and cadence calls; support budgeting and forecasting.
• Conduct performance reviews and identify growth opportunities for the team.
• Mentor, onboard, and train new members; retain top talent.

Skills

Sales leadership

Team leadership

Strategic selling

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 profitable 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 bring 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:

• Reporting to the General Manager & leading the sales team to exceed volume and profit goals through new account development, growth in existing accounts, and margin improvement initiatives
• Develop the Market & Sales strategy for the business unit in partnership with the Senior Director of Sales to articulate the strategic goals and direction of the business
• Reporting to the Sales Manager will be the locally assigned sales reps , account managers & designer
• The Sales Manager will actively manage some accounts & prospects initially
• Develop and maintain a sufficient prospect pipeline via Salesforce tool to meet volume growth objectives and drive results. Lead the sales team to identify, close, develop, and grow strategic accounts
• The Sales Manager will be responsible for Developing an Innovation strategy for the local plant, working closely with the corporate support functions to deliver new products & offerings in the market , by utilizing all of Smurfit Westrock’s Innotools more effectively
• Develop processes, people, training, and tools to implement the business unit strategy, aligning activities and KPIs to strategic goals and objectives
• 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
• Engage with large customer & prospects contracts and support the development of formal agreements in partnership with Sales Representatives, Management, and Legal
• Monthly sales meetings and cadence calls with Sales Representatives
• Assist with development of annual budget and weekly, monthly & quarterly 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.

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by state or federal law.

The salary range for this position is $103,500.00 - $172,500.00, depending on your role, level, and location. The range listed is also the expected pay for roles in Illinois and Colorado. The benefits for this role include short-term bonus incentive, health, dental and vision insurance, flexible spending accounts or health savings accounts, retirement savings plans, life and disability insurance programs, and paid sick leave as required by applicable state/local law, 15 days of paid vacation, and 11 days of paid holidays, subject to annual change. Your pay will be based on factors such as your skills, experience, and education.