Springfield, MA Sales Rep

WestRock Company; Springfield, Northern (MA, KY); Hybrid; USD 111,000 - 184,000; Full time

Benefits offered by this job

Short-term bonus incentive

Health, dental, and vision insurance

Paid vacation & holidays

Job summary

Smurfit Westrock is seeking a Springfield, MA Sales Representative to develop new business and manage assigned customer accounts for the Springfield Corrugated Sheet Plant. This outside sales role will collaborate with sales and plant management to secure orders and resolve account issues.

You will travel to customers, engage via teleconference, phone, and email, and apply Smurfit Westrock’s Sales Excellence methodology to identify growth opportunities and close new business.

Qualifications

• Bachelor’s degree or equivalent combination of education and experience.
• 1-3 years of B2B inside or field sales experience preferred.
• Ability to manage full book of assigned accounts and develop new opportunities.

Responsibilities

• Develop new business for Springfield, MA corrugated sheet plant.
• Manage and grow assigned customer accounts.
• Travel to customers and engage via teleconference, phone, and email.
• Close new business using Smurfit Westrock’s Sales Excellence methodology.
• Respond to account issues with appropriate internal teams.
• Drive cross-sell and up-sell opportunities by understanding customer needs.

Skills

B2B sales

CRM Salesforce

Negotiation

Presentation skills

Phone & videoconference

Time management

Account management

Team player

Industry knowledge

Education

Bachelor’s degree or equivalent

Tools

Salesforce CRM

Job description

Smurfit Westrock (NYSE:SW) is the go-to leader and partner of choice in sustainable packaging. We are dedicated to creating efficient and scalable paper and packaging solutions to help solve complex packaging challenges. Guided by our values of safety, loyalty, integrity and respect, we are committed to delivering meaningful value for shareholders, customers, employees and the communities where we operate.

The Opportunity:

Our Springfield MA Sales Representative (SR) will be responsible for developing new business and managing and growing assigned customer accounts primarily for our Springfield MA Corrugated Sheet Plant. This is an outside sales role who will work with sales and plant management to secure orders for new business, and to resolve any account issues. This SR will work to expand the customer base by engaging with new potential customers and previous Smurfit Westrock customers with the goal of gaining or winning back business.

Our SRs will be expected to develop a deep rapport with customers with the goal of understanding their business, and the challenges they face, and forming relationships with the people within their organization who make or influence buying decisions. This role is expected to travel to customers and communicate with them frequently via teleconference, phone, and email communication. Our Sales Reps follow Smurfit Westrock’s Sales Excellence methodology to gauge interest, identify areas of business growth opportunity, and close new business for the Springfield Plant.

How You Will Impact Smurfit Westrock:

• SR will focus on developing new business for our Springfield, MA corrugated sheet plant.
• Meet targets for growth and profitability.
• Stay up to date and well versed in the Paper and Packaging industry, Smurfit Westrock products, manufacturing challenges and retail trends by category segments
• Maintain a working knowledge of Smurfit Westrock Enterprise solutions and continue learning by studying new products and participating in educational opportunities
• Understand the business pressures effecting our customers and the relevant value of Smurfit Westrock’s solutions as well as an understanding of competitor information and trends by region to create competitive selling strategies
• Research new and current customer accounts and identify key players to engage through outbound calls and digital tools.
• Conduct complex issue resolution for customers (involving communication with both customer and appropriate Smurfit Westrock colleagues). Some examples include pricing, delivery, quality, warehousing, logistics, new product design, and profit improvement.
• Maintain and improve quality results by following established processes and methodologies.
• Drive cross-sell and up-sell opportunities by establishing rapport and understanding customers’ unique challenges.
• Create and deliver on profit improvement plans for customers.

What You Need to Succeed:

• Minimum of 1- 3 years of B2B inside sales, field sales, or related experience strongly preferred
• Experience in fiber-based packaging industry is strongly preferred
• Bachelor’s degree or equivalent combination of education and experience is required
• Ability to manage full book of assigned accounts, spanning multiple business units
• Ability to develop and qualify new opportunities, present solutions, overcome objections, negotiate, and close business over the phone & videoconference
• Consistent track record and top performer among ECSR team
• Flexible and resilient problem solver
• Salesforce.com or similar CRM software
• Requires a home office or workspace, free of disruptions; company provided laptop and phone
• Excellent phone presence, verbal, and written communication skills
• Comfortable making in person visits and/or dozens of calls per day
• Strong listening and presentation skills
• Ability to prioritize, and manage time effectively
• Strong negotiation skills and ability to close opportunities with customer
• Team player; works exceptionally well with others
• Adapts well to a matrix organization

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 $110,625.00 - $184,375.00, 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.