VP Commercial, Corrugated Texas Area

Smurfit Westrock; Texas; On-site; USD 150,000 - 210,000; Full time

Job summary

Smurfit Westrock in Texas seeks a strategic Commercial Leader to drive growth across our corrugated packaging footprint. You will set the commercial strategy for the Texas Area, align with Operations, and mentor Sales Managers and Reps to achieve aggressive sales and margin targets.

You will lead pricing excellence, customer relationships, and cross-functional collaboration with Marketing and Plant leadership, delivering value through data-driven decision making and a strong focus on cash flow

Qualifications

• 5-10 years of B2B sales in a manufacturing or service industry with leadership experience.
• Proven track record in sales strategy, pricing, and margin improvement.
• Strong analytical and data-driven decision-making skills.
• Excellent presentation and stakeholder management abilities.

Responsibilities

• Develop and execute the Area commercial strategy and plan to meet revenue targets.
• Lead sales managers and reps, price management, and pipeline governance.
• Collaborate with Operations and Marketing to align capabilities and messaging.
• Manage customer relationships and drive margin accretion.
• Improve working capital by focusing on aged AR and inventory visibility.

Skills

Strategic leadership

Sales leadership

Pricing management

Market analysis

Financial acumen

Communication

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:

We are seeking a strategic, customer-focused, and results-driven Commercial Leader to join our team. This role will drive profitable growth for one of the largest Areas in the Corrugated Division, in one of the most exciting growth markets in the country, and with a diverse set of corrugated packaging capabilities across 8 plants. The focus will be on developing the Commercial strategy for the Texas Area, setting priorities and driving execution of sales and margin targets, manage key Customer relationships, develop our Commercial organization, and collaborate closely with Operations. They will instill a customer focused culture, a value selling approach, and pricing excellence. The role will report to the Texas Area Vice President and directly manage the Sales Managers and Reps, the Pricing, and the Design teams.

How you will impact Smurfit Westrock:

Revenue/Price/Margin:

• Surpass Area volume and profit goals by developing new accounts in targeted market segments, gaining share in existing accounts, implementing margin improvement plans, and supporting enterprise-wide sales efforts.
• Deliver on weekly, monthly, quarterly, and annual sales targets.
• Drive price increases and margin accretion initiatives for the Area.
• Set annual sales budget targets for the Area and forecast revenue based on yearly sales trends, available capacity and pipeline.
• Develop plans to improve sales results where challenges exist in the base business on year-over-year account progress, attrition, and growth.
• Work closely with plant General Managers to understand and sell open machine capacity, with a focus on our value-added capabilities.
• Ensure we have a balanced and healthy mix of small, mid-size and large accounts in the Area.
• Identify market, customer, seller and process issues, and lead improvement efforts to resolution.
• Be in the Area leadership the voice of customer needs, competitive dynamics, and market opportunities and pressures.

Commercial Productivity:

• Develop margin improvement plans across accounts and plants.
• Drive commercial productivity metrics and best practices for saving opportunities.
• Improve Working Capital by directly owning customer aged AR, Finished Goods and Paper inventory.

Commercial Strategy and Marketing:

• Collaborate with Marketing to develop the Area long-term commercial strategies based on market dynamics and business drivers to achieve company objectives.
• Develop plans for prospecting, promotional activity, and commercial training.
• Lead area-specific customer engagement activities to promote our differentiated capabilities.

What you need to succeed:

• Strategic thinker with a proactive approach to problem-solving.
• Proven leadership in commercial strategies, sales team development, pricing management, volume growth, and financial acumen.
• Strong analytical skills, with the ability to interpret complex data.
• Excellent communication and interpersonal skills, with an ability to create and deliver engaging presentations to internal and external audiences.
• Ability to drive results through managers and individual contributors, and adjust coaching methods as needed.
• Ability to work collaboratively across other departments.
• 5 to 10 years of business-to-business (B2B) Sales experience in a manufacturing/service industry with management or coaching responsibility.
• 5+ years of related experience in leadership, sales execution, and pipeline management.

Candidates are required to undergo a drug screening after receiving a conditional job offer, but before starting employment.

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.