Area Commercial Manager

International Paper•Memphis, TN

5d•$159,000 - $212,000•Remote

About The Position

The Area Commercial Manager within Packaging Solutions North American will serve as the key functional resource that region business leaders will look to for support to grow profitable volume, key sales initiatives, performance metrics, talent management, and commercial organization structure for the Group. These include but are not limited to Pipeline Management, Strategy Alignment using Scenario Planning tools, Commercial Recognition, Org Structure, and People Development. Additionally, the successful candidate will be responsible for working with the Group Vice President and Region General Managers for the group on Sales Planning tools to develop the commercial strategies for strategic capital projects, volume gap analysis, capacity planning, and profitable volume growth. The Area Commercial Manager will report directly to the Group Vice President. The role will have a primary focus of working within the assigned Group and will be an active part of the Lead Team and a key contributor on the PSNA Contract Council.

Requirements

5+ years’ commercial experience within PSNA; Sales Management experience preferred
In depth knowledge of PSNA commercial initiatives, commercial tools, pricing, sales coaching, and people development
Familiarity with plant operations and manufacturing key performance metrics, and marketing concepts
Bachelor’s degree or equivalent work experience required
Strategic Vision
Interpersonal and Communication Skills
Drive for Results
Organizational Agility
Business Acumen
Managing and Measuring
Problem Solving
Managerial Courage
Comfort Around Top Management

Nice To Haves

Sales Management experience

Responsibilities

Provide leadership and expertise within Group facilities to ensure alignment to company’s overall commercial priorities and strategies
Work closely with RGMs on key commercial projects, including business scenario planning and local market evaluations
Develop commercial strategy for strategic capital projects by working closely with RGM’s, RSM’s, Area Manufacturing Manager, and Controllers
Collaborate with GVP for the area, RGMs and RSMs to identify opportunities to develop sales managers and sales representatives through training and coaching
Facilitate sales peer reviews to identify best practices, potential opportunities for improvement and set key prospect strategy
Cooperate with region and local facility leaders to review key commercial performance measures/indices and identify areas for improvement, including but not limited to prospecting, opportunity identification, effective use of sales tools, etc.
Participation in capacity balancing, sales planning, and other commercial discussions relative to National, Strategic and Local Accounts.