Area Commercial Manager
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. 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.
Requirements
- Experience: 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
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.
Benefits
- International Paper offers a benefits package that includes health, welfare and retirement plans including Medical, Dental, Life insurance, Flexible Spending Accounts, Short-term and Long-term Disability, 401(k), Company-funded retirement contributions, Paid Time Off, Education & Development (including Tuition Reimbursement), Student Loan Repayment Assistance, and Voluntary Benefits including insurance for home, auto, vision and pets
- Leadership training, promotional opportunities
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
