Field Sales Manager

Packaging Corporation of America•Salt Lake City, UT

About The Position

The Field Sales Manager is responsible for working alongside the Sales Manager to develop new business relationships, expand current customer relationships, and train sales representatives to facilitate new product ideas and designs based on customer needs. The Field Sales Manager proactively and creatively sells packaging and design solutions to address customer’s business needs. Principle Accountabilities: Review and prepare sales plans and programs based on a strong understanding of PCA product and service offerings in order to support client business solutions. Develop solid working relationships with each customer’s account representatives and understand the customer’s business and operation to identify additional revenue opportunities for PCA products. Set goals and develop strategies with the Sales team within an assigned territory and/or account with new or existing business. Review goals and strategies with the Sales Manager and have specific development plans in place to support the sales cycle and identify opportunities for improvement. The Field Sales Manager and the Sales Manager will work together to build a strong sales team including recruiting and developing high caliber sales talent providing guidance and training for Sales Representatives. Understand the business of the assigned customer and exercise creativity in offering PCAs products as business solutions to retain existing business or earn new business. Identify and solicit new customers, establish buying cycles, investigate and validate business needs, demonstrate PCA value added to business, negotiate sales agreement, close and sign contract, and follow up after order fulfillment. Conduct sales forecasts, determine price quotes, prepare account contracts, negotiate pricing, scheduling and delivery, and maintain sales agreements with customers to achieve or exceed sales profit and volume goals.Support the ultimate customer experience with by working with associates in sales, production, customer service, shipping, scheduling, and /or accounting and the plant leadership team to drive results. Conduct overall account management, which includes maintaining accurate company records on current customers and ensure that information is available and accurate in the Cash Flow Management (CFM) applications, credit applications, forecasts, budgets, and credit collections from delinquent accounts. Prepare and analyze sales data and reports, review findings with the Sales Manager.Know and follow policies and procedures of the company, share information that would benefit other members of the team, and find ways to improve the delivery of service to our customers. Strive to continually strengthen PCA’s business philosophy of meeting needs and exceeding expectation for customers specifically supporting PCA’s Commitment to Service which involves doing what’s right for our customers, focusing on strategies that add value and support growth, and keeping the promises that we make.

Requirements

Education equivalent to a bachelor’s degree required.
Seven (7) years of direct sales experience in corrugated/sheet product, packaging industry and package design.
Knowledge and experience in market analysis, cost estimating system, pricing, negotiation, and packaging design.
Able to work in a fast paced, deadline-oriented environment, prioritize assignments, and handle multiple projects and/or requests concurrently.
Strong organizational skills with the ability to handle numerous details, deadlines, and requests.
Strong communication skills with the ability to communicate effectively with new people and solicit buy-in from various audiences.
Strong interpersonal skills with the ability to network and build relationships with individuals of various experience and corporate levels both within and outside of the company.
Solid financial and business operations analysis skills with the ability to identify opportunities for improvements.
Strong negotiation and persuasion skills with the ability to create new business opportunities.
Working knowledge of computer systems including experience with Microsoft Word, Excel, PowerPoint, Outlook, and other job-related software such as Cash Flow Management (CFM).
Strong listening, evaluating, and problem-solving skills.
Ability to create alternative solutions and meet deadlines.
Must be able to travel as necessary and possess a valid U.S. driver’s license.
Previous work experience as a member of a team, or a strong understanding of the importance of open communication and information sharing between team members.

Nice To Haves

Degree in business preferred.
Previous experience in coaching, training, teambuilding, performance development, and conflict resolution preferred.
Previous experience with sales databases preferred.

Responsibilities

Review and prepare sales plans and programs based on a strong understanding of PCA product and service offerings in order to support client business solutions.
Develop solid working relationships with each customer’s account representatives and understand the customer’s business and operation to identify additional revenue opportunities for PCA products.
Set goals and develop strategies with the Sales team within an assigned territory and/or account with new or existing business.
Review goals and strategies with the Sales Manager and have specific development plans in place to support the sales cycle and identify opportunities for improvement.
Work together with the Sales Manager to build a strong sales team including recruiting and developing high caliber sales talent providing guidance and training for Sales Representatives.
Understand the business of the assigned customer and exercise creativity in offering PCAs products as business solutions to retain existing business or earn new business.
Identify and solicit new customers, establish buying cycles, investigate and validate business needs, demonstrate PCA value added to business, negotiate sales agreement, close and sign contract, and follow up after order fulfillment.
Conduct sales forecasts, determine price quotes, prepare account contracts, negotiate pricing, scheduling and delivery, and maintain sales agreements with customers to achieve or exceed sales profit and volume goals.
Support the ultimate customer experience with by working with associates in sales, production, customer service, shipping, scheduling, and /or accounting and the plant leadership team to drive results.
Conduct overall account management, which includes maintaining accurate company records on current customers and ensure that information is available and accurate in the Cash Flow Management (CFM) applications, credit applications, forecasts, budgets, and credit collections from delinquent accounts.
Prepare and analyze sales data and reports, review findings with the Sales Manager.
Know and follow policies and procedures of the company, share information that would benefit other members of the team, and find ways to improve the delivery of service to our customers.
Strive to continually strengthen PCA’s business philosophy of meeting needs and exceeding expectation for customers specifically supporting PCA’s Commitment to Service which involves doing what’s right for our customers, focusing on strategies that add value and support growth, and keeping the promises that we make.