Region Sales Manager

International Paper•United States,

5d•$156,600 - $208,800

About The Position

The Region Sales Manager – Sheet Plant Region is responsible for developing the commercial strategy for the Sheet Plant Region in collaboration with the RGM, CGMs, and FSMs. The role develops the commercial team and initiatives, helps move prospects through Salesforce in a timely manner, manages multi-site account relationships, and strengthens relationships with strategic customers to create exceptional partnerships. The position deploys sales resources across tactical, strategic, and national accounts; coaches and develops sales representatives; contributes to recruiting and onboarding; guides business processes and aligns functional resources to advance geographic opportunities; and develops region-level pricing strategies. It directs sales team strategy with a focus on value-added and graphic corrugated products, supports contract negotiations, drives mix enhancement, and coordinates regional strategies, including commercial justification for capital projects. The manager is expected to travel 70–80% of the time within the region.

Requirements

Bachelor's degree in business, marketing, finance, management, or another related business discipline.
10–15 years of business experience, including significant corrugated sales experience and experience in high-end, value-added corrugated products.
Proven management and leadership experience in growing business and margins.
Excellent oral, written, active listening, and presentation skills.
Strong management skills, including the ability to delegate, follow through, and hold individuals and teams accountable for results.
Demonstrated ability to make informed, timely decisions.
Thorough knowledge of the value-added packaging sector, manufacturing processes, and design.
Computer literacy in Word, Excel, and PowerPoint.
Strong business and financial acumen, especially in pricing, forecasting, and budgeting.
Ability to think strategically, define how International Paper can add value for customers, and provide leadership toward goal alignment.
Competitive, high-energy approach, integrity, and values.
Well-developed negotiation skills and project and account management ability.
In-depth skill in managing sales personnel performance and safety, building synergy, and promoting teamwork across functional lines.

Responsibilities

Effectively deploy sales resources to support tactical, strategic, and national account requirements for the region.
Develop sales representatives through one-to-one coaching and direct participation in creating value propositions for strategic accounts.
Participate in recruiting and onboarding new commercial team members.
Guide business processes and align functional resources to advance geographic business opportunities, including developing region-level pricing strategies across national and strategic accounts.
Create and direct sales team strategy focused on selling value-added and graphic corrugated products.
Develop positive relationships with key customers and prospects and use the One to Perfect process for top accounts.
Ensure commercial tools and processes are used efficiently across the sales team; train, coach, and mentor team members, including through time spent in the field.
Support FSMs in each complex with account-closing strategies and lead contract negotiation efforts, bringing in needed company resources.
Drive mix enhancement across the customer base.
Coordinate regional strategies, including commercial justification for capital projects.
Travel 70–80% of the time within the region to support contract negotiations, customer and prospect visits, and training.