Region Sales Manager

International Paper•United States,

3d•$152,300 - $203,000•Remote

About The Position

This role will be responsible for building the commercial strategy for the Sheet Plant Region by working closely with the RGM, CGM's and FSM's. This individual will be responsible for developing our commercial team and initiatives, helping move prospects timely through SalesForce, managing multi-site account relationships, and enhancing relationships with our strategic customers to create exceptional partnerships.

Requirements

Bachelor's Degree in business, marketing, finance, management, or other related business discipline expected.
10-15 years of business experience with significant corrugated sales experience and experience in the high-end, value-added area of corrugated.
Proven management/leadership experience in growing business and margins.
Excellent communication skills (oral, written, active listening, and presentation).
Strong management skills with the ability to delegate and follow through, and to hold individuals/team accountable for achievement of 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 Power Point are essential.
Successful candidate should have strong business and financial acumen, especially in the areas of pricing, forecasting and budgeting.
Must have ability to think strategically, define how IP can add value for the customer and provide leadership towards goal alignment.
Must be competitive with high energy, integrity and values.
Well-developed negotiation skills as well as project and account management ability required.
Individual must have in-depth skill at managing the performance and safety of sales personnel, building synergy and promoting team work across functional lines.

Responsibilities

Effectively deploys sales resources to support the requirements of tactical, strategic and national accounts for the region.
Develops sales representatives through one-to-one coaching and direct participation in helping create value propositions for strategic accounts.
Involved with the recruitment and onboarding of new commercial team members.
Guides business processes and aligns functional resources to advance geographic business opportunities – work on pricing strategies at the region level across National and Strategic accounts.
Responsible for creating and directing sales team strategy with alignment and focus on the sale of value-added and graphic corrugated products.
Develop positive relationships with key customers and prospects. Use of the One to Perfect process for our top accounts.
Ensure commercial tools and processes are being used efficiently across the sales team. Train / coach / mentor team members. Spending time in the field.
Supports the FSM’s in each complex around strategies to close accounts and leads efforts around contract negotiations. Bring in needed resources across the company.
Drive mix enhancement across the customer base.
Coordinate strategies within region including commercial justification for capital projects.
Must be able to travel 70-80% of the time within region supporting contract negotiations, customer and prospect visits, and training.