Sales Manager - Salinas, CA
About The Position
The Sales Manager leads the sales team to generate revenue and profitable volume growth by providing differentiated consultative service and strategic value to customers. The role manages team productivity and ensures representatives address customer needs using market knowledge of corrugated packaging, technical expertise, and consumer insights. The Sales Manager establishes goals, direction, and customer-contact standards for the business unit through training and coaching. The role supports customers, plants, sales representatives, and sales leadership; develops the business unit's market and sales strategy; and leads account development, innovation, pricing, forecasting, and team capability initiatives. The position reports to the General Manager and partners with the Senior Director of Sales on strategy.
Requirements
- At least 5 years of sales experience.
- Documented history of achieving and exceeding sales objectives.
- Proven leadership and decision-making skills to achieve goals and objectives.
- Strong written and verbal communication skills.
- Demonstrated ability to use order entry systems, CRM tools such as Salesforce, and reporting systems.
Nice To Haves
- Bachelor's degree strongly preferred.
- Sales experience in the manufacturing or corrugated industry preferred.
- Five years of sales leadership preferred.
Responsibilities
- Lead the sales team to exceed volume and profit goals through new account development, growth in existing accounts, and margin improvement initiatives.
- Develop the business unit's market and sales strategy in partnership with the Senior Director of Sales.
- Manage locally assigned sales representatives, account managers, and designer.
- Initially manage some accounts and prospects directly.
- Maintain a sufficient prospect pipeline using Salesforce and lead the team in identifying, closing, developing, and growing strategic accounts.
- Develop an innovation strategy for the local plant and work with corporate support functions to deliver new products and offerings using Smurfit Westrock's Innotools.
- Develop processes, people, training, and tools to implement the business unit strategy, aligning activities and KPIs with strategic goals and objectives.
- Develop pricing and sales strategies for target accounts with Sales Representatives and Pre-Pricing Specialists, analyzing data to align recommendations with business unit requirements, profitability goals, and plant production capabilities.
- Engage with large customer and prospect contracts and support formal agreement development with Sales Representatives, Management, and Legal.
- Hold monthly sales meetings and cadence calls with Sales Representatives.
- Assist with annual budget development and weekly, monthly, and quarterly forecasts.
- Conduct monthly performance reviews with direct reports to assess performance, remove obstacles, and discuss growth and development opportunities.
- Mentor and train the sales team in industry knowledge, relationship development, systems, tools, and processes.
- Onboard, train, and coach new team members to help them become productive and effective.
- Retain, motivate, and engage top talent while continuously building team capability.
Benefits
- Short-term bonus incentive.
- Health insurance.
- Dental insurance.
- Vision insurance.
- Flexible spending accounts or health savings accounts.
- Retirement savings plans.
- Life and disability insurance programs.
- Paid sick leave as required by applicable state or local law.
- 15 days of paid vacation.
- 11 days of paid holidays.
- Comprehensive training and learning and development opportunities.
- Relocation support.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
