Sales Manager - Buffalo, NY or Rochester, NY
About The Position
The Sales Manager leads a sales team to generate revenue and volume growth by providing differentiated consultative service and strategic value to customers. The role manages sales team productivity and ensures representatives focus on customer needs, applying broad knowledge of corrugated packaging, technical expertise, and consumer insights. The Sales Manager trains and coaches representatives, establishes goals and standards for customer engagement, and provides ongoing support to customers, plants, Sales Representatives, and sales leadership. The position develops and implements the business unit’s sales strategy in partnership with the Senior Director of Sales, aligns processes, people, training, tools, activities, and KPIs with strategic goals, and manages pipeline development and account growth. It also leads pricing strategy, negotiates large customer contracts, supports budgeting and forecasting, and develops the sales team through coaching, performance reviews, and onboarding. The role is based in the Buffalo or Rochester, New York area. Relocation support is available. The listed salary range is $103,500 to $172,500, depending on role, level, location, skills, experience, and education. The expected application window closes December 31, 2026.
Requirements
- Minimum of 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.
- Manufacturing industry or corrugated industry sales experience preferred.
- 5 years of sales leadership preferred.
Responsibilities
- Lead the sales team to exceed volume and profit goals through new account development, existing-account growth, and margin improvement initiatives.
- Develop the business unit’s sales strategy with the Senior Director of Sales.
- Develop processes, people, training, and tools to implement the business unit strategy, aligning activities and KPIs with strategic goals and objectives.
- Manage the sales team’s prospect pipeline to meet volume growth objectives and drive results.
- Lead the team in identifying, closing, developing, and growing strategic accounts.
- Develop pricing and sales strategies for target accounts with Sales Representatives and Pre-Pricing Specialists, analyzing data and aligning recommendations with business-unit requirements, profitability goals, and plant production capabilities.
- Negotiate large customer contracts and support development of formal agreements in partnership with Sales Representatives, Management, and Legal.
- Manage the sales pipeline through monthly sales meetings and cadence calls with Sales Representatives.
- Assist with annual budget development and monthly forecasts.
- Conduct monthly performance reviews with direct reports to assess performance, address 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 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
