Sales Representative

International Paper•Indianapolis, IN

About The Position

The Sales Representative is responsible for professionally and effectively representing International Paper’s Packaging Solutions North America (PSNA) business in the packaging marketplace. This involves successfully managing a sales territory by developing and fostering strong customer relationships. A key aspect of the role is identifying and growing new customers through prospecting, developing, and closing accounts. Sales Representatives are tasked with generating profitable sales, primarily through regular in-person interactions with both prospective and existing customers. They examine and evaluate customer packaging needs, offering recommendations to fulfill those needs while adhering to regional and plant management directives. The position also requires profitably growing the business with priority strategic accounts by developing and implementing Key Account Plans. Sales Representatives must enable profitable decision-making through their knowledge of general business principles, internal financial management, and industry business practices. They are expected to identify and implement Value Propositions with priority customers by applying IP corporate/business capabilities and resources, and to create an IP advantage through continuous evaluation of market conditions, competitive environments, and opportunities for innovation. The role requires significant travel to multiple customer sites/meetings weekly and working in various environments, including client sites and trade events, for 50% or more of the time. The Sales Representative may also act as an account team leader.

Requirements

BA/BS in a related field or related equivalent work experience in related field
2+ years of sales experience
Action oriented
Strong self-motivation & discipline
Customer focus
Drives results
Functional/technical skills
Nimble Learning
Valid driver’s license is required

Nice To Haves

Experience working in a manufacturing environment is a plus
Experience in the corrugated box industry is a plus

Responsibilities

Responsible for professionally and effectively representing International Paper’s Packaging Solutions North America (PSNA) business in the packaging marketplace. This requires successful management of a sales territory by developing and fostering sound customer relationships.
Identify and grow new customers (New Account Development/NAD) through prospecting, starting, developing and closing accounts.
Sales Representatives are responsible for generating profitable sales, largely through regular and customary in-person interactions with prospective and existing customers.
Examines and evaluates a customer's packaging needs and then offers recommendations to fulfill those needs while striving to meet the directives established by regional and plant management.
Profitably grow the business with priority strategic (high transactional to consultative mix) accounts by developing and successfully implementing Key Account Plans.
Enable profitable decision-making through demonstrated knowledge of; general business principles, internal financial management and industry business practices.
Identify and implement Value Propositions with priority customers through knowledge and application of IP corporate/business capabilities and resources.
Create IP advantage through continuous evaluation of market conditions, competitive environment and opportunities for innovation.
Should be able to travel to multiple customer sites/meetings weekly and work in a variety of environments, including client sites, trade events, etc. (50% or more of the time).
May act as account team leader.