Now Hiring - WestRock Company - Manufacturing Business Unit Sales Manager in Saltillo, MS

Summary

The BU Sales Manager is responsible for the sales activity for assigned business unit. Supervising and coaching other sales team members with the objective of achieving budgeted revenue and margin, or better. The BU Sales Manager has direct, hands-on responsibility for sales activity within their business unit to support the enterprise system. The BU Sales Manager is responsible for understanding where the business unit or region is relative to their Base, Growth and Attrition analysis; as well as their first year and second year account progress. This information is used by the BU Sales Manager to determine the management of the pipeline process.

Essential Duties and Responsibilities

• Promotes diversified recruiting, hiring, training and managing of sales representatives in the assigned plant(s)
• Drives goal of exceeding regional FBA volume and profit through new account development within targeted market segments, growth in existing accounts, margin improvement plans.
• Maintains a sufficient sales pipeline to meet budgeted volume growth objectives.
• Ensures target accounts match with the margin, capacity, and equipment requirements of the assigned plant(s).
• Leads Talent Management initiative for the sales team.
• Responsible for approving pricing within the appropriate levels.
• Assists in management of all aged inventories ensuring zero controllable write-offs; including signed off warehouse and pre-print agreements.
• Management of all accounts receivable ensuring zero controllable write-offs.
• Assists with establishing budget for sales, margin and expenses within assigned plant(s).
• Ensures that appropriate policy and procedures are followed for tooling, outside purchases, etc.
• Reviews and understands annual budget, forecasts, and monthly financial summaries for assigned plant(s).
• Performs other duties as assigned.

Supervisory Responsibilities

This position has direct supervisory responsibilities for a team of Sales Representatives and the support team required to manage the sales activity in the business unit. Working through the Business Unit General Manager, this role Manager, has indirect responsibility for the Customer Service Teams in the BU.

Competencies

• Leadership skills, insightful business judgment
• Ability to drive results through others
• Strong analytical skills
• Demonstrated sales competence and business acumen
• Broad understanding of different types of packaging capabilities and solutions relative to packaging industry
• Professional Approach to Problem-Solving and Business
• Ability to provide clarity to complex problems and develop long term solutions
• Ability to manage multiple accounts and deadlines and interact effectively with people from varying functions and levels
• Excellent communication skills both written and verbal
• Customer Focused
• Fosters Teamwork & Diversity

Experience/Educational Requirements

• Bachelor’s Degree (Business or related field preferred)
• Minimum 5 years of related work experience with 1-3 years in a leadership role preferred
• Previous business-to-business sales experience in a manufacturing/service industry with supervisory, management or coaching responsibility
• Demonstrated ability to drive new business development
• Experience selling/presenting to senior management and key decision makers
• Previous budgetary/P&L experience preferred
• Solution/concept sales experience preferred to product sales
• MS Office Software, Internet-based pipeline management software experience