Early Career Sales Rep - Phoenix, AZ

WestRock Company • Columbia, SC • 3w ago

The Opportunity:

The Early Career Sales Representative (ECSR) will be responsible for developing new business and managing and growing assigned customer accounts primarily within the small to medium business segment. The ECSR will work to gain success within inside sales to secure an area outside sales role within 12-14 months. The ECSR will work with corporate and plant management and staff to coordinate orders, secure orders for new business, and to resolve any account issues. Additionally, the ECSR will work with inside sales management and plant management to expand the customer base by engaging with new potential customers and previous Smurfit Westrock customers with the goal of gaining or winning back business.

The ECSR will be expected to develop a deep rapport with customers with the goal of understanding their business, and the challenges they face, and forming relationships with the people within their organization who make or influence buying decisions. Activity will be centered on remote communication including teleconference, phone, and email communication. The ECSR will follow Smurfit Westrock\u2019s Sales Excellence methodology to gauge interest, identify areas of business growth opportunity, and close new business.

How You Will Impact Smurfit Westrock:

ECSRs will be dedicated to improving Smurfit Westrock customer experience while also driving value by creating both cross-selling up-selling, and new business opportunities.

Stay up to date and well versed in the Paper and Packaging industry, Smurfit Westrock products, manufacturing challenges and retail trends by category segments

Maintain a working knowledge of Smurfit Westrock Enterprise solutions and continue learning by studying new products and participating in educational opportunities

Understand the business pressures effecting our customers and the relevant value of Smurfit Westrock\u2019s solutions as well as an understanding of competitor information and trends by region to create SWOT analysis and competitive selling strategies

Research new and current customer accounts and identify key players to engage through outbound calls and digital tools.

Conduct complex issue resolution for customers (involving communication with both customer and appropriate Smurfit Westrock colleagues). Some examples include pricing, delivery, quality, warehousing, logistics, new product design, and margin improvement.

Maintain and improve quality results by following established processes and methodologies.

Collaborate with Business Unit and Plant sales teams to maintain relationships and coordinate potential overlapping business responsibilities.

Strive to achieve individual and team established metrics and goals.

Meet targets for volume and margin with sales including cross-selling and up-selling.

Achieve department and organization goals by accepting ownership for completing new and different requests; exploring opportunities to add value.

Generate ideas and pro-actively work with Inside Sales Manager/Director and regional area plants to ensure positive customer experiences.

Drive cross-sell and up-sell opportunities by establishing rapport and understanding customers\u2019 unique challenges.

Cultivate consultative interactions with customers.

Efficiently manage customer interactions across Smurfit Westrock divisions.

Create and deliver on margin improvement plans for customers.

Coach junior team members.

What You Need to Succeed:

Minimum of 1- 3 years of B2B inside sales, field sales, or related experience strongly preferred

Experience in fiber-based packaging industry is strongly preferred

Bachelor\u2019s degree or equivalent combination of education and experience is required

Ability to manage full book of assigned accounts, spanning multiple business units

Ability to develop and qualify new opportunities, present solutions, overcome objections, negotiate, and close business over the phone & videoconference

Consistent track record and top performer among ECSR team

Flexible and resilient problem solver

Salesforce.com or similar CRM software

Microsoft Office applications, social media platforms

Requires a home office or workspace, free of disruptions; company provided laptop and phone

Excellent phone presence, verbal, and written communication skills

Comfortable making dozens of calls per day

Strong listening and presentation skills

Ability to prioritize, and manage time effectively

Strong negotiation skills and ability to close opportunities with customer

Team player; works exceptionally well with others

Adapts well to a matrix organization

What we offer:

Corporate culture based on integrity, respect, accountability, and excellence

Comprehensive training with numerous learning and development opportunities

An attractive salary reflecting skills, competencies, and potential

A career with a global packaging company where Sustainability, Safety and Inclusion are business drivers and foundational elements of the daily work.

Smurfit Westrock (NYSE:SW) is a global leader in sustainable paper and packaging solutions. We are materials scientists, packaging designers, mechanical engineers and manufacturing experts with a shared purpose: Innovate Boldly. Package Sustainably. Guided by our values of safety, loyalty, integrity, and respect, we use leading science and technology to move fiber-based packaging forward.

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by state or federal law.

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