As a Fortune 500 company, Packaging Corporation of America (PCA) is an ideas and solutions company. Our corrugated packaging business seeks to be the leader in helping our customers - large and small - package, transport and display products of all kinds. Our white paper business delivers Paper With Purpose by providing the highest level of customer service and operational excellence. We have approximately 15,000 team members in more than 100 locations in the United States that strive to meet the local needs of our customers. Our mission is to serve the needs of our customers, today and tomorrow, with products and services that exceed expectations for performance and environmental responsibility.
People - Customers - Trust
Position Summary:
The Regional Sales Manager is responsible for leading the regional sales teams to achieve sales goals, develop new business relationships, expand current customer relationships, and facilitate new product ideas and design based on customer needs. The Regional Sales Manager proactively and creatively develops and secures packaging and design solutions to address customer's business needs.
Dimensions:
Specific dimensions for this position vary based on regional needs expanding between two to three plants/locations. Corrugated plants are noted by size according to the following: an Extra Large plant typically has an employee population exceeding 125 employees and an operating profit in excess of $3 million, while a Small plant typically has an employee population of less than 50 employees and an operating profit less than $1 million. This role is directly involved in process improvement, the development of personnel and monitoring on-time delivery and other processes leading to continual improvement in Customer Satisfaction.
Principle Accountabilities:
Responsible for managing and directing the regional area's sales teams.
Develop and execute regional marketing and sales strategies for market segments for customer account business based on thorough competitor analysis and market research.
Oversee the coordination of scheduling and production with local plants. Customer Service and Design Departments on the new product development and high-profile projects in the region.
Develop and implement processes for sales opportunities selling and serving profitable business.
Develop and implement sales goals and plans to drive revenue growth and sales volume in both existing and new accounts.
Build a strong sales team including recruiting and developing high caliber sales talent providing guidance, training, and performance evaluation for Sales Representatives.
Understand the business of the assigned customer and exercise creativity in offering PCAs products as business solutions to retain existing business or earn new business.
Identify and solicit new customers, establish buying cycles, investigate and validate business needs, demonstrate PCA value added to business, negotiate sales agreement, close and sign contract, and follow up after order fulfillment.
Conduct sales forecasts, determine price quotes, prepare account contracts, negotiate pricing, scheduling and delivery, and maintain sales agreements with customers to achieve or exceed sales profit and volume goals.
Resolve escalated customer service issues by working with the associates in production, customer service, shipping, scheduling, and /or accounting.
Conduct overall account management, which includes maintaining accurate company records on current customers and ensure that information is available and accurate in the Cash Flow Management (CFM) applications, credit applications, forecasts, budgets, and credit collections from delinquent accounts.
Develop, maintain, and analyze sales data and reports.
Know and follow policies and procedures of the company, share information that would benefit other members of the team, and find ways to improve the delivery of service to our customers.
Strive to continually strengthen PCA's business philosophy of meeting needs and exceeding expectation for customers specifically supporting PCA's Commitment to Service which involves doing what's right for our customers, focusing on strategies that add value and support growth, and keeping the promises that we make.
Decision Making:
Using his/her knowledge of PCA products and services the Regional Sales Manager is expected to identify business opportunities with current customers and identify new customers within the assigned region. The Regional Sales Manager is expected to exercise independent judgment, conduct research, develop leads, and secure business for PCA with limited direction and/or supervision. As a company representative the Regional Sales Manager must exercise discretion realizing that his/her interactions with co-workers and customers must be in accordance with PCA policies and ethics. The Regional Sales Manager is responsible in establishing business and financial performance goals and results and is expected to make decisions to drive revenue and sales.
Interactions:
Internally, the Regional Sales Manager will interact with the sales teams within the regional plant assignments and all areas within each plant. To exceed customer needs the Regional Sales Manager will need to work with managers and associates in production, customer service, design, production, scheduling, and accounting. The Regional Sales Manager is expected to develop solid working relationships with these individuals to effectively meet and then exceed customer needs. Externally, the Regional Sales Manager is responsible for creating and maintaining relationships with customers. The Regional Sales Manager is expected to showcase PCA products and services, negotiate/communicate pricing, and develop new solutions for customer needs.
Position Requirements:
Education equivalent to a bachelor's degree required. Degree in business preferred.
Ten (10) plus years of direct sales experience in corrugated/sheet product, packaging industry and package design.
Eight to ten (8-10) years of previous experience in managing people with experience in hiring, coaching, performance development, and corrective action.
Expert knowledge and experience in market analysis, cost estimating system, pricing, negotiation, and packaging design.
Able to work in a fast paced, deadline-oriented environment, prioritize assignments, and handle multiple projects and/or requests concurrently.
Strong organizational skills with the ability to handle numerous details, deadlines, and requests.
Strong communication skills with the ability to communicate effectively with new people and solicit buy-in from various audiences.
Strong interpersonal skills with the ability to network and build relationships with individuals of various experience and corporate levels both within and outside of the company.
Solid financial and business operations analysis skills with the ability to identify opportunities for improvements.
Strong negotiation and persuasion skills with the ability to create new business opportunities.
Solid working knowledge of computer systems including experience with Microsoft Word, Excel, PowerPoint, Outlook, and other job-related software such as Cash Flow Management (CFM). Previous experience with sales databases preferred.
Strong listening, evaluating, and problem-solving skills. Ability to create alternative solutions and meet deadlines.
Must be able to travel as necessary and possess a valid U.S. driver's license.
Previous work experience as a member of a team, or a strong understanding of the importance of open communication and information sharing between team members.
COMPENSATION AND BENEFITS
Starting salary range for position: $108,500 - $201,500
Bonus: Annual - Based upon individual contribution and overall, Company performance.
Paid Vacation: Three (3) weeks per calendar year. Pro-rata Vacation during the initial year of hire based upon start date within the calendar year.
Paid Holidays.
Within the first 30 days of employment, an employee (and their dependents) is eligible to enroll in certain benefit coverages -- medical, dental, and vision - and are automatically enrolled in life, AD&D, and disability coverages.
Upon hire, an employee is automatically enrolled in the 401k plan. The plan offers both pre-tax and Roth contribution options along with employer provided matching contributions.
Disclaimer: The Compensation and Benefits information in this posting represents PCA's good faith and reasonable estimate of what it may pay for this position. The Company reserves the right to modify this information at any time, subject to applicable law.
PCA is an Equal Opportunity Employer
Qualified Applicants must apply at careers.packagingcorp.com to be considered.
Job Details
Pay Type Salary
Hiring Min Rate 108,500 USD
Hiring Max Rate 201,500 USD
