Sales Manager

Mission of the Role (What you will be doing)

The Sales Manager reports to the location Vice President to create and sustain a high-performance sales culture and achieve profitable YOY growth, maximize market share, revenue, and GP growth. This will be accomplished through a focus on corrugated sales, program selling, and product/project initiatives to achieve location/region goals and requirements. The Sales Manager champions Supply One programs and equips their sales team with the structure, training, resources, and continuous development necessary to drive results, and ensures their team capitalizes on our distinctive manufacturing, distribution, and services platform to take market share from competitors and build strong, long-term customer relationships.

• Achieve the location/region’s revenue and GP$ goals
• Achieve program and mix targets
• Work with the senior team to set revenue and GP$ goals on an annual, quarterly, and monthly basis
• Implement strategies and tactics agreed to by the Executive and Sales & Marketing Council, and collaborate with the Region President to develop and implement region-specific sales initiatives and plans
• Recruit top-tier salespeople, set objectives, train, coach, and monitor performance, ensuring assigned tasks and responsibilities are fulfilled
• Meet with reps one-on-one weekly to review performance, progress, and targets
• Schedule regular field training and joint sales calls with sales reps
• Ensure every rep has a robust, reliable pipeline congruent with program and mix objectives
• Utilize product cost, GP$/UOM, and knowledge of specific customer situations or goals to make pricing decisions to protect and grow margins
• Monitor market changes and make necessary personnel, product mix, and product inventory changes as needed
• Facilitate supplier/sales team training, joint selling efforts with the sales team
• Develop product knowledge and collaborative supplier relationships
• Facilitate credit controls through the accounting department
• Develop and maintain customer contact with all major accounts

• Monitor competition, economic indicators, and industry trends.
• Works with sales, design, customer service, technical service, and operations to clear obstacles and ensure a high level of service excellence to customers

• Customer service begins inside - We serve our colleagues with excellence so we can serve our customers with excellence.
• Get it right the first time - We are reliable, thorough, practice active listening and pay attention to detail to ensure the best results.
• Philosophy of velocity - Our responsiveness and speed to market give us the competitive edge.
• Personalized Service - We go beyond what the customer expects, understand what they are going through, and anticipate their needs to make their interaction with us the best experience of their day.
• Act like an owner - We are empowered to protect, cultivate, and grow our business responsibly.
• We can’t stop learning - We know our stuff, embrace change, and relish feedback.

• Demonstrated leadership ability in all aspects of sales leadership
• Successful experience selling custom-manufactured and/or distribution products to general manufacturers, food processors, or ecommerce companies (Preferred)
• Successful experience in monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behavior with performance expectations
• Proven experience hiring and developing top-tier sales reps
• Successful experience utilizing a sales pipeline/CRM to manage team sales tasks, pipeline, and closing

• Strong written and oral communication skills
• Strong time management, qualification and negotiation skills
• Ability to accurately forecast future sales volumes