Sales Representative

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.

• Conduct the necessary research and information gathering to identify and develop new customer relationships, including sales calls with potential customers to propose customer-focused PCA business packaging solutions.
• Maintain solid working relationships with each customer's account representative(s) and have a strong understanding of the customer's business and operations to identify additional revenue opportunities for PCA products.
• Ensure existing and prospective customers are familiar with all PCA products, services, and new products, including creative uses for PCA products, in order to secure new business, satisfy existing customer needs and expand existing business.
• Execute sales plans and achieve sales goals within an assigned sales territory and/or account with new or existing business.
• Coordinate with the design team to articulate customer needs to improve existing product design or develop new product design(s); review market trends to recommend development of new products.
• Review opportunities, problems, and the efficiency of existing procedures with the sales manager and recommend opportunities for improvements.
• 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, including maintaining accurate company records on current customers and ensuring that information is available and accurate in the Cash Flow Management (CFM) software and related customer profiles and competitor information.
• Participate in plant marketing strategies and prepare sales forecasts.

• 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.
• Able to work in a fast‑paced, deadline‑oriented environment, prioritize assignments, and handle multiple tasks.
• Able to travel to various locations routinely and possess a valid U.S. driver's license.

• Education equivalent to a bachelor’s degree in business or operations strongly preferred.
• Valid driver’s license and a good driving record for the last three years in order to qualify for a company vehicle or vehicle reimbursement.
• Previous customer‑focused selling experience, preferably in the manufacturing industry.

• Strong communication skills with the ability to communicate effectively with new people.
• Strong interpersonal skills with the ability to network and build relationships with individuals of various experience and corporate levels both within and outside 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.
• Able to work flexible hours or overtime as needed.
• Strong problem‑solving skills with the ability to create alternative solutions and meet deadlines.
• Strong listening, evaluating, and problem‑solving skills.
• Strong organizational skills with the ability to handle numerous details, deadlines, and requests.
• Previous…