Sales Manager - Containerboard

The Manager of Containerboard Sales plans, develops, manages and implements strategic and tactical sales plans and goals.  The Manager of Containerboard Sales possesses overall responsibility for maintaining and expanding sales for geographic location and/or products, delivering practical market insights, and developing and implementing tactical sales plans for the business including development of leads, customer needs, competitive strategies and customer retention. 

PCA’s containerboard sales group is responsible for linerboard and corrugating medium order processing and supply to our corrugated plants, to outside domestic customers, and to export customers.  These personnel also coordinate and execute all containerboard trade agreements with other containerboard manufacturers.  The Manager of Containerboard Sales is responsible for maximizing sales and increasing profit margins through strategic planning. 

Using his/her knowledge of PCA products and services the Manager of Containerboard Sales is expected to identify business opportunities with current customers and identify new customers within the assigned region.  The Manager of Containerboard Sales 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 Manager of Containerboard Sales must exercise discretion realizing that his/her interactions with co-workers and customers must be in accordance with PCA policies and ethics.  The Manager of Containerboard Sales is responsible for business and financial performance goals and results and is expected to make decisions that fit within budgeted parameters and performance objectives.

Principle Accountabilities: 

• Responsible for developing and implementing sales strategies and maintaining a knowledge base of products.
• Responsible for delivering practical market insights and developing and implementing tactical sales plans including development of leads, customer needs and competitive strategies.
• Research new customer opportunities and provides accurate data as input for sales plans.  Understands product advantages and disadvantages as it relates to customer and PCA corporate requirements.
• Keeps up to date on industry pricing trends and monitors competitive pricing in the area
• Coordinates sales activities with sales director, customer service and mill scheduling manager.
• Contributes to commercial excellence by understanding CBS sales directives, executing pricing strategies, while providing value to business models.
• Meets with customers regularly to develop and foster relationships, promote sales and customer retention.
• Contributes to the implementation of pricing strategies. Assists the sales director with the implementation of business strategies within the sales and containerboard sales team.
• Implements and maintains monthly sales forecasts to plan, track and adjust to monthly, quarterly and yearly sales production objectives.
• Responsible for overall account management, which may include record keeping, credit review, forecasts, budgets and credit collections from delinquent accounts.  
• 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 expectations 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.
• Performs other duties and responsibilities as assigned.

Position Requirements:

• Education equivalent to a bachelor’s degree required.  Degree in business preferred.
• Ten (10) years of direct sales experience in corrugated/sheet product, packaging industry and package design.
• 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) and AS400. 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.