Sales Manager

All jobs at Southern Champion Tray (SCT) require Team members to act in accordance with the shared Core Values & Operating principles of the company as they perform specific job functions. These include:

• Trustworthy - We strive for our actions to match our words in all our relationships.
• Servant - Hearted - We enable and empower our team to serve the needs of customers, Team members, suppliers and the community.
• Relational - We aim to build healthy relationships while fostering and environment that promotes compassion, balance, and personal and professional growth.
• Resourceful - We value strategic insourcing, first looking to create solutions internally, and then looking to apply that knowledge to future opportunities.

PRIMARY RESPONSIBILITY:

The Sales Manager is a key, strategic member of the Leadership Team responsible for driving revenue that results in profitable growth for a leading manufacturer of consumer-based, retail paper packaging products. Successfully initiates, communicates, and executes the sales strategy fueled by a strong customer understanding aimed at growing and sustaining B2B local and national strategic accounts. This role is trusted with leading, empowering, coaching and motivating a high-performing sales team and Sales Support that will result in increased market share through new business development and growth within current portfolio of accounts while consistently championing the company culture.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Develops and executes overall sales and marketing strategy including short and long-term growth plans for retail, custom print packaging that optimize capabilities of both conventional and digital print technologies with a rapid service model and custom capabilities.
• Oversees the management of the sales pipeline from lead generation through on-boarding of new business for a team of experienced sales professionals and industry experts.
• Motivates and guides sales team to achieve sales goals including new business development and growth of existing business while consistently seeking opportunities to improve margins; development of strong comprehensive packaging expertise, and a solutions focused approach;
• Leads sales team in identifying unique value propositions for various market segments and sales channels; supports the development of strategic business plans focused on a specific territory and/or specific customers; utilize subject matter packaging experts as part of a consultative, solutions-based approach to help demonstrate creative outcomes that optimize SCT's value proposition and competitive advantage.
• Develop a structured and effective sales and targeted account process supported by the Customer Relationship Management (CRM) software, prospecting tools and automation; ensures team is optimizing tools and automation to execute including the use of custom reporting and dashboards to communicate with the team and upper management.
• Drive the development of the marketing strategy focused on the unique target markets within the consumer, retail packaging sector; collaborates with Corporate Marketing to ensure effective implementation including website content, social media presence, trade show advertising, branding, etc.; partner with Marketing team in the development of creative assets.
• Identifies and develops annual trade show schedule; consistently monitors effectiveness of each show, ROI and reports results to help inform future decisions.
• Partners with Production, Customer Service, Estimating and Scheduling to help communicate the needs and expectations of customers; collaborates with Quality Management team to ensure customer complaints are addressed promptly and resolved fully.
• Consistently seeks opportunities to drive efficiencies and improvements across internal systems, processes and procedures that directly or indirectly impact customers; collaborates with internal partners to develop and implement solutions while ensuring alignment to overall sales strategy.
• Consistently gathers and evaluates sales campaign results and customer feedback to support changing needs; actively monitors and assesses the competition, industry trends and market conditions to inform strategic decisions.
• Provides ongoing feedback, training and coaching to drive desired behaviors and high-performance; conducts annual performance reviews including the development of sales goals and objectives.
• Partners with People Business Partner to provide comprehensive onboarding and training for new team members, as well as the ongoing development of team members for future roles.

EDUCATION and/or EXPERIENCE

• Bachelor's degree in Business, Marketing or related field required
• Minimum 5 years of B2B Sales experience within the Consumer Packaged Goods industry
• 3+ years experience leading an experienced sales team
• Experience in manufacturing, paper packaging, print production or closely related field is required; folding carton industry experience is preferred
• Proficient in MS Office and CRM / Sales Software systems
• Flexibility to travel approximately 30%

AUTHORITY: Must have the ability to lead people to execute the demands of production departments efficiently and to respond to oral instructions from his/her supervisor and other written instructions

LANGUAGE SKILLS: Must have the ability to read and understand documents, letters, etc. and write legibly in English. Must be able to understand and speak clearly, communicate, and understand directions in English as needed.