Position Summary

The Division Sales Manager reports to the Director of Sales and is responsible for the sale of packaging materials and related supplies within assigned selling areas to meet the Divisions sales and profit goals. The Division Sales Manager would be responsible for the supervision of field sales, product inventory, product distribution, administration in coordination with other company sales and service activities for efficient operations within approved budget.

Position Responsibilities

• Recommend annual sales forecast and plans and recommend forecast revisions and updates as required or requested to meet changing market conditions
• Responsible for assisting in the development of the division’s sales plans and forecasts and must be a key part of achieving such plans and forecasts
• Direct the selling activities within assigned division
• Coach & motivate sales staff to achieve peak performance
• Manage and direct field sales work force through evaluations of individual and departmental performance against sales plans and provide for improved performance through follow up and personal counseling
• Responsible for holding weekly, monthly, quarterly, and yearly performance reviews of all sales staff
• Responsible for maintaining pipelines to ensure qualified and accurate information is in Pipedrive
• Prepare and present quarterly assessments of the sales team to the executive leadership at corporate
• Review weekly/monthly the Gross Profit Report, MITS and the Monthly Sales Report
• Maintain knowledge and trends in the packaging sales industry
• Maintain operational compliance with corporate policies, practices, procedures, and government regulation
• Lead role in the development of contract negotiations strategy, pricing strategy, and customer presentations for key opportunities
• Approve deviated cost and special pricing according to current pricing procedures
• Develop sales strategies, tactics and techniques based on the feedback of the customer and market environment
• Create and develop personal relationships with division key customers that lead to customer back innovation, and sustainable differentiation through products, services, and collaboration
• Partner and work effectively with cross functional and cross divisional corporate management and support teams
• Maintain a strong working relationship with operations teams, particularly purchasing and logistics, to meet customer quality and performance, pricing and terms, and delivery commitments to maintain customer goodwill and support continuing selling activities
• Assist in preparation of annual company budget
• Direct all activities of assigned operations within approved budgets and analyze and report performance variances monthly or as requested
• Determine that continuing communications with company other sales and service activities work in cooperation and toward a common goal of maximum exploitation of the potential sales market
• Maintain all assigned sales buildings, grounds, equipment, including over the road vehicles, in a manner that complies with all company safety and good housekeeping practices and federal legislation concerning their use within budgeted parameters
• Ride with sales reps a minimum of 2-3 days per week and ride with all new sales reps at least 2 times per month to ensure continual coaching, evaluating, and mentoring

Accountability

• Primary accountability for the achievement of annual division sales and profit forecasts as stated in annual budgets and plans
• Shared accountability for the achievement of annual company sales and profit forecasts as stated in annual budgets and plans with other sales and other company operations

Essential Skills and Experience

• Bachelor’s degree in related field
• PC proficient in Windows-based programs and the internet
• Must be a self-starter, highly motivated and be able to work independently with minimal supervision
• 7 or more years of business-to-business sales experience in packaging, industrial products, or freight industries