Sales Manager

SUMMARY

The Sales Manager will assist in managing and promoting the corporate vision, mission statement and core values. The Sales Manager will drive the company’s achievement of its customer acquisition and revenue goals; manage the personnel, activities and budgets of the sales department. Assist in maintaining effective communication between sales, design, customer service, production and shipping. Provides sales team members with the appropriate coaching, training, tools, and direction to enable their success.

ESSENTIAL DUTIES AND RESPONSIBILITIES

I. Lead the Sales Team to Achieve Corporate Goals

A. Develop and achieve annual sales forecasts in support of the Company’s overall sales strategy, objectives, and growth initiatives.

B. Lead the sales team in achieving revenue, gross margin, profitability, and customer retention.

C. Develop and implement pricing strategies that support sales growth and profitability while remaining competitive within the marketplace.

D. Monitor sales performance and key performance indicators, identify opportunities and challenges, and take appropriate action to achieve established goals.

E. Establish clear sales expectations, priorities, and performance standards for Account Managers.

II. Build and Maintain an Effective Sales Team

A. Recruit, select, onboard, coach, and develop Account Managers to build a high-performing sales organization.

B. Ensure Account Managers are fulfilling the roles and responsibilities outlined in their job descriptions and meeting established performance expectations.

C. Provide regular coaching, feedback, and performance guidance to Account Managers.

D. Identify opportunities for professional development and provide resources to improve sales effectiveness.

E. Conduct regular sales team meetings to communicate priorities, review performance, share opportunities, and address challenges.

III. Manage the Quality and Effectiveness of Sales

A. Maintain and manage an accurate sales funnel and pipeline to support forecasting and future business growth for each sales representative.

B. Monitor sales activity, new and existing business opportunities, and Account Manager performance to ensure adequate focus on new business development and existing customer growth.

C. Monitor aged inventory and work with the appropriate teams to develop strategies to reduce and prevent excess or obsolete inventory.

D. Review customer and product profitability and identify opportunities to improve margins and overall business performance.

E. Partner with internal teams to ensure customer needs are met and sales commitments align with operational capabilities.

IV. Develop and Execute Marketing and Business Development Strategies

A. Oversee and evaluate market research and adjust sales and marketing strategies to respond to changing market conditions, customer needs, and competitive activity.

B. Identify opportunities for new business, market/industry expansion, and growth within existing accounts.

C. Establish and maintain strong relationships with key customers, vendors, and strategic partners.

D. Represent the Company at events, customer meetings, trade associations, and other business development activities as appropriate.

E. Maintain a strong understanding of industry trends, competitive activity, customer needs, and market opportunities.

V. Customer and Business Relationship Management

A. Develop and maintain strong relationships with key customers and serve as an escalation point for significant customer concerns or opportunities.

B. Participate in customer visits and strategic account reviews as appropriate.

C. Work collaboratively with internal departments to resolve customer issues and improve the overall customer experience.

VI. Performs Other Duties

A. Performs other related duties and responsibilities as assigned.

QUALIFICATIONS

• Minimum of five (5) years of direct sales experience, preferably calling on B2B prospects who utilize corrugated packaging.
• Previous sales management experience preferred.
• Demonstrated ability to develop and manage sales forecasts and achieve revenue and profitability goals.
• Experience with pricing strategy, customer profitability, sales pipeline management, and business development.
• Experience recruiting, developing, coaching, and managing sales professionals.
• Working knowledge of profit and loss statements and key financial performance indicators.
• Strong business acumen with the ability to understand financial information and make sound business decisions.
• Excellent interpersonal, communication, negotiation, and relationship-building skills.
• Strong time management, organizational, planning, and prioritization skills.
• Strong analytical and problem-solving skills with attention to detail.
• Ability to travel to customers, attend meetings, and participate in events.
• Proficient in Microsoft Office, including Word, Excel, Outlook, and PowerPoint.

SUPERVISORY RESPONSIBILITIES

• Has direct reports

EDUCATION

• Bachelor’s degree preferably in related business or a minimum of seven years related experience in the corrugated industry.

PHYSICAL DEMANDS 

• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.