Inside Sales - Packaging

The vision of SouthernCarlson is to develop strong business relationships so we understand our customers' individual needs and provide the best possible service to improve our and their profitability.

The Inside Sales Representative – Packaging is responsible for driving revenue through proactive outbound sales while managing and growing a book of packaging customers. This role focuses on selling packaging products and solutions that support customer operations, efficiency, protection, and cost control. Success is measured by new customer acquisition, account growth, retention, and margin performance.
This is a true sales role requiring cold calling, opportunity development, and ownership of customer relationships—not order taking.

Essential Duties & Responsibilities
New Customer Acquisition

• Proactively prospect and cold call purchasing managers, operations leaders, plant managers, and buyers.
• Identify packaging opportunities tied to shipping, material handling, product protection, and operational efficiency.
• Develop and convert new packaging accounts through consistent outbound activity and follow-up.
• Build and manage a qualified sales pipeline within the ERP/CRM system.

Account Management & Packaging Growth

• Own and grow a defined book of packaging accounts as the primary customer contact.
• Expand wallet share by selling across packaging categories (corrugated, stretch film, shrink film, strapping, tape, protective packaging, and related supplies).
• Identify opportunities to replace spot buys, standardize SKUs, reduce freight damage, and consolidate customer spend.
• Reactivate inactive accounts and prevent account erosion.

Sales Execution

• Prepare, present, and close packaging quotes with speed and accuracy.
• Recommend alternative materials or packaging solutions to improve cost, performance, or sustainability.
• Negotiate pricing within approved guidelines, focusing on value and total cost, not just unit price.
• Accurately enter orders and manage the order lifecycle from quote to shipment.
• Track open orders, backorders, and critical items to support customer operations.

Customer Experience & Problem Solving

• Respond quickly to customer needs related to availability, lead times, and packaging performance.
• Coordinate with purchasing, operations, and suppliers to resolve supply chain or delivery challenges.
• Provide proactive communication on order status, substitutions, and lead times.
• Resolve service issues with urgency, ownership, and accountability.

Reporting & Performance

• Maintain accurate account, opportunity, and activity records in the ERP/CRM.
• Meet or exceed sales, margin, and new account targets.
• Continuously build packaging product knowledge and application understanding.
• Stay informed on vendor programs, material changes, and market trends impacting packaging.

Minimum Education & Experience Requirements

• High School Diploma or GED required.
• 2 years of inside sales experience, preferably in packaging, distribution, manufacturing, or B2B sales.
• Experience selling to manufacturing, distribution, or fulfillment customers strongly preferred.

Knowledge, Skills & Abilities

• Strong outbound calling skills with confidence engaging purchasing and operations decision-makers.
• Working knowledge of packaging materials and applications preferred.
• Ability to prioritize urgent, time-sensitive customer needs.
• Results-driven, competitive mindset with accountability to revenue and margin goals.
• Excellent organization, follow-up, and multitasking skills.
• Clear, professional verbal and written communication.
• Proficiency with ERP/CRM systems and Microsoft Office (Outlook, Excel, Word).
• Bilingual Spanish is a plus.

What Success Looks Like

• Consistent outbound activity generating new packaging customers.
• Growth in average account size, SKU penetration, and packaging program adoption.
• Strong customer retention driven by responsiveness and solution-based selling.
• Hitting revenue and margin targets—not just processing orders.

SouthernCarlson, Inc. is an equal opportunity at will employer and does not discriminate against any employee or applicant for employment because of age, race, religion, color, disability, sex, sexual orientation or national origin.