Sales Manager - National Accounts

As a Fortune 500 company, Packaging Corporation of America (PCA) is an ideas and solutions company.  Our corrugated packaging business seeks to be the leader in helping our customers — large and small — package, transport and display products of all kinds.  Our white paper business delivers Paper With Purpose by providing the highest level of customer service and operational excellence.  We have approximately 15,000 team members in more than 100 locations in the United States that strive to meet the local needs of our customers.  Our mission is to serve the needs of our customers, today and tomorrow, with products and services that exceed expectations for performance and environmental responsibility.

People • Customers • Trust

The National Accounts Sales Manager is responsible for executing the national sales strategy to develop and secure an increased volume of profitable sales for PCA.  This includes developing new business relationships, expanding current customer relationships, and facilitating new product ideas and designs based on customer needs.  Assigned customers with a national reach, the National Accounts Sales Manager is expected to provide support and follow up on quotations, maintain pricing records, and be responsible for quality and performance tracking.  The candidate is expected to be a liaison and foster positive working relationships between customers and PCA plants.

Principle Accountabilities:

•          Develop and execute effective sales plans and programs based on a solid understanding of PCAs product and service offerings and effectively translate them into client business solutions to exceed sales volume and margin goals.

•          Conducts the necessary research and information gathering to identify and develop new customer relationships including sales calls with potential customers to propose customer focused PCA business packaging solution.

•          Achieves sales goals and execute sales plans within an assigned sales territory and/or account with new or existing business.

•          Manage assigned national accounts including managing and maintaining price, quality and performance tracking, routing questions and conducting follow up on quotation requests or quality/service complaints.

•          Identify and solicit new customers and establish buying cycles, investigate and validate business needs, demonstrate PCA value add to their business, negotiate sales agreement, close and sign contract, follow up after order fulfillment.

•          Understand the business of the assigned national customer and exercise creativity in offering PCAs products as business solutions to retain existing customer or earn new business.

•          Provide support on RFPs and RFIs.

•          Conduct overall account management, which includes maintaining accurate company records on current customers and ensure that information is available and accurate, forecasts, budgets and credit collections from delinquent accounts.

•          Effectively communicate and route key information regarding inquiries, orders, servicing, sampling, design requests, order changes, and other matters to appropriate parties in order to maximize profitability.

•          Review monthly sales reports for customers and plants for sales performance tracking.

•          Conduct sales forecasts, review price quotes, review account contracts, negotiate pricing, and maintain sales agreements with customers to achieve or exceed sales profit and volume goals.

•          Resolve escalated customer service issues by working with the associates in production, customer service, shipping, scheduling and /or accounting as requested.

•          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 expectation 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.

Position Requirements:

•          Education equivalent to a bachelor’s degree required.  Degree in business preferred.

•          7 years’ experience in outside sales with a proven record of success.

•          Knowledge and experience in market analysis, cost estimating systems, pricing, negotiation, and packaging design encouraged.

•          Knowledge of corrugated / sheet product, sales, packaging industry and package design preferred.

•          Strong communication skills with the ability to communicate effectively with new people and solicit buy-in from various audiences.

•          Strong negotiation skills with the ability to create new business opportunities.

•          Strong listening, evaluating, and problem-solving skills.  Ability to create alternative solutions and meet deadlines.

•          Strong organizational skills with the ability to handle numerous details, deadlines, and requests.

•          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.

•          Able to work in a fast paced, deadline-oriented environment, prioritize assignments, and handle multiple projects and/or requests concurrently.

•          Must be able to travel as necessary and possess a valid U.S. driver’s license.

•          Previous experience working in a team environment preferred, or a strong understanding of the importance of open communication and information sharing among co-workers.

•          Computer skills commensurate with the position of a National Sales position.

All qualified applicants must apply at Careers.packagingcorp.com to be considered.

PCA is an Equal Opportunity Employer – Veterans/Disabled and other protected categories.