Field Sales Manager

Field Sales Manager

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 Field Sales Manager is responsible for working alongside the Sales Manager to develop new business relationships, expand current customer relationships, and train sales representatives to facilitate new product ideas and designs based on customer needs. The Field Sales Manager proactively and creatively sells packaging and design solutions to address customer's business needs.

Principle Accountabilities :

• Review and prepare sales plans and programs based on a strong understanding of PCA product and service offerings in order to support client business solutions.
• Develop solid working relationships with each customer's account representatives and understand the customer's business and operation to identify additional revenue opportunities for PCA products.
• Set goals and develop strategies with the Sales team within an assigned territory and / or account with new or existing business. Review goals and strategies with the Sales Manager and have specific development plans in place to support the sales cycle and identify opportunities for improvement.
• The Field Sales Manager and the Sales Manager will work together to build a strong sales team including recruiting and developing high caliber sales talent providing guidance and training for Sales Representatives.
• Understand the business of the assigned customer and exercise creativity in offering PCAs products as business solutions to retain existing business or earn new business.
• Identify and solicit new customers, establish buying cycles, investigate and validate business needs, demonstrate PCA value added to business, negotiate sales agreement, close and sign contract, and follow up after order fulfillment.
• Conduct sales forecasts, determine price quotes, prepare account contracts, negotiate pricing, scheduling and delivery, and maintain sales agreements with customers to achieve or exceed sales profit and volume goals.
• Support the ultimate customer experience with by working with associates in sales, production, customer service, shipping, scheduling, and / or accounting and the plant leadership team to drive results.
• Conduct overall account management, which includes maintaining accurate company records on current customers and ensure that information is available and accurate in the Cash Flow Management (CFM) applications, credit applications, forecasts, budgets, and credit collections from delinquent accounts.
• Prepare and analyze sales data and reports, review findings with the Sales Manager.
• 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 :