WestRock

Description & Requirements

WestRock (NYSE :WRK) is a global leader in sustainable paper and packaging solutions. We are materials scientists, packaging designers, mechanical engineers and manufacturing experts with a shared purpose: Innovate Boldly. Package Sustainably. Guided by our values of integrity, respect, accountability and excellence, we use leading science and technology to more fiber-based packaging forward.

The Opportunity: As the Sales Manager, you will manage and lead the sales team to generate revenue and volume growth by providing differentiated consultative service and strategic value to customers. 

The Sales Manager is responsible for managing the productivity of the sales team and ensuring that all representatives are focused on customers’ needs and bringing to bear broad market knowledge of corrugated packaging, technical savvy, and consumer insights. 

The Sales Manager trains and coaches sales representatives, supports the Business Unit Sales Manager to establish goals, direction, and standards of contact with customers for the business unit, and provides continuous support to the customers, plants, Sales Representatives, and leadership. 

How you will impact WestRock:

• Lead the sales team to exceed volume and profit goals through new account development, growth in existing accounts, and margin improvement initiatives
• Develop the sales strategy for the business unit in partnership with the Business Unit Sales Manager to articulate the strategic goals and direction of the business unit
• Develop processes, people, training, and tools to implement the business unit strategy, aligning activities and KPIs to strategic goals and objectives
• Manage the sales team to develop and maintain a sufficient prospect pipeline to meet volume growth objectives and drive results
• Lead the sales team to identify, close, develop, and grow strategic accounts 
• Develop pricing and sales strategies for each target account in partnership with Sales Representatives and Pre-Pricing Specialists by analyzing data to ensure that

strategic pricing recommendations align with the requirements of the business unit, profitability goals, and plant production capabilities 

• Negotiate large customer contracts and support the development of formal agreements in partnership with Sales Representatives, Management, and Legal
• Manage pipeline through monthly sales meetings and cadence calls with Sales Representatives
• Assist with development of annual budget and monthly forecasts
• Conduct monthly performance review meetings with direct reports to assess performance, identify and remove obstacles, and discuss opportunities for growth and development
• Mentor and train sales team to develop capability around industry knowledge, relationship development, systems, tools and processes
• Onboard, train, and coach new team members to enable them to quickly become productive and effective
• Retain top talent and keep them motivated, engaged, and continuously building their capability

What you need to succeed:

• High School diploma or G.E.D., Bachelor’s degree preferred
• Must have minimum of 5 years of sales experience, manufacturing industry or corrugated industry preferred; 5 years of sales leadership is preferred
• Must have documented history of achieving and exceeding sales objectives 
• Proven track record of leadership and decision-making skills to achieve goals and objectives 
• Strong written and verbal communication skills 
• Demonstrated ability leveraging order entry systems, CRM tools (e.g. Salesforce), and reporting systems

WestRock is an Equal Opportunity Employer. We strive to create and maintain a diverse workforce where everyone feels valued, respected, and included. WestRock does not discriminate on the basis of race, color, religion, national origin, sex, age, disability, veteran status, sexual orientation, gender identity, or any other basis protected by federal, state or local law.