Job Description
Opportunity Summary:
The Sales Representative is responsible for successfully managing existing customer accounts and establishing new opportunities to achieve annual sales objectives. This involves managing current customer relationships, prospecting and engaging new customers, partnering with management to complete budget planning, working with the Area Operations teams to understand and sell open machine capacity and value-added services, and supporting cross-functional teams to ensure sales strategy execution.
How you will impact WestRock:
The Sales Representative is responsible for successfully managing existing customer accounts and establishing new opportunities to achieve annual sales objectives. This involves managing current customer relationships, prospecting and engaging new customers, partnering with management to complete budget planning, working with the Area Operations teams to understand and sell open machine capacity and value-added services, and supporting cross-functional teams to ensure sales strategy execution.
How you will impact WestRock:
- Define overall account vision, ‘Play to Win’ and account growth plan for targeted customers by aligning market trends and customer needs with WestRock solutions
- Identify pricing dynamics within accounts to inform WestRock commercial decisions
- Effectively articulate sales vision and strategy to identify leads on new opportunities, manage prospects and develop a robust sales pipeline
- Meet or exceed individual budgeted and volume sales goals to contribute to the organization’s annual targets objectives
- Effective utilization of CRM system (Salesforce.com) to manage opportunities & pipeline on a consistent basis
- Ability to navigate within customers organizational structure and build relationships at multiple levels
- Manage contractual relationships and negotiate multi-year contracts
- Deliver results by executing on weekly, monthly, quarterly, and annual sales targets
- Drive Commercial Excellence to exceed Area volume and profit goals through new account development within targeted segments, growth in existing accounts, margin improvement plans and enterprise sales support
- Utilize internal resources to leverage knowledge of market trends and competition
- Monitor profitability levels to track progress against budgeted targets and analyze monthly financial summaries
- Understand market dynamics and business drivers that define long-term commercial strategies and have an impact on Area and develop strategies to reach company objectives
- Develop working relationships with other WestRock facilities to create opportunities for additional revenue streams across the enterprise capabilities
- Seek and qualify prospective customers in accordance with Sales strategy
- Collaborate with cross-functional teams to ensure effective execution of the overall Sales strategy
- Collaborate with cross-functional teams to identify value add opportunities to improve margins
- Manage customer engagement through the sales lifecycle to ensure contractual obligations are met and to enable customer satisfaction
- Bachelor’s degree
- 5+ years business-to-business (B2B) Sales experience (Manufacturing/service industry preferred)
- 5+ years of related experience in sales execution and pipeline management
- Ability to drive results by influencing others within different functions
- Ability to create and deliver engaging presentations to internal and external audiences
- Demonstrated sales competence and financial acumen
- Microsoft Office – Excel, Outlook
- Experience with Salesforce.com
- Reporting tools such as Power BI, QlikView
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