Clearwater Paper Corporation

  • Senior Account Executive - The Carolinas

    Req No.
    2018-3490
    Location : Location
    US-VA-Richmond
    Additional Locations
    US-NC-Charlotte
    Category
    Sales/Marketing
  • Overview

    At Manchester Industries, a Clearwater Paper Company, we provide unparalleled service and the best solutions in Paperboard Sales, Sheeting, and Distribution.  Since 1978 we have helped our customers meet the daily demands of the commercial printing, publishing, point of purchase display, specialty packaging, and folding carton industries.

     

    Through innovation and continual improvement in precision converting technology, we provide prime paperboard grades from leading mills to paper merchants and packaging companies. With vast inventories at Manchester’s 5 strategic locations: Virginia, Pennsylvania, Indiana, Michigan, and Texas, we maintain 14 precision sheeters, 9 guillotine trimmers, 4 carton packing lines, and 2 slitter rewinders within 450,000 combined square feet of manufacturing and warehousing space. 

     

    The goal of Manchester Industries is to provide an exceptional service platform with our staff of committed employees.  Through working with customers and suppliers together, we are able to find profitable and proficient solutions in this ever-changing marketplace.

     

    Join us as a Sr Account Executive in Sales by driving and meeting established territory sales and profitability objectives set by our leadership team. Leverage your business and industry savvy by ensuring timely and accurate administrative reporting and territory management, building and developing a sound customer base and ensuring our footing in the industry. 

    Responsibilities

    Develop and assist in directing territory sales team to meet established sales and profitability objectives set by management.  Timely and accurate administrative reporting and territory management is required. Enhances territory sales staff accomplishments and competence by planning delivery of solutions; answering technical and procedural questions for less experienced team members; teaching improved processes and  mentoring team members At all times the individual must act in a highly ethical and professional manner.

     

    Territory Management

    • Territory lead on pricing working with Director of Sales and Business Analyst in territorial pricing and specific customer proposals for individual accounts and assist in major RFP’s within territory.
    • Develop and achieve established sales objectives for personal accounts and assist sales representatives in accomplishment of sales objectives.
    • Stay current on all industry product knowledge; keeping customers abreast of changes. Industry recognized technical expert supporting customers and growth in market.
    • Provide guidance and solutions to Marketing and Promotional needs within assigned territory.
    • Assists territory sales team in answering customer inquiries and resolving customer complaints.
    • Sell paperboard products and services in assigned territory.
    • Execute regular customer visits to support sales objectives and customer requirements.
    • Drive growth at strategic accounts by studying existing and potential sales.
    • Prospect for new accounts, develop and drive new business development opportunities.
    • Provide industry and product expertise to assigned customers to support their success.
    • Utilize marketing personnel and support materials to generate incremental and new business opportunities. Promote Converting Solutions Team customer visits, support, and manufacturing assessments to target accounts. 
    • Submit timely Competitive Information Reports by gathering current information on pricing, products, new products, delivery schedules, and changes within the market.
    • Utilize Microsoft CRM for contact management information, input sales calls and other important information.
    • Strengthen involvement in solving problems and improving communication between operations, customer service and sales.

    Product Profitability

    • Monitor customer profitability levels and lead execution of improvement initiatives.
    • Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies. Shares information with territory sales and company.
    • Maximize volume and price opportunities within territory or segment.
    • Manage customer mix and sales mix to maximize short and long-term profitability by delivering on objectives as coordinated with director of sales.
    • Support product improvement or new product development efforts led by the Director of Sales.
    • Evaluates opportunities to increase utilization of under-utilized production assets.

    Operations Support

    • Work closely with sites on all customer and quality activities (i.e. complaints, Market Information Requests, customer visits and communications).
    • Participate on schedule sales and operational conference calls as needed.
    • Work closely with Customer Service Representatives to ensure total customer satisfaction.

    Cost Management

    • Exercise responsible spending with regard to travel and entertainment to maintain budget.
    • Utilize corporate travel to maximize travel expense value.

    Qualifications

    Education/Experience:

    • Bachelor’s Degree in Business, Marketing, or other Technical field required.
    • Minimum 5 years of paperboard industry or packaging experience required.
    • Past sales experience in the paperboard or related products desirable.
    • Excellent written and verbal communication skills.

    Skills/Abilities:

    • Excellent verbal and written communication skills.
    • Strong presentation skills
    • Good understanding of quality systems and manufacturing required.
    • Strong proficiency in Microsoft Excel, and PowerPoint.
    • Intermediate proficiency in Microsoft Word

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