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Coating Sales Manager

Smurfit Kappa

This is a Contract position in Forney, TX posted August 29, 2021.

Develop and implement the strategic sales plan in line with profit objectives, oversees the implementation of the Sales strategy in alignment with the overall strategy for SKNA.

Primary Duties

  • Develop a long term sales strategy and goals to retain profitable accounts whilst targeting new customers, markets and new market segments (market positioning).
  • Technical Competency – Serve as water-base coated products subject matter expert for internal and external customers.
  • Product Development – Screen through prospective opportunities to determine the viability in returns based on $/MSF contribution versus our and our customers’ capabilities. Spearhead coated product development projects from ideation through commercialization.
  • Sustainability Focus – Network with industry experts, research, study, and stay connected to new coating technologies with sustainable packaging benefits in line with various industry standards such as Fibre Box Association protocols, ISO, GFSI, GMP and others.
  • Manufacturing Knowledge – Competency in corrugating and converting box plant operations and other folding carton manufacturing operations to understand the limitations of how our products can best be used in the manufacturing of packages. Familiarity of printing and gluing effects on coated surfaces.
  • Personally prospect and maintain pipeline of Single Sales Objectives (SSO’s) using Serve as the primarily sales leader who hunts for new opportunities and farms existing accounts.
  • Implement strategic plans with his/her team to improve company’s revenue and margins.
  • Identify, maintain and develop relationships with contacts with potential & existing customers and agents to improve customer satisfaction (oversee customer surveys etc.).
  • Excel in initiating, developing, and strengthening personal relationships of varying levels of an organization from machine operators to executives. Be effective in handling national account level relationships of large corporations with multiple locations to independently owned companies.
  • Continuously monitor and review margin development (spread, contribution) of our customer base with his/her team.
  • Lead pricing strategy to optimize margins and to ensure that company policies are adhered with regards margin management. Maintain, enhance, and eventually automate pricing quotation process and price matrix management.
  • Define KPIs with team and monitor action plans to achieve set out objectives (spread, contribution), ensure timely follow up and delivery monthly reports to General Manager.
  • Supervise and continuously develop professional excellence in customer service team on day to day customer interactions.
  • Ensure that the entire team works towards common goals and objectives.
  • Promote, maintain, and inspire a positive work environment of trust, respect, and support for all internal/external customers, and staff by adhering Company policies & standards.
  • Monitor credit terms of customers and actively work with sales team & finance to mediate against any potential financial risks.
  • Manage the routine (daily, weekly, monthly etc.) reporting activities set out by Senior Management.
  • Ensure that those employed in the sales function continuously enhance their knowledge and skills (learn new tools & knowledge made available throughout the multinational Group), encourage their development.
  • Oversee that cross training & knowledge sharing takes place among the team.
  • Carry out periodic reviews on what works and doesn’t work within the function & process and define solutions.
  • Review, on a regular basis, procedures and processes within the sales function with other members of the plant’s management team (Production, Quality, Logistics, Finance, etc.) to ensure the function is delivering what is required in an effective proactive manner.
  • As a member of the management team assist in the development of the plants business strategy, plans and budgets.
  • Advise, in the first instance, the General Manager at the earliest opportunity of any concerns he/she may have concerning the sales performance of the business and/or its processes and, subsequently, advice his/her functional superior as appropriate.
  • Carry out periodic reviews with General Manager on what works and doesn’t work in Sales within the region and defines solutions.
  • Ensure contingency plans are in place for all top customers and are trialed & tested.
  • Strive for best in class sales function within the Industry / Set the Industry Standard, adapting new ideas, concepts from other industries.
  • Visit the work area frequently to ensure compliance, and discusses safety issues with team. Explain to team that safety excellence is expected and is a requirement of employment. Encourage the team to report incidents, near-misses and unsafe conditions. SKNA employees regardless of level, position or tenure are responsible for upholding the safety standards regulations and policies.
  • Keep up to date on new developments, learning & development (CPD).
  • All other duties as assigned.

Job Qualifications

  • Fluent in English
  • Bilingual in Spanish, preferred
  • Bachelor’s degree (business, finance, or technical field)
  • 10+ years’ experience in sales and leading teams of sales people
  • Strong financial knowledge and expertise
  • Excellent interpersonal & communication skills (verbal and written), dealing with individuals at all levels; comfortable to represent the company in the best possible light, using various means of communication (presentations, customer briefs etc.)
  • High energy, with the ability to work in fast-paced environment
  • Proven leadership skills and ability to motivate & develop both senior and junior sales people
  • Proficient in Microsoft Office (advanced excel), CRM (of advantage)
  • Self-motivated and committed individual, strong work ethic
  • Excellent analytical skills, methodical approach and commercial acumen

About Smurfit Kappa

Smurfit Kappa is a FTSE 100 company and one of the leading providers of paper-based packaging in the world, with operations in 23 European countries and 12 countries in the Americas.

EEO Statement

Smurfit Kappa is an equal opportunity employer and does not discriminate against any employee or applicant for employment because of race, color, sex, pregnancy, religion, national origin, ethnicity, citizenship, sexual orientation, age, marital status, disability, genetic information, status as a Vietnam Era, disabled veteran, special disabled veteran, Armed Forces Services Medal Veteran, recently separated or other protected veteran. Smurfit Kappa also complies with all applicable state, federal and local laws, regulations and ordinances prohibiting discrimination in places where Smurfit Kappa operates.

Our vision is to be a globally admired business, dynamically delivering secure and superior returns for all stakeholders.

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