Packaging Corporation of America

Field Sales Manager

Packaging Corporation of America • $96K — $144K *
Burley, ID 83318In-Person
Manufacturing & Automotive
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree or equivalent; business degree preferred.
  • 7+ years of direct sales experience in manufacturing, preferably in corrugated or packaging industry.
  • Experience in coaching, training, and team building required.
  • Knowledge of market analysis, pricing, and packaging design essential.
  • Strong organizational and multi-tasking skills needed for a fast-paced environment.
  • Excellent communication and interpersonal skills to build client relationships.
  • Proficient in Microsoft Office and sales management software, experience with CFM preferred.

Responsibilities

  • Prepare and implement sales plans aligned with PCA offerings.
  • Build and nurture relationships with customer representatives to uncover new revenue opportunities.
  • Collaborate with the Sales team to set targets and review strategies with the General Manager.
  • Recruit and train high-caliber sales talent under the guidance of the General Manager.
  • Identify and connect with new customers to promote PCA products as solutions.
  • Conduct sales forecasts and negotiate pricing and contracts with clients.
  • Manage accounts to maintain accuracy in records and ensure timely follow-up after sales.

Benefits

  • Three weeks of paid vacation per year, pro-rated for the first year based on hire date.
  • Paid holidays observed throughout the year.
  • Eligible for medical, dental, and vision benefits within the first 30 days of employment.
  • Automatic enrollment in 401(k) plan upon hire, with employer matching contributions.
  • Life, AD&D, and disability coverages automatically provided upon hire.
Full Job Description
Position Summary:

The Field Sales Manager is responsible for working alongside the General 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 General Manager and have specific development plans in place to support the sales cycle and identify opportunities for improvement.
  • The Field Sales Manager and the General 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.
  • Field Sales Manager will be required to call on accounts directly.


Basic Requirements:
  • Education equivalent to a bachelor's degree required. Degree in business preferred.
  • Seven (7) years of direct sales experience in manufacturing. Corrugated/sheet product, packaging industry and package design experience preferred.
  • Previous experience in coaching, training, teambuilding, performance development, and conflict resolution preferred.
  • Knowledge and experience in market analysis, cost estimating system, pricing, negotiation, and packaging design.
  • Able to work in a fast paced, deadline-oriented environment, prioritize assignments, and handle multiple projects and/or requests concurrently.
  • Strong organizational skills with the ability to handle numerous details, deadlines, and requests.
  • Strong communication skills with the ability to communicate effectively with new people and solicit buy-in from various audiences.
  • Strong interpersonal skills with the ability to network and build relationships with individuals of various experience and corporate levels both within and outside of the company.
  • Solid financial and business operations analysis skills with the ability to identify opportunities for improvements.
  • Strong negotiation and persuasion skills with the ability to create new business opportunities.
  • Working knowledge of computer systems including experience with Microsoft Word, Excel, PowerPoint, Outlook, and other job-related software such as Cash Flow Management (CFM). Previous experience with sales databases preferred.
  • Strong listening, evaluating, and problem-solving skills. Ability to create alternative solutions and meet deadlines.
  • Must be able to travel as necessary and possess a valid U.S. driver's license.
  • Previous work experience as a member of a team, or a strong understanding of the importance of open communication and information sharing between team members.


COMPENSATION AND BENEFITS

  • Starting salary range for position: $96,000-$144,000
  • Bonus: Annual - Based upon individual contribution and overall, Company performance.
  • Paid Vacation: Three (3) weeks per calendar year. Pro-rata Vacation during the initial year of hire based upon start date within the calendar year.
  • Paid Holidays.
  • Within the first 30 days of employment, an employee (and their dependents) is eligible to enroll in certain benefit coverages -- medical, dental, and vision - and are automatically enrolled in life, AD&D, and disability coverages.
  • Upon hire, an employee is automatically enrolled in the 401k plan. The plan offers both pre-tax and Roth contribution options along with employer provided matching contributions
  • Disclaimer: The Compensation and Benefits information in this posting represents PCA's good faith and reasonable estimate of what it may pay for this position. The Company reserves the right to modify this information at any time, subject to applicable law.

About Packaging Corporation of America

Packaging Corporation of America (PCA) is the fourth largest producer of containerboard and corrugated packaging products in the United States. Our focus on a single line of business not only differentiates us from our major competitors, but also helps us achieve levels of operational excellence that are highly respected within the industry. A leader in integration, PCA converts approximately 83% of the containerboard it produces into finished corrugated containers for a broad base of both local and national accounts. With 2012 net sales at a record $2.8 billion and 8,600 employees, PCA produced 2.6 million tons of containerboard and shipped 34.7 billion square feet of corrugated products

**Packaging Corporation of America Careers**

Join the dynamic team at Packaging Corporation of America (PCA), a leading provider of packaging solutions, and be part of a company that values innovation, leadership, and diversity. At PCA, we offer a range of job opportunities that allow you to put your skills to work in a thriving environment that fosters growth and professional development.

Work You’ll Do

At PCA, you will collaborate with some of the most talented professionals in the industry. Our culture is built on a foundation of respect, integrity, and commitment, where each team member’s contribution is valued. Engage in work that makes a difference, not just within the company but also in the world of packaging solutions, driving sustainability and efficiency.

Innovate and Lead

Embrace the opportunity to lead projects that challenge the status quo and advance your leadership skills. PCA is at the forefront of packaging innovation, and by joining our team, you will play a pivotal role in shaping the future of packaging. Our leadership and diversity training ensure that you are equipped to make impactful decisions that promote inclusivity and creativity.

Career Growth and Development

PCA is committed to the career progression of our employees. Whether you are looking for a position straight out of college or are a seasoned professional, PCA offers career paths that help you achieve your ambitions. With our extensive training programs and networking opportunities, you can enhance your abilities and advance your career within the company.

Internship Programs

Start your career journey with PCA through our internship programs. Gain hands-on experience, work on real projects, and learn from leaders in the industry. An internship at PCA not only enhances your resume but also gives you a taste of what it’s like to work in a leading packaging company, making it a valuable first step in your professional life.

Benefits and Culture

At PCA, we understand that our employees are our greatest asset. That’s why we offer competitive benefits to ensure their well-being and support their work-life balance. From health and wellness programs to flexible working conditions, we prioritize the needs of our team members.

Join Our Team

Explore the job opportunities at Packaging Corporation of America and find the position that matches your skills and interests. We are continuously hiring and looking for individuals who are passionate, curious, and eager to drive innovation in the packaging industry.

Stay Connected

Keep up to date with the latest developments at PCA and in the packaging industry. Follow our careers blog for tips on preparing your resume, acing your interview, and succeeding in your new role. Join our community of driven professionals and see where your career at PCA can take you.

Apply Now

Ready to take the next step in your career? Search open positions at Packaging Corporation of America, personalize your job alerts, and apply today. Discover the exciting and rewarding career opportunities that await you at PCA.

SEARCH PCA JOBS

Join Packaging Corporation of America and be part of a company that is leading the way in innovative and sustainable packaging solutions. Your future starts here!
Learn more about Packaging Corporation of America
Size
15,200 employees
Market Cap
$11.8 billion
Industry
Food & Beverages
Net Income
$461.1 million
Founded
1959
5 Year Trend
+6%
Revenue
$6.6 billion
NASDAQ
PKG
* Ladders Estimates

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