The Opportunity:
As VP, Field Sales & Account Management, you will be instrumental in strategically driving profitable growth.
You will lead and manage a sales team and utilize key company resources such as the Pricing Excellence Team, Packaging Consulting Group, Graphics, Marketing, Design, Innovation / R&D, and other key personnel needed to bring WestRock’s full value proposition to the market and our customers.
How you will impact Smurfit-Westrock:
- Drive profitable growth in the corrugated segment faster than the market by partnering with internal teams to define strategy, shape goals, and deliver results.
- Lead the Team to deliver results by executing on weekly, monthly, quarterly, and annual sales targets.
- Lead monthly cadence calls with extended group of sellers focused on growth opportunities.
- Ensure that pipelines are robust, accurate, and effective to drive growth.
- Engage in key customer meetings, contract negotiations, prospect development, local training and sales rep development, industry trade shows and participation on industry councils.
- Organize and help facilitate Quarterly Business Reviews and contribution reports with key customers to insure we are “Locking the Base and Growing the Pond.”
- Increase margins and differentiation % by delivering value to customers via innovative, unique products and solutions.
- Understand market dynamics and business drivers that define long-term commercial strategies to WIN in the food service segment.
- Develop working relationships with other Smurfit WestRock divisions to create opportunities for additional revenue streams across the enterprise capabilities.
- Communicate market segment activities team results with senior leadership.
- Collaborate with customers and manufacturing facilities to balance demand and supply.
- Directly lead negotiations with large food service accounts and work with sales reps on smaller accounts to secure the business and maximize the margin potential.
- Work with sales reps to identify value propositions for accounts.
- Navigate and position Smurfit Westrock through the complexities of the Food service Supply Chain – for example: Restaurant chains, food service distributors, brokers, distributor earned income, restaurant chain rebates, and restaurant limited time offers
What you need to succeed:
- Bachelor’s degree or equivalent experience
- Minimum 10-years corrugated packaging experience is preferred.
- Minimum 5 years direct sales experience related to food service markets.
- Extensive background in corrugated manufacturing operations with key understanding of all aspects of corrugated production, machinery limitations and design
- In-depth knowledge of restaurant chains from white tablecloth to QSR and the food service distributors that serve them in all parts of the USA and Canada.
- Strong leadership skills and experience managing a multi-disciplined resource team.
- Excellent leadership and collaboration skills to work directly with Senior level Sales and Marketing executives internally as well as Areas Sales Leaders and Operation Leaders
- Strategy-minded individual with proven negotiation skills
- Strong interpersonal and networking skills with ability to interact and entertain seamlessly with C-suite level management in the food service industry (top shop)
- Strong presentation and relationship building skills.
- Self-starter that possesses high energy, strong competitive drive, and high level of personal and professional accountability to deliver superior results with limited oversight
- Willingness to travel nationwide on a +75% basis.
What we offer:
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A value-driven culture built on safety, loyalty, integrity, respect, community and sustainability
- Comprehensive training and ongoing development opportunities
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Competitive compensation reflecting your skills, experience, and potential
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A career with a global leader in packaging, where sustainability, safety, and inclusion are foundational
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Commitment to diversity: Minorities/Females/Disabled/Veterans encouraged to apply
