Sales Manager - National Accounts

Packaging Corporation of America - Lake Forest, IL

Full-time - Mid Level

Lake Forest, IL

Merchant Wholesalers, Nondurable Goods

About the position

The National Accounts Sales Manager is responsible for executing the national sales strategy to develop and secure an increased volume of profitable sales for Packaging Corporation of America (PCA). This role involves developing new business relationships, expanding current customer relationships, and facilitating new product ideas based on customer needs. The manager will support assigned customers with a national reach, maintain pricing records, and track quality and performance.

Responsibilities

• Develop and execute effective sales plans and programs based on PCA's product and service offerings.
• Conduct research to identify and develop new customer relationships through sales calls.
• Achieve sales goals and execute sales plans within assigned territory or accounts.
• Manage assigned national accounts, including pricing, quality, and performance tracking.
• Identify and solicit new customers, negotiate sales agreements, and close contracts.
• Provide support on RFPs and RFIs, and conduct overall account management.
• Maintain accurate records on current customers, forecasts, budgets, and credit collections.
• Communicate key information regarding inquiries, orders, and service requests to maximize profitability.
• Review monthly sales reports for performance tracking and conduct sales forecasts.
• Resolve escalated customer service issues by collaborating with various departments.

Requirements

• Education equivalent to a bachelor's degree required, preferably in business.
• 7 years' experience in outside sales with a proven record of success.
• Knowledge and experience in market analysis, cost estimating systems, pricing, negotiation, and packaging design.
• Knowledge of corrugated/sheet product, sales, packaging industry, and package design preferred.
• Strong communication skills to effectively engage with new people and solicit buy-in.
• Strong negotiation skills to create new business opportunities.
• Strong listening, evaluating, and problem-solving skills.
• Ability to create alternative solutions and meet deadlines.
• Strong organizational skills to handle multiple details and requests.
• Strong interpersonal skills to network and build relationships at various corporate levels.
• Ability to work in a fast-paced, deadline-oriented environment and prioritize assignments.

Nice-to-haves

• Previous experience working in a team environment preferred.
• Strong understanding of the importance of open communication and information sharing among co-workers.