Sales Manager - National Accounts

Packaging Corporation of America - Lake Forest, IL

Full-time - Mid Level

Lake Forest, IL

10,001+ employees

Merchant Wholesalers, Nondurable Goods

About the position

The National Accounts Sales Manager at Packaging Corporation of America (PCA) is responsible for executing the national sales strategy to enhance profitable sales volume. This role involves developing new business relationships, expanding existing customer relationships, and facilitating innovative product ideas based on customer needs. The manager will support assigned national accounts, maintain pricing records, and track quality and performance, acting as a liaison between customers and PCA plants.

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 follow up post-order fulfillment.
• Understand assigned national customers' business needs and offer PCA products as solutions.
• Provide support on RFPs and RFIs.
• Conduct overall account management, maintaining accurate records and forecasts.
• Communicate key information regarding inquiries, orders, and service requests to maximize profitability.
• Review monthly sales reports for performance tracking.
• Conduct sales forecasts, review price quotes, and maintain sales agreements to achieve profit and volume goals.
• Resolve escalated customer service issues by collaborating with various departments.
• Follow company policies and procedures, sharing beneficial information with the team.

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 with the ability to create alternative solutions.
• Strong organizational skills to handle numerous details and deadlines.
• Strong interpersonal skills to network and build relationships across various levels.
• Ability to work in a fast-paced, deadline-oriented environment and prioritize assignments.
• Must be able to travel as necessary and possess a valid U.S. driver's license.

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.
• Computer skills commensurate with the position of a National Sales position.