Manager; Regional Sales - Midwest

SUMMARY: Responsible for the identification and closing of national accounts (large scale, entire-USA based customers) for paper bags, wound paper, sheeted paper and future add on lines of business. The Regional Sales Manager will also help to develop and monitor of sales initiatives, sales volume, and product mix of paper business. Additionally, they will oversee the current sales team in Converted Paper and help to grow the team. DUTIES AND RESPONSIBILITIES Research and scout new opportunities for large scale business opportunities for the Converted Paper business. Work closely with Sales and Finance teams to secure the necessary partnerships and finalize new business transactions. Monitor sales volume and product mix for maximum plant profitability. Oversee management of positions and departments related to sales in Converted Paper. Working knowledge of profit and loss statements and estimating. Responsible for determining the profit level of paper products based on production capabilities. Monitor market changes and make necessary recommendations for equipment, personnel, product mix, and product inventory changes as needed. Recruit, select, and assist in training of new sales staff members. Educate, develop, and motivate sales staff. Actively entertain and engage customers by traveling with the sales staff. Enforce procedures to ensure the quality of work done by the sales and design staff. Maintain customer contact with all major accounts. Prepare annual budget and sales forecasts as needed. Comply with company policies and procedures. Additional duties as assigned by management. EDUCATION and/or EXPERIENCE Four-year college degree in a field related to Business, Marketing or Sales. Three to Five years’ experience in a high-level sales position Preferred Candidates: Two to Four years’ experience in the Converted Paper/Manufacturing industry One to Three years’ supervisory experience SUPERVISORY RESPONSIBILITIES Directly supervises all employees assigned to the department. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. LANGUAGE SKILLS Ability to read and interpret documents such as sales reports, operating instructions, and training and procedure manuals. Ability to write reports and correspondence. Ability to make effective PowerPoint presentations. Ability to speak effectively before groups of customers or employees of organization. MATHEMATICAL SKILLS Ability to calculate figures and amounts such as discounts, costs, profits, proportions, percentages, and volume. REASONING ABILITY Ability to apply common sense understanding to carry out instructions furnished in written, oral, or graphic form. Ability to negotiate positive outcomes for both Pratt and our customers. PHYSICAL DEMANDS Employee is regularly required to walk and talk and hear, stand, and sit. Vision requirements include: close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the functions of this job. The work environment requires that the employee has the ability to drive a car and maintains a good driving record. The noise level in the plant environment is usually loud. LEADERSHIP ATTRIBUTES The individual must posses the following: Superior time management skills including the ability to manage multiple issues concurrently and the ability to lead an effective and efficient meeting. Teaching skills in order to function effectively as a teacher for his personnel both in the sales and administrative parts of the position. Excellent crisis manager who demonstrates that he/she has a high emotional control under adverse conditions and can lead his/her personnel to a successful resolution. Excellent employee relations skills including being an active listener, understanding how to appraise personnel, applying both positive and corrective feedback, being able to resolve conflicts either involving the supervisor directly or as a third party, understands and demonstrates positive motivational skills including coaching and delegation techniques. Demonstrated confidence including providing a consistent leadership style with an acceptable level of professional assertiveness. Professional appearance to support his/her role as a managerial representative. PERFORMANCE MEASUREMENTS The performance of the Regional Sales Manager – Converted Paper will be measured as follows: Operating standards - The employee will need to meet or exceed the Operating Standards set in the area of sales and customer relationships. Such standards will be set annually and communicated to the manger. Personal growth - Each year there will be professional goals developed and agreed to by the manager and supervisor. Employee relations – The employee will be evaluated regarding his/her skills and advancements in the areas of motivational techniques and results, positive and corrective/constructive feedback, subordinate development and creating a positive work environment. Creativity - This will be evaluated by how active the manger is in participating in advancing the business through new and innovative ideas.