Rep III, Inside Sales

Description

The Early Career Sales Representative (ECSR) will be responsible for developing new business and managing and growing assigned customer accounts primarily within the small to medium business segment. The ECSR will work to gain success within inside sales to secure an area outside sales role within 12-14 months.

Requirements

• Minimum of 1- 3 years of B2B inside sales, field sales, or related experience strongly preferred
• Experience in fiber-based packaging industry is strongly preferred
• Bachelor’s degree or equivalent combination of education and experience is required
• Ability to manage full book of assigned accounts, spanning multiple business units
• Ability to develop and qualify new opportunities, present solutions, overcome objections, negotiate, and close business over the phone & videoconference
• Consistent track record and top performer among ECSR team
• Flexible and resilient problem solver
• Strong negotiation skills and ability to close opportunities with customer
• Team player; works exceptionally well with others
• Adapts well to a matrix organization

Qualifications

Stay up to date and well versed in the Paper and Packaging industry, Smurfit Westrock products, manufacturing challenges and retail trends by category segments

Maintain a working knowledge of Smurfit Westrock Enterprise solutions and continue learning by studying new products and participating in educational opportunities

Understand the business pressures effecting our customers and the relevant value of Smurfit Westrock’s solutions as well as an understanding of competitor information and trends by region to create SWOT analysis and competitive selling strategies

Research new and current customer accounts and identify key players to engage through outbound calls and digital tools

Conduct complex issue resolution for customers (involving communication with both customer and appropriate Smurfit Westrock colleagues)

Maintain and improve quality results by following established processes and methodologies

Collaborate with Business Unit and Plant sales teams to maintain relationships and coordinate potential overlapping business responsibilities

Strive to achieve individual and team established metrics and goals

Meet targets for volume and margin with sales including cross-selling and up-selling

Create and deliver on margin improvement plans for customers

Coach junior team members