As a Fortune 500 company, Packaging Corporation of America (PCA) is an ideas and solutions company. Our corrugated packaging business seeks to be the leader in helping our customers - large and small - package, transport and display products of all kinds. Our white paper business delivers Paper With Purpose by providing the highest level of customer service and operational excellence. We have approximately 15,000 team members in more than 100 locations in the United States that strive to meet the local needs of our customers. Our mission is to serve the needs of our customers, today and tomorrow, with products and services that exceed expectations for performance and environmental responsibility.
People
Position Summary :
The Sales Representative is actively engaged in achieving sales goals by developing new business relationships, expanding current customer relationships, and facilitating new product ideas and designs based on customer needs. The Sales Representative proactively and creatively sells packaging and design solutions to address customer's business needs.
Principle Accountabilities :
Conduct the necessary research and information gathering to identify and develop new customer relationships including sales calls with potential customers to propose customer focused PCA business packaging solution.Maintain solid working relationships with each customer's account representative(s) and has a strong understanding of the customer's business and operation to identify additional revenue opportunities for PCA products.Ensure existing and prospective customers are familiar with all PCA products, services, and new products, including creative uses for PCA products, with the purpose of securing new business, satisfying existing customer needs, and expanding existing business.Execute sales plans and achieve sales goals within an assigned sales territory and / or account with new or existing business.Coordinate with the design team to clearly articulate customer needs to improve existing product design or develop new product design(s). Review market trends to recommend development of new products.Review opportunities, problems, and the efficiency of existing procedures with sales manager and recommend opportunities for improvements.Conduct sales forecasts, determine price quotes, prepare account contracts, negotiate pricing, scheduling, and delivery, and maintain sales agreements with customers to achieve or exceed sales profit and volume goals.Resolve escalated customer service issues by working with the associates in production, customer service, shipping, scheduling and / or accounting.Conduct overall account management, which includes maintaining accurate company records on current customers and ensure that information is available and accurate in the Cash Flow Management (CFM) software including Customer Alignment Profile (CAP), Customer Qualitative Profile (CQP), Customer Contact Profile (CCP), Customer Business Profile (CBP), Competitor Profiles, Idea Box, and Action Planning.Participate in plant's marketing strategies and prepares sales forecasts.Know and follow policies and procedures of the company, share information that would benefit other members of the team, and find ways to improve the delivery of service to our customers.Strive to continually strengthen PCA's business philosophy of meeting needs and exceeding expectation for customers specifically supporting PCA's Commitment to Service which involves doing what's right for our customers, focusing on strategies that add value and support growth, and keeping the promises that we make.Decision Making :
Using his / her knowledge of PCA products and services the Sales Representative is expected to identify business opportunities, represent PCA to potential and existing customers, and determine product solutions for customer Sales Representative Page 2 of 3 Print Date : 9 / 9 / 2022 needs. The Sales Representative is expected to exercise independent judgment, conduct research, develop leads, and obtain business for PCA with limited direction and / or supervision.
As a company representative, the Sales Representative, must exercise discretion realizing that his / her interactions with co-workers and customers must be in accordance with PCA policies and ethics. The Sales Representative is responsible for specific business and financial performance goals and results and is expected to make decisions that fit within budgeted parameters and performance objectives.
Interactions :
Internally, the Sales Representative will interact with all the areas within the plant. To exceed customer needs the Sales Representative will need to work with managers and associates in customer service, design, production, scheduling, and accounting. The Sales Representative is expected to develop solid working relationships with these individuals to effectively meet customer needs. Externally, the Sales Representative is responsible for creating and maintaining relationships with customers and potential customers. The Sales Representative is expected to showcase PCA products and services, negotiate / communicate pricing, and develop new solutions for customer needs.
Position Requirements :
Strong communication skills with the ability to communicate effectively with new people.Strong inter-personal skills with the ability to network and build relationships with individuals of various experience and corporate levels both within and outside of the company.Solid financial and business operations analysis skills with the ability to identify opportunities for improvements.Strong negotiation and persuasion skills with the ability to create new business opportunities.Solid working knowledge of computer systems including experience with Microsoft Word, Excel, PowerPoint, Outlook, and other job-related software such as Cash Flow Management (CFM). Previous experience with sales databases preferred.Able to work in a fast paced, deadline-oriented environment, prioritize assignments, and handle multiple tasks.Strong problem-solving skills with ability to create alternative solutions and meet deadlines.Strong listening, evaluating, and problem-solving skills.Strong organizational skills with the ability to handle numerous details, deadlines, and requests.Able to travel to various locations routinely. Must possess a valid U.S. driver's license and a clean driving record for the last three (3) years.Previous work experience as a member of a team, or a strong understanding of the importance of open communication and information sharing between team members.Education equivalent to a bachelor's degree in business, or operations strongly preferred.Previous customer focused selling experience, preferably in the manufacturing industry.All qualified applicants must apply at Careers.packagingcorp.com to be considered.
PCA is an Equal Opportunity Employer - Veterans / Disabled and other protected categories.
