What We Do At Inland:

Inland Packaging is a local label and packaging manufacturer seeking a Business Development Representative to join our growing team. Here at Inland, we print labels for brands like Kraft Heinz, New Glarus Brewing, Sprecher’s, Leinenkugel’s, and Coors Light. Inland family-owned business (80 years- to be exact) that invests in cutting edge technology and provides endless career advancement opportunities.

Job Summary:

Inland’s Regional Business Development Representative plays a key role in filling the sales funnel and driving new business opportunities, with a focus on selling label and packaging types to both Small to Medium Businesses (SMB’s) and CPG (Consumer Packaged Goods) companies within their assigned East Coast region. This position will need to gain a strong understanding of Inland’s products, processes and target audiences in order to effectively penetrate priority segments, and aggressively close new business to achieve success. The Regional Business Development Representative will identify sales opportunities through research, contact generation, prospecting, cold-calling, networking, lead qualification, lead generation and customer referrals. To remain successful in the role, there has to be a sustained desire and personal satisfaction is achieved by continually prospecting and closing new business. The Regional Business Development Representative also demonstrates strong communication skills, thrives in a fast-paced environment that will present multiple challenges, and possesses the ability to organize and prioritize work activities to produce consistent results and meets and/or exceeds individual and department sales goals.

Essential Duties & Responsibilities:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This list of essential functions is not exhaustive and may be supplemented as necessary.

• Ownership of a defined US continental geographic region with responsibility to attain sales goals within that specific region
• Understands Inland’s value propositions, products and services to effectively communicate with prospects and current customers, which will result in closing new business
• Ensures all sales opportunities to Inland within assigned East Coast region, generated individually or through Inside Sales, are aggressively captured and explored, to create a pipeline of potential business. This database is maintained through Inland’s Salesforce CRM tool.
• Builds relationships with key decision makers through direct communication outlets such as telephone, e-mail and various virtual meeting platforms.
• Overcomes prospective customer objections and/or obstacles with a solution-based approach
• Develops and delivers presentations and solution ideas to customers
• Proven ability to move the sales process forward quickly through active listening and needs identification questioning
• Develops and fosters internal relationships by working cross-functionally within the organization to increase awareness of Inland’s products and/or services in the marketplace
• Works closely with Marketing and Inside Sales on campaigns and strategy to generate customer prospects
• Meets or exceeds targeted sales goals annually
• Maintains individual annual expense account, reconciliation and reporting
• Represents Inland at industry events and trade shows to gain new business leads and contacts

Core Competencies

• Building Partnerships
  • Developing and leveraging relationships within and across workgroups, as well as outside the organization, to achieve results.
• Earning Trust
  • Gaining others’ confidence by acting with integrity and following through on commitments while disclosing own positions; treating others and their ideas with respect and supporting them in the face of challenges.
• Customer Focus
  • Ensuring that the internal or external customer’s perspective is a driving force behind strategic priorities, business decisions, organizational processes, and individual activities; crafting and implementing service practices that meet customers’ and own organization’s needs; promoting and operationalizing customer service as a value.
• Financial Acumen
  • Utilizing financial data to diagnose business strengths and weaknesses and identify the implications for potential strategies, keeping a financial perspective in the forefront when making strategic decisions.

Essential skills and experience:

• An Associate’s or Bachelor’s Degree in a relevant field, and/or a combination of previous sales/marketing/communication experience
• Goal Oriented and metrics driven, with an aggressive mindset
• Ability to develop quality relationships and communicate effectively with management, peers, plant personnel, suppliers and customers
• Ability to leverage sales enablement tools provided
• Commitment to sales training process and personal development
• Ability to translate customer insights into sales opportunities
• Ability to negotiate and persuade
• Outgoing and personable with excellent interpersonal skills
• Excellent organizational, written and oral communication, listening and presentation skills
• Must be able to conduct professional prospect meetings both in person and virtually
• Self-starter with the ability to manage time and meet deadlines
• Receptive to constructive criticism
• Self-motivated and can learn independently
• Ability to sell and position multiple product offerings
• Valid driver’s license and excellent driving record
• Proficient with Microsoft Suite programs

Nonessential skills and experience:

• 1-3 years of outbound sales and/or lead generation experience
• Experience with Salesforce or other CRM tools
• Experience in the packaging and/or print industry

Work Environment:

• Operates in a demanding, fast-paced, people-oriented manufacturing environment with frequent changes and interruptions, and multiple project assignments
• Works with a variety of people including vendors, customers, employees, team members, and managers

Required Work Schedule:

• Typically works standard business hours
• Must be flexible for occasional meetings and responsibilities outside of standard business hours including nights, weekends, and holidays.
• Travel and overnight trips are required
• Travel upwards of 60% of work schedule

Physical Requirements:

• Generally sedentary
• 20/40 corrected vision
• No unusual physical requirements are necessary