Pratt is America’s 5th largest corrugated packaging company and the world’s largest, privately-held producer of 100% recycled containerboard, with more than 9000 highly-skilled, green-collar employees dedicated to the environment and sustainability. Pratt was founded in the USA more than 30 years ago and, since then, has shown dramatic growth with sophisticated manufacturing facilities in more than 27 states.

POSITION TITLE: Field Sales Manager

REPORTS TO: General Manager

Responsible for the development and monitoring of sales initiatives, sales volume, and product mix. Oversees company sales force.

DUTIES AND RESPONSIBILITIES

• Monitor sales volume and product mix for maximum plant profitability.
• Oversee Sales Representatives.
• Continue to call on accounts and actively engaged in the sales territories daily.
• Responsible for the accuracy of the Sales Funnel process and holding the sales team accountable.
• Working knowledge of profit and loss statements and estimating. Responsible for determining the profit level of box 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 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

Preferred - Five years experience in the corrugated industry

Five 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. Responsibilities include training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; conflict resolution; team building; coaching and leading employees to improve; addressing complaints and resolving problems; documentation; and setting an example of superior behavior, attitude and performance.

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.

While performing the duties of this job, the employee is exposed to moving mechanical parts. The noise level in the plant environment is usually loud.

LEADERSHIP ATTRIBUTES

The individual must possess 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.