At Graphic Packaging International, we produce the paper cup that held your coffee this morning, the basket that transported those bottles of craft beer you enjoyed last weekend, and the microwave tray that heated your gourmet meal last night. We’re one of the largest manufacturers of paperboard and paper-based packaging for some of the world’s most recognized brands of food, beverage, foodservice, household, personal care and pet products.
With over 25,000 employees working in more than 130 locations worldwide, we strive to be environmentally responsible in our industry and in the communities where we operate. We are committed to workplace diversity and offer compensation and benefits programs that are among the industry’s best to reward the talented people who make our company successful.
If this sounds like something you would like to be a part of, we’d love to hear from you.
Job Purpose
- Responsible for finding and developing new customers, increasing sales and profit margins, and building strong, long-term professional relationships. Also responsible for managing existing customer portfolios to meet budget goals and drive future growth. Additionally, responsible for creating a strong strategy for acquiring new customers.
Specific Responsibilities
Develop & Execute a Sales Strategy:
- Implement the sales plan by finding and developing new customers.
- Manage key accounts and business portfolios to maximize revenue and profitability; monitor and report on key performance indicators (KPIs).
- Use knowledge of the local business environment to support sales and marketing strategies.
- Act as a liaison between Operations, Global Key Account Teams, Marketing, Group Management, and Innovation teams.
- Clearly communicate customer needs to internal departments like customer service and production.
- Ensure customers follow agreed contractual terms and negotiate improvements where possible.
Account/Portfolio Management and Negotiations:
- Understand the market and customer needs, both short-term and long-term, to identify business opportunities.
- Set and exceed ambitious targets for assigned accounts/portfolios.
- Build partnerships across customer organizations to create value beyond purchasing.
- Frequently visit customers, prospects, partners, and GPI sites.
- Ensure accurate business data and sales targets.
- Manage sales opportunities strictly.
- Prepare and provide reports and data as required.
- Handle significant product, quality, and service issues.
- Develop relationship strategies with major key accounts, managing all aspects of the Decision-Making Unit (DMU).
- Consistently apply commercial rules and approve exceptions when appropriate, ensuring they are tracked and backed by facts.
- Escalate challenges or opportunities as needed.
- Share insights and industry knowledge with peers and management.
Performance Indicators
- Achieve sales targets and margins for existing business.
- Generate new business.
- Provide weekly reports and account trackers regularly.
- Conduct regular customer meetings and reviews (target: 3 meetings/week).
- Maintain comprehensive customer records.
- Customer- and result-oriented, performance-driven, and eager for success.
- Courageous, team-spirited, diplomatic, and pragmatic.
- Strong interpersonal and communication skills.
- Flexible thinking, decision-making, autonomy, and priority-setting.
- Solid negotiation skills and persuasive abilities.
- Business knowledge and creative problem-solving skills.
- Ability to translate sales strategy into actionable plans.
- Proficient in computer skills (Excel, Word, PowerPoint, etc.).
- High energy levels and self-motivation.
- Knowledge of the primary and secondary packaging industry is beneficial.
Interpersonal Skills
- Excellent communication skills, with the ability to give clear written and verbal instructions and understand procedures and processes.
- Good listener, able to interpret requirements.
- Highly responsible, reliable, and flexible with a strong work ethic.
- Able to prioritize effectively and adapt to a varied and changeable workload.
- Punctual, presentable, and with good attendance.
Demo