What are the responsibilities and job description for the Commercial Sales Rep. /Paper & Packaging Industry - NORTHEAST position at Case Paper?
Case Paper is one of the largest paper and paperboard distributors in the United States and operates in regions across the country. With 6 manufacturing facilities, we have an appetite for customers and the markets they serve. Our products are used in things we see in everyday life, from greeting cards, brochures, and menus for your favorite restaurant to the cartons holding food, pharmaceuticals, and personal care items.
The assigned territory for this sales professional will include: New Jersey, New York, and parts of NE Pennsylvania. The right person for this role will live within the territory.
Position Overview
The Senior Account Manager for Outside Sales is responsible for driving sales growth and managing high-value client relationships across a designated territory. As a senior member of the sales team, this role entails developing strategic business plans, guiding complex negotiations, and serving as a trusted advisor to customers. The Senior Account Manager will focus on expanding the customer base, optimizing account management strategies, and providing leadership and mentorship to junior team members while achieving sales targets. The Senior Account Manager must have a deep understanding of the paper industry and possess the skills necessary to secure long-term partnerships with key clients.
Responsibilities
Case Paper is committed to working with and providing reasonable accommodation to applicants with physical and mental disabilities. Case Paper is a drug-free workplace.
The assigned territory for this sales professional will include: New Jersey, New York, and parts of NE Pennsylvania. The right person for this role will live within the territory.
Position Overview
The Senior Account Manager for Outside Sales is responsible for driving sales growth and managing high-value client relationships across a designated territory. As a senior member of the sales team, this role entails developing strategic business plans, guiding complex negotiations, and serving as a trusted advisor to customers. The Senior Account Manager will focus on expanding the customer base, optimizing account management strategies, and providing leadership and mentorship to junior team members while achieving sales targets. The Senior Account Manager must have a deep understanding of the paper industry and possess the skills necessary to secure long-term partnerships with key clients.
Responsibilities
- Strategic Sales & Business Development:
- Lead efforts to identify, pursue, and close new business opportunities within the paper industry.
- Manage a portfolio of key accounts, ensuring sales growth and profitability.
- Develop and execute strategic sales plans to meet or exceed revenue targets and expand market share.
- Conduct high-level negotiations with key decision-makers and stakeholders to secure long-term contracts.
- Build and nurture relationships with C-suite and executive-level clients to strengthen partnerships.
- Client Relationship Management:
- Act as the primary point of contact for top-tier clients, understanding their business objectives, challenges, and needs.
- Provide customized paper product solutions, leveraging a deep understanding of industry trends and customer-specific requirements.
- Collaborate closely with customers to ensure satisfaction, identify new opportunities, and facilitate account growth.
- Proactively address client issues, concerns, and requests, ensuring quick resolutions and high satisfaction levels.
- Market Intelligence & Territory Management:
- Monitor market trends, competitor activity, and industry developments to identify opportunities for competitive advantage.
- Maintain a comprehensive understanding of the paper industry, including product innovations, pricing strategies, and customer demand.
- Manage and optimize sales territory performance through effective planning, pipeline management, and forecasting.
- Provide insights to internal teams on customer feedback, market conditions, and new product opportunities.
- Leadership & Mentorship:
- Serve as a role model and mentor to junior account managers and sales staff, providing guidance on best practices, sales techniques, and customer management.
- Lead by example, sharing knowledge, strategies, and insights to help develop the capabilities of the broader sales team.
- Assist in training and onboarding new sales representatives, fostering a collaborative and high-performance sales culture.
- Product Expertise & Consultation:
- Stay updated on the latest paper products, innovations, and industry best practices.
- Provide expert consultation to customers regarding paper grades, sustainability options, and cost-saving solutions.
- Develop tailored solutions that address customer needs while promoting the company’s value proposition.
- Reporting & Data Analysis:
- Prepare detailed reports and presentations on sales activities, client interactions, forecasts, and performance metrics.
- Analyze sales data and customer feedback to identify areas for improvement and opportunities for growth.
- Collaborate with internal teams (e.g., operations, production, and logistics) to ensure seamless execution of sales orders and deliveries.
- Bachelor’s degree in Business, Sales, Marketing, or a related field (or equivalent experience).
- 7 years of experience in outside sales, with at least 2-3 years in a senior sales or account management role, preferably within the paper industry.
- Demonstrated ability to manage large accounts and close high-value sales deals.
- Strong knowledge of paper products, industry trends, and customer demands.
- Proven track record of exceeding sales targets and growing market share.
- Excellent communication, negotiation, and interpersonal skills.
- Proficiency in CRM software, sales analysis tools, and Microsoft Office Suite.
- Ability to travel extensively within the assigned territory.
- Strategic planning and business development.
- Advanced negotiation and contract management.
- Leadership and mentorship abilities.
- Strong analytical and problem-solving skills.
- Ability to build and maintain executive-level relationships.
- Adaptability and resilience in a fast-paced, competitive sales environment.
- Experience working with large enterprise clients or national accounts.
- Knowledge of sustainable paper products and environmentally friendly solutions.
- Familiarity with global supply chain and logistics management.
Case Paper is committed to working with and providing reasonable accommodation to applicants with physical and mental disabilities. Case Paper is a drug-free workplace.
