Business Unit Sales Manager - Cincinnati, OH

Blue Ash | Ohio | United States

About WestRock
WestRock (NYSE: WRK) partners with our customers to provide differentiated paper and packaging solutions that help them win in the marketplace. WestRock’s 50,000 team members support customers around the world from more than 320 operating and business locations spanning North America, South America, Europe, Asia and Australia. Learn more at www.westrock.com.

Business Unit Sales Manager - Cincinnati, OH


9960 Alliance Rd
Cincinnati, Ohio, 45242
United States

Job Summary:
The Sales Manager is responsible for the sales activity for assigned business unit. Supervising and coaching other sales team members with the objective of achieving budgeted revenue and margin or better. The Sales Manager has direct, hands-on responsibility for sales activity within their business unit to support the enterprise system. The Sales Manager is responsible for understanding where the business unit or region is relative to their Base, Growth and Attrition analysis as well as their first year and second year account progress. This information is used by the Sales Manager to determine the management of the pipeline process.

General Responsibilities:
Promote diversified recruiting, hiring, training and managing of sales representatives in the business unit
Goal of exceeding regional FBA volume and profit through new account development within targeted market segments, growth in existing accounts, margin improvement plans.
Maintain a sufficient pipeline to meet your volume growth objectives. Size of pipeline should determined by factoring the required growth along with the closure rate.
Ensure target accounts match with the margin, capacity, and strength requirements of the business unit by utilizing the Opportunity/Fit Matrix (Preferred Customer Profile)
Conduct weekly F-21 Board Meetings with sales reps.
Focus effort on closing the highest potential, hot accounts, in the business unit.
Leads Talent Management initiative for the sales team.
Sales Manager responsible for pricing.
Manage design function and responsibilities
Management of all aged inventories ensuring zero controllable write-offs. Including signed off warehouse agreements
Management of all accounts receivable ensuring zero controllable write-offs.
Establish budget for expenses
Set and maintain appropriate policy for tooling, outside purchases, etc…
Review and understand annual budget, forecasts, and monthly financial summaries for business unit.
Responsible for talent management
Perform other duties as assigned

Competencies:
PersuasivenessUsing appropriate interpersonal style and communication methods to gain acceptance of an idea, plan, activity, service or product from prospects and clients.
Adaptability to ChangeWilling to travel, adapts to various environments
CollaborationWorking effectively with others in the organization outside the line of formal authority (such as peers in other units or senior management) to accomplish organizational goals and to identify and resolve problems.
Planning and OrganizingEstablishing a course of action for self or others to accomplish a specific goal; planning proper assignments of personnel and appropriate allocation of resources.
Presentation SkillsIs effective in a variety of formal presentation settings; one-on-one, small and large groups, with peers, direct reports, and supervisors; commands attention and can manage group process during presentation.
InitiativeSelf starter, initiates calls in pursuit of sales
Work StandardsSetting high goals or standards of performance for self, others, and the organization; being dissatisfied with average performance; imposing standards of excellence on self rather than having standards imposed by others.
Communication SkillsCommunicates frequently with all departments and supervisor on activities affecting the sales ability of the plant

Experience/Educational Requirements:
Bachelors Degree (Business or related field preferred), minimum 10 years of related work experience with 5 in a leadership role

#OH

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