Business Unit Sales Manager - Montgomery, AL

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

Job Summary: The Business Unit Sales Manager (BUSM) is responsible for leading and managing the Sales organization to maintain and grow profitable revenue streams for the Business Unit. This role includes supervising and coaching other Sales team members with the objective of achieving budgeted revenue and margin or better. The BUSM has direct hands-on responsibility for sales activity within their Business Unit to support the enterprise system. The BUSM is responsible for understanding the profitability of their Business Unit relative to their base, growth, attrition analysis, and year over year account progress. The BUSM works closely with the Business Unit manufacturing teams to understand and sell open machine capacity and value-added capabilities. This role serves as the liaison between the customer and the plant to align the needs of the customer with business objectives. 
Major Job Responsibilities:
Business Excellence
• Lead the Sales team to deliver results by achieving weekly, monthly, quarterly, and annual sales targets
• Drive Commercial Excellence to exceed regional volume and profit goals through new account development within targeted market segments, growth in existing accounts, margin improvement plans and enterprise sales support
• Support Business Unit Leadership in developing the annual budget targets for each account contributing forecasted revenue based upon yearly sales trends and current pipeline
• Monitor profitability levels to track progress against budgeted targets and analyze monthly financial summaries for business unit
• Understand market dynamics and business drivers that define long-term commercial strategies and have an impact on their region and develop strategies to reach company objectives
• Communicate information and ideas that engages top-shop, front-shop, and back-shop customers utilizing Sales Excellence
• Utilize SLEA’s (Site Level Execution Agreement) and QBR’s (Quarterly Business Review) to ensure customer requirements are met and demonstrate proof of value 
People and Culture
• Lead, manage, and support the safety culture of WestRock by constantly enforcing safety practices at the customer site, in the field, and at the plants
• Partner with Sales, Operations, and Marketing to test, measure, and execute tactical sales strategies
• Motivate and align Sales team and Business Resource Managers to the Play to Win strategy and maximize sales and volume growth
• Conduct performance reviews and career development plans for Sales team members and Business Resource Managers
• Coach, mentor, and counsel direct reports, building on strengths and identifying and improving development areas
• Promote diversified recruiting, hiring, training and managing of Sales Representatives in the assigned plants
• Conduct monthly reviews with Sales team to understand new account opportunities and monitor the sales pipeline in Salesforce
• Drive customer satisfaction across the customer base with expert account management and customer service
• Develop working relationships with other WestRock facilities to create opportunities for additional revenue streams across the enterprise capabilities
• Develop and use collaborative relationships to facilitate the accomplishment of organizational goals
Critical Skills / Capabilities:
• Decision-Making: Incorporates empathy, collaboration, and strategic thinking to drive decisions that positively impact their employees, stakeholders, and/or the organization; makes and/or deviates from management policies or operating practices when necessary to meet organizational objectives
• Collaboration: Works effectively with others to complete a task or achieve a common objective; ability to cooperate in both interpersonal and team relationships to foster enthusiasm and maintain mutual trust, candor, and respect for others. Works through conflict constructively
• Strategic Thinking: Takes a lead role in developing strategic plans that may involve complex issues or multiple functional areas; understands complex relationships between various organizational groups, functions and initiatives and how they contribute to WestRock’s strategic objectives; establishes strategic performance measures or actions to allow the organization to continually assess and adjust program direction
• Coaching: Believes growing is greater than knowing – inspires and actively encourages others to develop themselves and seek out continuous learning opportunities by serving as a role model and identifying development opportunities; encourages employees to find their own developmental solutions that align with organizational and personal goals; serve as champions for succession planning; embodies culture and encourages teams to grow and innovate
• Leadership: Skillful in creating and communicating a strategic vision for a team or organization and aligning individuals with the vision; makes significant decisions that have a great impact on departmental/organizational standards; influences positive change driving organizational excellence; ability to read people and situations and adjust approach accordingly; demonstrates and teaches sound leadership skills
• Communication: Influences and motivates multiple diverse stakeholders through effective writing and speaking; presents complex ideas to others in a way that demonstrates an
understanding of their needs and motivates high level management to support organizational initiatives
• Problem-Solving: Improves organizational efficiency by developing, planning, and implementing a multi-tier solution to complex or unprecedented problems; synthesizes information from internal and external sources to develop solutions for issues with broad organizational impact
• Customer-Oriented: Is oriented to "wow" the customer; builds, encourages, and/or creates a customer-first experience and culture; is empowered or enables empowerment to proactively assess, identify, and understand customer needs; responds quickly to changing customer needs and resolves issues effectively and efficiently; committed to providing quality products and services; anticipates growing customer needs and expectations to continuously improve product development and service delivery
Technical Skills:
• Corrugated product and technical knowledge
• Sales process knowledge
• Machinery acumen
• Microsoft Office – Excel, PowerPoint, Word
• Proficient in Salesforce
Other Qualifications: To perform the duties of the job, this role requires:
• Occasionally using fingers to type with one hand
• The spoken exchange of ideas to be performed loudly 75-100% of the time
• The spoken exchange of ideas to be performed quickly 75-100% of the time
• The safe and accurate operation of motor vehicles and/or heavy equipment
Work Environment:
• Frequently works indoors, in an environment that is climate controlled
• Frequently stands or walks for 1-2 hours at a time
• Occasionally stands or walks for 3-6 hours at a time
• Frequently commuting to service customer accounts
• Noisy work environment; maintain strict adherence to safety rules and regulations
• Required: 3 to 5 years business-to-business (B2B) Sales experience in a manufacturing/service industry with management or coaching responsibility
• Required: Bachelor’s degree

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