Account Sales Manager

Job Summary:

• Sell Terphane Polyester Films into the packaging and industrial markets within the assigned region
• Establish and service a profitable customer base into or connected to the assigned region. Although certain positions have specific tasks and responsibilities with respect to food safety, the food safety and quality of all products manufactured by Terphane LLC. is, in general, the responsibility of every Terphane employee
  
  

Essential Functions:

• Responsible for meeting sales volumes and contribution margins goals, as outlined in assigned Budget and KRA’s. Develop and implement sales strategy to establish and service customers (to include Group Customers based on niche or submarket) within assigned territory. (45%)
• Aggressively pursue qualifications of existing and new products at current, new, and prospective
  
  

customers. To include direct, indirect, and end user customers (25%)

• Negotiate pricing with key decision makers based on data analysis, market knowledge and customer
  
  

penetration; negotiate inventory and incentive programs as needed (M&H, rebates). (10%)

• Communicate daily with customer service, operations and sales management as needed. (5%)
• Utilize CRM (Customer Relationship Management) database and Miller Heiman principles to effectively manage region – track leads, customer meetings/call reports, projects and opportunities
• Communicate Individual Sales Strategy for each Customer to Management. (5%) Submit accurate monthly Forecasts for future sales to National Sales Manager/Planning for optimum scheduling of production and transfers. (5%)
• Provide monthly reports with update on significant customer developments and relevant market information to Sales Management. (5%)
• Conduct business so as to maintain safety standards within established guidelines. (Ongoing)
  
  

Secondary Duties and Responsibilities:

• Manage travel expenses per Tredegar T&E policy
• This job description is a summary of the job duties and requirements that represent the general nature and level of work being performed. It is not intended to be complete in detail. Individuals classified in this job are expected to perform all the essential duties identified herein, and occasionally may be required to perform duties that are not included within this document
  
  

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

• High level product, substrate, application, and in-depth industry knowledge
• Proven ability to manage a geographically isolated sales territory with minimal supervision
• Ability to effectively interface and communicate with all levels, from President/Owner to hourly production employees, both within the Terphane organization and at our customers, is required
• Strong presentation and negotiation skills
• Personal communications and human relations’ skills are essential in the position
• Ability to consult with the proper personnel in order to resolve personnel problems, technical questions or product status, as appropriate
• Ability to set and attain personal objectives, goals and sales targets
  
  

Education and Experience:

Bachelor’s Degree with 5+ years of experience in sales of plastic films in the flexible packaging or industrial markets and/or equivalent combination of education and experience.

Certificates, Licenses, Software:

Advanced knowledge of Microsoft Office. Must hold a valid driver’s license.

Key Results Area:

• Achieve Volume plan for assigned territory, including Total Volume, NPD Volume, and VA Volume
• Achieve contribution margin goals for assigned territory
• Prepare accurate Forecast and submit as required
• Prepare call reports and monthly reports as required
• Meet DSO target for assigned territory
  
  

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee is regularly required to sit; use hands to operate a computer, copier, fax or other office equipment. The employee must occasionally lift and/or move up to 25 pounds. Ability to drive.

Work Environment:

The work environment characteristics described here are representative of those an employee

encounters while performing the essential functions of this job. Reasonable accommodations may be

made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually quiet. Traveling by car or airplane is required.

Salary Range:$82,640-$107,465

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