Company Accurate Paper Box is a family owned business located in Knoxville TN and serving the Southeast and Midwest. We manufacture and design folding cartons, and related paperboard products to meet a variety of customer needs.
Job Summary
The Sales Representative is responsible for successfully managing existing customer accounts and establishing new opportunities to achieve annual sales objectives. This involves managing current customer relationships, prospecting and engaging new customers, partnering with management to complete budget planning, and supporting cross-functional teams to ensure sales strategy execution.
Responsibilities
Thoroughly understand the industry and target customers to qualify opportunities in alignment with Accurate Paper Box sales strategy
Develop and maintain thorough knowledge of Accurate Paper Box products and pricing structure to resolve inquiries and issues with customer accounts
Effectively articulate sales vision and strategy to identify leads on new opportunities, manage prospects and develop a robust sales pipeline
Meet or exceed individual budgeted and volume sales goals to contribute to the organization’s annual targets objectives
Develop and execute account strategies for new and existing customers to create a customized experience for customers
Manage and resolve customer inquiries related to pricing, product availability, and order fulfillment activities
Utilize Salesforce.com to establish and manage customer Service Level Execution Agreement (SLEA) and payment terms
Complete scheduled and cold-call prospecting activities to create appointments with client decision makers
Prepare and deliver sales proposals/presentations and follow up with key decision makers
People and Culture
Seek and qualify prospective customers in accordance with Sales strategy
Collaborate with cross-functional teams to ensure effective execution of the overall Sales strategy
Collaborate with cross-functional teams to identify value add opportunities to improve margins
Manage customer engagement through the sales lifecycle to ensure contractual obligations are met and to enable customer satisfaction
Critical Skills / Capabilities
Strategic Thinking: Develops short and long-term courses of action that support the organization's overall vision and mission; balances business, technical, and operational issues when determining a strategy; identifies problems with current strategies and suggests ways to resolve them; incorporates knowledge of Accurate Paper Box's goals/strategy as well as competitive, customer, supplier, industry, or marketplace trends into strategic plans; capitalizes on opportunities and manages risks
Analytical: Demonstrates agility, flexibility, and a willingness to modify one’s approach to achieve desired results; responds quickly to changing demands, processes, and updated information
Communication: Creates and delivers engaging presentations to internal and external audiences; develops new communication strategies and approaches to communicate data, insights, and critical messages resulting in clear understanding
Problem-Solving: Applies knowledge to frame, simplify and solve complex issues; focuses on identifying root causes to create solutions in a timely and decisive manner; reconciles conflicting and/or incomplete information to develop solutions
Growth and Results Oriented: Delivers personal or organizational results by successfully influencing others (i.e. co-workers, other teams, external partners, etc.) within a matrixed organization; delivers high quality work within the stipulated time period to achieve maximum results
Organizational Skills: Plans, arranges and/or monitor's work to ensure achievement of desired results; establishes a systematic course of action to accomplish objectives
Detail-Oriented: Has an eye for recognizing errors or differences; plans and completes work with thoroughness, giving attention to specific information and individual details, conditions, necessary record keeping, and elements of that work
Time Management: Plans, prioritizes, and manages time spent on accomplishing tasks to increase productivity and efficiency; demonstrates awareness and control over amount of time spent on activities; meets deadlines
Decision-Making: Uses strong problem-solving skills and supporting information to arrive at optimal decisions in an appropriate timeframe; knows when to decide and/or when to seek additional input, and drive for consensus
Technical Skills:
Experience using the Salesforce.com application
Microsoft Office – Excel, Outlook
Experience:
Required: +5 years of experience interfacing with customers in a sales related field environment
Required: +5 years of experience in folding carton, corrugated or flexible packaging
Education
Required: Bachelor’s degree in Business, Marketing, Finance, or related field OR combination of education and experience
Benefits/Perks
Salary / Commission / Bonus
Career Advancement
Health, Dental, Vision, 401K