Job Description

ROLE PURPOSE:

The Paper & Board Sales Manager role is specific customer facing, managing the customer, building strong sustainable relationships, customer profitability and customer/category growth of the Essentra Tear Tapes portfolio with focus on the Paper and Board category, facilitates the product promotion to the customer where applicable.

THE MAIN PURPOSE OF THE JOB IS:

· Creating and implementing a GTM (Go to Market) strategy in conjunction with the Category Lead across a defined portfolio of key targeted accounts or markets.

· Identification and delivery of Tear Tape and Applicator solutions to deliver revenue growth

· Strong account management, relationship building skills and lead development and conversion experience

· Add- Ability to deliver Solutions to targeted markets and customers.

· Add- Ability to sell in a Solution based environment

· Add- Comfortable in a team based collaborative selling environment

· Add- Ability to converse with all stakeholders including C Level

· Compliance of the customer interface (quality, environment, health & safety, hygiene, legal compliance)

· Implementation and execution of a Key Account plan delivered through Key Account Team organization and

employee engagement.

· To champion voice of the customer concepts within the business

· Engage with our New ‘Targeted’ and Existing MNC / Regional accounts at all levels and been seen as an technical expert selling solutions to the Paper and Board category within our product portfolio

· Understand market dynamics, trends, assessment of Essentra positioning, market pricing, competitor landscape, gaps and opportunities within the selected product portfolio

· Experience of Cross Selling / Upselling and recommending areas of focus to compliment Essentra’s product portfolio and to improve / enhance our Value Proposition.

· Experience of managing major accounts at Head Office / Group level

PRINCIPAL ACCOUNTABILITIES AND KEY ACTIVITIES:

BUSINESS STANDARDS AND VALUES

· Essentra operates quality, environmental and health & safety management systems and as such, you are expected to observe and adhere to the specific requirements in relation to these.

· To actively observe and adhere to Essentra policies including Equal Opportunities together whilst actively

· promoting and delivering the Essentra Company Values.

· To carry out other duties as is within the scope, spirit and purpose of the job as requested by your Line Manager.

· As duties and responsibilities change, the job description will be reviewed and amended in consultation with the job holder

· To deliver objectives as agreed and outlined in the PDR process

MANAGE AND MARKET PROFITABLE GROWTH WITHIN THE PAPER AND BOARD CATEGORY

• Customer satisfaction and defined customer account management

• Delivery of category and account plans for the customer

• Delivery of customer objectives and operating plans

• Ensure sustainable growth of the Paper and Board Category

• Support the marketing function through allocation and engagement of category champions

• Maximize sustainable sales and profits for the Paper and Board category

• Ensure Strategic alignment with the markets, market trends and customers

• Ensure customer retention

• Management and communication of Key Account team achievements and objectives

OTHER RESPONSIBILITIES

• Achieve sales growth in Paper & Board Beverage solutions and other key consumer product channels

• Development of Key Market strategies in line with strategy and category plans

• To fully support marketing organization in preparation of trend and pack presentations

• Delivery of clear and concise communications throughout the Essentra organization.

• Take an active role in communicating successful strategies and onboarding new customers.

EDUCATION, QUALIFICATIONS AND EXPERIENCE

ESSENTIAL:

At least 5 years commercial sales experience focused on lead development and conversion in a manufactured product environment of a medium to large size organization

Experience of working within or supporting the Paper and Board industry

Experience of working within the Corrugated (Secondary / Ecommerce packaging) or Folding Box Board (Primary packaging) industry segments

Experience of international sales within a b2b environment

Experience of working in a matrix organization

Exposure and experience of working with customer trade marketing departments

Demonstrated ability to study market to predict trends and product developments in conjunction with marketing team

Credible expert of what is happening in the market and how macro trends can influence

Degree or Equivalent

Flexible in working arrangements

DESIRABLE:

Consumer Packaging market knowledge

Packaging Degree or technical background in flexible packaging

Process and technical Orientation

Financial and cost management

Company Description

A diversified manufacturing company with an impressive history of success that spans over 50 years. Products include a vast array of products, packaging and components that are used in many different industries including healthcare, food and beverage, electronics, and energy. Publicly traded on the London Stock Exchange with over £1 billion in revenue, the organization has grown significantly over the past few years by complimenting steady organic growth with strategic acquisitions that have expanded the product portfolio and strengthened their global presence. With operations in 33 countries around the world, the company is organized into three Strategic Business Units (SBUs): Component Solutions, Health and Personal Care Packaging, and Filtration Products. The Americas Region, which includes approximately 22 manufacturing and distribution locations and 2,200 employees across the US, Canada, and Latin America, accounts for over one third of global sales. The dynamic culture is entrepreneurial, fast paced and results driven. The Company’s Key Principles are centered around building a winning engaging team with the freedom to operate in an open, honest and safe environment.