Position Summary
This position is responsible to meet the goals and objectives of the organisation by establishing the sales plan to meet the company objectives for ProAmpac Europe. This includes developing and executing profitable growth strategies for the organization, leading and managing the sales organization, developing and implementing effective pricing strategies, and collaboration with other divisions, Marketing, Product Development, Manufacturing Operations, Technical Service, Finance, HR, Legal and Supply Chain.
Essential Duties and Tasks
To perform this job successfully, an individual must be able to perform each essential job function satisfactorily. Reasonable accommodations may be made, upon request, to enable individuals with disabilities to perform the essential functions.
* Develop annual sales plan in support of organization strategy and objectives.
* Owns the implementation of the overall sales plan, including core customer retention, new business development, new product scale-up, and strategic market alignment.
* Develop, collaborate with finance and pricing teams and implement pricing strategies that ensure optimal profitability, cost recovery and customer retention.
* Understand, communicate, and define the actions to enhance product portfolio profitability (pricing, product rationalization), including M&A & capital investment.
* Manage multiple channel selling strategies, including direct, distribution, co-packers, brokers, etc.
* Build, develop and lead a sales team capable of carrying out sales and service initiatives. Define and implement training and development plans for team members to enhance team and achieve organizations goals. Hire, onboard and train resources necessary to support objectives.
* Collaborate with other departments and divisions to leverage the full breadth of the company’s capabilities and relationships
* Collaborate with other divisions and functional areas to support company-wide objectives and initiatives, including annual operating & strategic plans.
* Participate in new product development justification and launch process by collaborating with product development, sales, manufacturing, supply chain, marketing communications and ProAmpac leadership as necessary to support business development priorities.
* All other duties as assigned
Supportive Job Functions:
* Practice and communicate ProAmpac core values: Integrity, Intensity. Involvement, Innovation & Impact
* Ensure consistent, clear communication with sales organization that aligns with goals and objectives.
* Collaborate with marcom team to create support and promotional materials as needed.
* Champion new product development that supports and enhances overall strategies, and drives new share and/or new customers.
* Manage field service technicians to optimize effectiveness and support customer needs
* Ensure utilization of CRM to track and manage new business opportunities (NBO’s)
* Understand, and ensure team understands, current product capabilities, minimums, relative capacities, etc.
* Engage with sales and marketing leadership to align strategies for national/global accounts
* Develop pricing strategies for target accounts & obtain internal alignment as necessary
* Own & drive cross functional alignment across company as appropriate
* During site and plant visits, ensure all team members follow all safety rules and regulations
* All other duties as assigned.
Qualifications, Education and Experience:
* University degree in a technical or business discipline. Post-graduate degree a plus.
* 10+ Years work experience, with significant experience in flexible packaging and leadership roles
* Proven talent for leading a multi-cultural team in a matrix organization
* Commercial and operational acumen
* Global experience required
* Self-confident, self-motivated polished professional who thrives in a challenging, fast-paced environment
Specific skills:
* Strong leadership and persuasive communication skills
* Demonstrated ability to build a sales organization, performance manage poor performers, and develop sales talent
* Demonstrated ability to increase demand & generate profitable growth
* Strategic thinker with visionary capabilities
* Business acumen
* Ability to function in a matrix organization
* Excellent written and oral/presentation communication
* Willingness to travel, globally as needed
* Technically apt and knows how to leverage technology for profitable growth
* Excellent coaching skills – mentor, people development capabilities
* Demonstrated ability to prioritize based on data and leadership
* Possess an executive presence
* Results orientation