My Shortlist

Your shortlisted jobs will appear here. To view your shortlist, please login or register

DATE ADDED: Fri 21/09/2018

Regional Sales Manager (Central Valley CA.)

Fresno, USA
APPLY NOW

COMPANY: ORORA PACKAGING SOLUTIONS

Job Description

The Role: 

Orora Packaging Solutions is seeking a Regional Sales Manager.

 

  • This position will report to: Sales Manager - Orora Bag Solutions
  • Travel Requirement:  80% of Travel Required/Frequency
  • FLSA Status: Exempt

 

At Orora, we believe our packaging touches lives and together, we, together as a team, deliver on the promise of what’s inside. From custom packaging design and packaging materials, to prototype development and manufacturing, packaging automation and equipment, kitting and fulfillment, global sourcing, and full-service warehousing and logistics, our packaging consultants develop cutting-edge, innovative solutions that take a product from concept to consumer. It is with this passion and commitment to innovation, we believe in hiring and developing the very best talent by living our core values of Teamwork, Passion, Respect, and Integrity every day.  

Our vision is to be the industry-leading packaging solutions and displays company.

 

We value Teamwork, Passion, Respect and Integrity. These core values define who we are and how we operate. They shape the way we work with each other, with our customers, and with our communities. Every day, we deliver packaging solutions that exceed our customers’ expectations while solving complex problems as a team.

 

We believe that all team members (irrespective of their role or level), should aspire to distinctive leadership behavior, as we continue to deliver on the promise for our customers, shareholders and each other. Leadership is not tied to a job title, i.e. you don’t need to be accountable for a team to be considered a leader. At Orora leadership is encouraged at every level, within the team

 

What You’ll be Responsible For in this Role

In this role you will identify and develop new business opportunities in local markets providing incremental growth to company turnover and profit across Paper & Recycling, Bag Solutions and Functional Coatings businesses.

You will nurture and develop existing customer relationships to (a) cement partnerships and (b) grow sales (increasing share of wallet) and build margins by identifying and implementing Value Plus actions, and value engineering within existing local customer portfolio, while also develop and document a sound understanding of market dimension and landscape to underpin market penetration and strategic planning.

Strategic Sales Planning / Developing Growth Opportunities

 

  • Gather local market intelligence and monitor and analyse market trends and competitor activity within specified markets to identify contacts, prospects and stable business opportunities.
  • Develop market plan for identified accounts, identifying and sizing all major customers and competitor accounts, qualifying and ranking opportunities
  • Maintaining and developing new and existing customers through planned individual account management
  • Establish a business plan, terms and conditions and set a timeline for plan implementation with customers
  • Develop, review and gain approval of plans for existing customers

o    strategic individual account plans 

o    indicative long-range route plans

o    call plans and call strategy for each customer

o    Identify and implement Value Plus actions

  • Prepare and review sales against the budget and forecast for major customers and put actions in place as required to ensure targets are achieved

 

Lead generation & pipeline development

  • Based on strategic sales plan, engage potential customers.
  • Establish and build relationships with new prospects and leads.
  • Qualify leads in order to quantify size of opportunity, document buying process and define sales impact date
  • Continue to nurture leads to progress sales opportunities
  • Conduct and facilitate trials as required to validate product performance
  • Document progress via SFDC

 

Solution Identification and Proposal Submissions.  

  • Work with potential customers to identify relevant solutions to be included in proposal submission
  • Utilise technical support as required to best position Orora in the proposal process
  • Liaise with appropriate team members to ensure that proposal submissions are in line with business capability
  • Identify and manage stakeholders and decision-makers within customer and Orora business unit to ensure timely proposal submissions and effective negotiation process undertaken
  • Gather post-negotiation feedback on opportunities

 

Build relationships and maintain existing client accounts

  • Develop a customer engagement plan that provides the level of customer service matching the requirements / expectations of each customer to ensure an Orora solution is meeting customer requirements and assist where possible to continuously improve customer service, value engineering and share of wallet opportunities.
  • Understand and respond appropriately to customer needs, transitioning query to relevant Orora department as required
  • Conduct business update (BRAD), senior management, innovation and strategy reviews with the customer based on agreed intervals (quarterly, half yearly, yearly)
  • Coordinate technical support, value engineering audit, quotes and samples to present to customer in the generation of customer solutions, innovation projects or value engineering projects
  • Negotiate customer solution and contract (including pricing, within delegated levels) in line with the Sales strategy that strikes a balance between providing sound arrangements for the customer but does not compromise profit targets of Orora.
  • Analyse each opportunity based on alignment of customer needs with Orora capabilities and strategy as well as an assessment of opportunity value to determine account prioritisation
  • Drive sales and profitability by looking for every opportunity to introduce Orora products and upsell without compromising the position of existing solutions.
  • Invite customers to relevant Orora and industry events and social activities
  • Invite customers to utilise IT systems such as iRep, Bag Express etc. 

 

  Administration

  • Effective local supply chain management to ensure DIFOT targets are achieved
  • Provide information as required for monthly sales meetings and reports by business unit
  • Maintain an active profile in the relevant markets and segments and keep abreast of industry trends to enhance knowledge, trusted advisor status
  • Participate in company’s performance management system and sales training sessions
  • Update the relevant systems including SFDC with customer strategy, actions, tasks, events, call results, and any customer intelligence.

What We’re Looking For  

Minimum Requirements:

  • Relevant tertiary qualification preferred but not essential - preferably in a sales/commercial stream (e.g. sales/marketing, business, commerce) and can demonstrate an ongoing commitment to learning and personal development
  • Technical Sales and/ or marketing and supply chain experience (preferably in a manufacturing environment)
  • Preferred previous experience in lead generation and business development
  • Experience in managing customer relationships (large multi-site customers)
  • Experience in developing relationships at multiple levels of an organization (from receptionists to CEOs)
  • Previous experience in Dairy / Food industry and/or primary packaging industry (fibre based packaging preferable)

 

Additional Information / Skills needed:

 

  • Bringing solutions to the local USA market through manufacturing of products in Australia
  • Working across time zones and engagement of team in Australia to deliver effective service
  • Working autonomously and using local USA sales resources as required
  • Developing a sound product knowledge to ensure credibility is achieved with customers
  • Managing a long new business sales cycle (Bag Solutions & Functional Coatings)
  • Effective time management across multiple Orora business units
  • Managing local agents and third-party suppliers
  • Interaction with Corrukraft sales teams to drive continued growth of the sales of B9 Recycled Liners and Mediums
  • Interaction with Agents, End Customers, Corrukraft and MPP sales teams to promote, generate leads and drive sales for Functionally coated / laminated grades (papers, liners and boards)
  • Work with Allen Co to understand forecasted volumes, market intelligence around existing customers and interaction with OPR supply chain team to facilitate execution of orders
  • Gather market intelligence around broader Corrugated Market in USA and determine additional opportunities to grow volumes of B9 and Functional Coatings gradesprofitably in North American Market

 

Preferred experience:

 

  • Works autonomously - self-starter with a strong results orientation
  • Sales coordination and facilitation
  • Industry expertise
  • Influencing skills
  • Able to build matrix of decision-makers across the whole of the customer’s business
  • Executive-level credibility
  • Ability to spot and articulate trends
  • Active listening skills
  • Knowledge of unique customer requirements
  • Lateral thinking / value adding
  • Understands account economics
  • Account planning
  • Target and budget development
  • Able to create development plans for current customers
  • High understanding of end to end requirements

 

 

Reasonable Accommodations

Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions. If you are interested in applying for employment with Orora and need special assistance to apply for a posted position, or if you believe you do not meet any of the required qualifications of a posted position due to a protected disability and would like to explore the possibility of an accommodation, please contact our Talent Acquisition team at: #removed# for additional support and guidance.

                               

What We Offer

Our rich benefits packages are designed to support the health and well-being of both our eligible co-workers and their families.

 

 

·       Medical

·       Dental

·       Vision

·       Group Life and AD&D

·       Voluntary Life and AD&D

·       Group Short-Term Disability

·       Group Long-Term Disability

·       Flexible Spending Accounts

·       Employee Assistance Program

·       Profit Sharing and 401(k)

·       Paid Time Off

Equal Employment Opportunity

We are an equal opportunity employer committed to fostering a culturally diverse organization. We strive for inclusiveness and a workplace where mutual respect is paramount. We encourage applications from a diverse pool of candidates, and all qualified applicants will receive consideration for employment without regard to race, color, ethnicity, religion, sex, age, national origin, disability, sexual orientation, gender identity and expression, or veteran status. We will provide reasonable accommodations to qualified individuals with disabilities, as need, to assist them in performing essential job functions.

 

Recruitment Agencies: 

Orora does not accept unsolicited agency resumes. Orora is not responsible for any fees related to unsolicited resumes.

Company Description
At Orora Packaging Solutions, our vision is to be the industry-leading packaging solutions and displays company. We believe our packaging touches lives. Together, we deliver on the promise of what’s inside. We help customers develop optimized packaging solutions that transform the packaging experience. From custom packaging design and packaging materials to prototype development and manufacturing, packaging automation and equipment, kitting and fulfillment, global sourcing, and full service warehousing and logistics, our packaging consultants develop cutting-edge, innovative solutions that take a product from concept to consumer.

We value Teamwork, Passion, Respect and Integrity. These core values define who we are and how we operate. They shape the way we work with each other, with our customers, and with our communities. Every day, we deliver packaging solutions that exceed our customers’ expectations.

What We Value

Teamwork: We are one Orora, without silos. We keep each other safe. We are in it together or not at all.
Passion: Be courageous. Be curious and innovate. Be responsible and deliver.
Respect: For each other. For the community. For our customers.
Integrity: Do what is right. Be true to what we stand for. Be true to the promise we made

What We Offer
Our rich benefits packages are designed to support the health and well-being of both our eligible co-workers and their families.

We are an equal opportunity employer committed to fostering a culturally diverse organization. We strive for inclusiveness and a workplace where mutual respect is paramount. We encourage applications from a diverse pool of candidates, and all qualified applicants will receive consideration for employment without regard to race, color, ethnicity, religion, sex, age, national origin, disability, sexual orientation, gender identity and expression, or veteran status. We will provide reasonable accommodations to qualified individuals with disabilities, as need, to assist them in performing essential job functions


Role: Regional Sales Manager (Central Valley CA.)
Job Type:
Location: Fresno,

Apply for this job now.
APPLY NOW