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Director, Field Sales & Account Mgt - Coca Cola

Smurfit Westrock

Atlanta, GA

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JOB DETAILS
SKILLS
Budget Management, Business Continuity Planning (BCP), Business Growth, Business Plan, Business Strategy, Business-to-Business (B2B), CCNA - Cisco Certified Network Associate, Career Development, Coaching, Contract Management, Contract Review, Cost Control, Documentation, Electronic Data Interchange (EDI), Federal Laws and Regulations, Field Sales, Financial Analysis, Financial Trend Analysis, Forecasting, Graphic Design, Graphics, IT Requirements, Leadership, Manufacturing, Performance Analysis, Performance Management, Performance Reviews, Presentation/Verbal Skills, Price Quotes, Pricing, Process Improvement, Product/Service Launch, Profit & Loss, Profit & Loss Management, Project Tracking, Recycling, Resource Management, Revenue Forecasting, Revenue Growth, Revenue Planning, Sales, Sales Management, Sales Pipeline, Sales Strategy, State Laws and Regulations, Strategic Planning, Sustainability, Time Management, Vendor/Supplier Evaluation
LOCATION
Atlanta, GA
POSTED
8 days ago
Description & RequirementsSmurfit Westrock (NYSE:SW) is the go-to leader and partner of choice in sustainable packaging. We are dedicated to creating efficient and scalable paper and packaging solutions to help solve complex packaging challenges. Guided by our values of safety, loyalty, integrityand respect, we are committed to delivering meaningful value for shareholders, customers, employees and the communities where we operate.As Director, Field Sales & Account Management, you will be responsible for leading and managing the Smurfit Westrock Coca-Cola Corrugated Sales organization and working effectively with the operating regions and manufacturing plants to maintain and grow profitable revenue for the corrugated Coca-Cola business. You will be responsible for up to 100 million plus dollars of corrugated sales to Coca-Cola annually.In this role, you will serve as the primary liaison between Coca-Cola and Body Armor operating network stakeholders, and the Smurfit Westrock corrugated group, for all new product introductions related to corrugated packaging. You will be responsible for understanding and managing the profitability of the Coca-Cola product mix in all regions, providing accurate forecasting to the organization, developing annual business growth plans, sharing supplier performance analysis, and ensuring year- over year account progress. In this position, you will be responsible for providing accurate price files, facilitating speedy price quotes and collaborating closely with the area manufacturing teams to understand and sell open machine capacity and value-added capabilities where applicable.How You Will Impact Smurfit WestRock* Report to the Vice President of Sales for the Coca-Cola Account.* Work to align all corrugated account activities to meet customer expectations and requirements.* Lead the Coca-Cola Smurfit Westrock Corrugated Sales Team to deliver results by executing on weekly, monthly, quarterly, and annual sales targets.* Continue to understand, and communicate, Coca-Cola IT requirements, e.g., EDI capabilities, to drive additional value-added corrugated services.* Drive Commercial Excellence and account strategy to meet and exceed regional volume and profit goals through successful field level execution across all allocated Coca-Cola locations* Drive performance and margin improvement across all locations supplied.* Support Area Leadership in developing the annual budget targets for each Coca-Cola location based on customer provided forecast and revenue targets based upon yearly sales trends and customer forecast.* Monitor profitability levels to track progress against budgeted targets and analyze monthly financial summaries for Coca-Cola Corrugated.* Identify, and drive, process improvements, including new pricing requests, die structure requests, quality, rebates, quarterly business reviews, contract management, etc.* Understand market dynamics and business drivers that define long-term commercial strategies and have an impact on their region and develop strategies to reach company objectives.* Motivate and align Sales team and Business Resource Managers to the Play to Win strategy and maximize sales, volume growth and bottler level performance.* Conduct performance reviews and career development plans for Corrugated Sales team members and provide performance feedback for Business Resource Managers involved with Coca-Cola locations.Additional duties and skills required for the success of the corrugated segment of the Coca-Cola business:* Securing quotes for new items* Work across and with each region to understand and develop corrugated systemwide forecast* CADs // Print Cards // Graphics discussion on art requirements* Securing graphics requirements from applicable plants* Coordinate graphics with separator and WRK Graphics person at each plant* Ensure artwork posted to CCNA repository is sent to the appropriate plants* Responsible for development and maintenance database for drawings and print cards for all Coca-Cola business* For new business, coordinate with appropriate plants based on capabilities and equipment* Handle DMR database for all plants* ensure timeline is followed* Ensure documentation is appropriate for DMR processing* Addition of RCCA according to timeline* Ensure DPPM is measured and met* Ensure execution of price file* ensuring timely response and submission of monthly reports (rebate and shipping)* Review activities with BRM's* ensure adequate coverage* Appropriate engagement with all plant levels* Schedule and conduct SRMs in each location and provide deck* Assist/develop cost savings initiatives with all plants and BRMs* Assist/develop recycling programs for OCC* Assist with bottling plant efficiencies* Assist with "standardizing" dies, where possible* Business Continuity Plan development and updates* Assist with supporting the "enterprise" for all Coca-Cola businessWhat You Need To Succeed* Bachelor's degree* 10+ years business-to-business (B2B) Sales experience in a manufacturing/service industry with management or coaching responsibility* 10+ years of related experience in sales execution and pipeline management* Ability to drive results through others and adjust coaching methods, as needed* Ability to create and deliver engaging presentations to internal and external audiences* Demonstrated sales competence and financial acumenWhat We Offer* Corporate culture is based on integrity, respect, accountability, and excellence.* Comprehensive training with numerous learning and development opportunities.* An attractive salary reflects skills, competencies, and potential.* Benefits package includes medical, dental, vision, life insurance, 401k with match and more!* A career with a global packaging company where Sustainability, Safety and Inclusion are business drivers and foundational elements of the daily work.Candidates are required to undergo a drug screening after receiving a conditional job offer, but before starting employment.Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by state or federal law.

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Smurfit Westrock