Manager Field Sales

Position Overview

The Field Sales Manager position will have management responsibility of select Territory Managers while continuing to have direct customer sales responsibilities. The role will include managing Territory Manager's to meet goals and objectives, along with mentoring employees for continued development, while following company policies. The role will also include managing select accounts as assigned by management and meet customer expectations. The role reports to the Regional Sales Manager.

Responsibilities

• Establishing productive, professional relationships with key personnel in assigned customer accounts.
• Coordinating the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customer's expectations.
• Meeting assigned targets for profitable sales volume and strategic objectives in assigned accounts and new accounts.
• Proactively assessing, clarifying, and validating customer needs on an ongoing basis.
• Leading solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
• Direct report responsibility for select Territory Manager(s)
• Manage Territory Manager(s) to meet assigned goals and objectives, including but not limited to: sales dollars, volume, and profit as defined by Regional Sales Manager.
• Conduct regular one-on-one meetings, pipeline reviews, forecasting, and coaching with assigned Territory Manager(s).
• Maintain visibility into major opportunities, bids, competitive activity, and risks across assigned territories.
• Partner with customer service, design, operations, quality, estimating, and finance to resolve issues and support profitable growth.
• Establish clear performance expectations, provide timely feedback, and develop improvement plans when goals are not met.
• Support pricing strategy, contract reviews, negotiations, and margin improvement initiatives.
• Ensure accurate and timely opportunity, account, forecast, and activity reporting.
• Identify development opportunities and prepare Territory Manager(s) for increased responsibility.
• Mentor Territory Manager(s) to continue to develop within GBP and individual career. Support Territory Manager(s) to help grow in their identified competencies.
• Travel with Territory Manager(s) to strategic accounts to assist in growing the business.
• Regional travel is required on an as needed basis to select accounts.
• Entertainment of customers during and after normal work hours is required
• Assist and support Regional Sales Manager by taking responsibility of select division accounts on price estimates, warehouse agreements, and contracts as necessary.

Success will be measured by:

• Achieving assigned sales revenue, volume, and profit goals.
• Achieving strategic customer objectives defined by company management.
• Completing strategic customer account plans that meet company standards.
• Maintaining high customer satisfaction ratings that meet company standards.
• Actively seeking new accounts.
• Accurately budgeting monthly and annual customer sales, and volume.
• Territory Manager(s) growth and development
• Management of select responsibilities as assigned by Regional Sales Manager.

Qualifications

• Five+ years of sales experience with a proven track record in business development, required
• Sales experience in the corrugated packaging industry, preferred
• Drive for continued career growth within the industry
• Bachelor's degree in business administration or a packaging-related field preferred, or equivalent relevant experience

Compensation & Benefits

In addition to a competitive wage, the selected candidate will enjoy a comprehensive benefit package including medical, dental, vision, prescription drug, wellness programs, STD, LTD, life insurance, company matching 401(k). Green Bay Packaging benefits may vary by position or division.

Company Overview

Started in 1933, Green Bay Packaging Inc. is a family-owned, vertically integrated company consisting of corrugated container plants, a folding carton facility, recycled and virgin containerboard mills, pressure-sensitive label roll stock plants, timberlands, a paper slitting operation, and a sawmill facility. Headquartered in Green Bay, WI, Green Bay Packaging Inc. employs over 5,000 team members and operates more than 40 facilities in 16 states. Green Bay Packaging is committed to innovative product development, sustainable forestry practices, and emphasizes safety, quality, and continuous improvement. For more information, visit gbp.com.

The Midland, Great Lakes, and Wisconsin Packaging Divisions comprise our Wisconsin-based Sheet Plants. Our breadth of capabilities, resources, and our commitment to exceptional quality makes us a strategic option for corrugated packaging and point-of-purchase displays, with a focus on speed to market, continuous improvement, technology, efficiency, and service unsurpassed in the industry.