Midwest Regional Sales Manager

Remote (United States)

Where you will work

Manchester Industries is proud to embrace a remote workforce model for specific positions. Our Company has proven success with remote and flexible work locations while maintaining a collaborative and supportive work environment. We use effective communication tools to foster teamwork and collaboration.  While this position is listed as remote, we are seeking candidates who live in the Chicago metro area or midwest regions, such as Illinois or Wisconsin.


The goal of Manchester Industries is to provide an exceptional service platform with our staff of committed employees. Through working with customers and suppliers together, we are able to find profitable and proficient solutions in this ever-changing marketplace.


Through innovation and continual improvement in precision converting technology, we provide prime paperboard grades from leading mills to paper merchants and packaging companies. With vast inventories at Manchester’s 5 strategic locations: Virginia, Pennsylvania, Indiana, Michigan, and Texas, we maintain 14 precision sheeters, 9 guillotine trimmers, 4 carton packing lines, and 2 slitter rewinders within 450,000 combined square feet of manufacturing and warehousing space. 


What you will do

The Midwest Regional Sales Manager is responsible for the development and performance of all sales activities and sales representatives in the midwest geographic market to meet established sales and profitability objectives set by management, including the potential to manage accounts directly. This position will staff and direct a sales team and provides leadership toward the achievement of maximum profitability and channeled growth in line with the company vision and values. The Manager will establish business plans and strategies to expand the objective of company goals/marketing directives, and also contributes to the development of training and educational programs for customers, company sales associates, and customer service representatives. 


Territory Management 

  • Develops a business plan and sales strategy for the assigned geographic market that ensures the attainment of company goals and profitability. 
  • Territory lead on pricing, working with the Director of Sales and Business Analyst in territorial pricing and specific customer proposals for individual accounts and assists in the major RFP’s within the territory.
  • Develops and achieve established sales objectives for personal accounts. Assist sales representatives in the development and accomplishment of sales objectives.
  • Establishes budgets and controls expenses for this position as well as assigned sales representatives. 
  • Stays current on all industry product knowledge; keeps customers abreast of changes.
  • Acts as the industry-recognized technical expert supporting customers and growth in the market.
  • Provides guidance and solutions to marketing and promotional needs within assigned territory.
  • Sells paperboard products and services in assigned territory.
  • Drives growth with strategic accounts by studying existing and potential sales. 
  • Prospect for new accounts, develop and drive new business development opportunities.
  • Submits timely Competitive Information Reports by gathering current information on pricing, products, new products, delivery schedules, and changes within the market. 
  • Strengthens involvement in solving problems and improving communication between operations, customer service, and sales.


Product Profitability 

  • Monitors customer profitability levels and lead the execution of improvement initiatives.
  • Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies. Shares information with territory sales and company.
  • Maximizes volume and price opportunities within the territory or segment.
  • Manages customer mix and sales mix to maximize short and long-term profitability by delivering on objectives as coordinated with the Director of Sales.
  • Supports product improvement or new product development efforts led by the Director of Sales.
  • Evaluates opportunities to increase utilization of under-utilized production assets.


Operations Support 

  • Works closely with sites on all customer and quality activities (i.e. complaints, Market Information Requests, customer visits, and communications).
  • Participates on schedule sales and operational conference calls as needed.
  • Works closely with Customer Service Representatives to ensure total customer satisfaction.


Cost Management 

  • Exercises responsible spending with regard to travel and entertainment to maintain the budget.
  • Utilizes corporate travel to maximize travel expense value.


Leadership 

  • Responsible for and participates in the selection and placement of sales representatives.
  • Responsible for the performance and development of the assigned sales representatives.
  • Initiates and coordinates the development of individual business plans to ensure individual goals are achieved, including budgets, proposals, and presentations.
  • Conducts one-on-one reviews with all sales representatives to build effective communication, understand training and development needs, and provide insight for improvement of the sales representative’s activity and performance.


Key Competencies and Attributes

  • Demonstrated ability to lead in a matrixed and highly collaborative environment to influence change and core processes
  • Courage to identify, communicate and bring to light opportunities and solutions
  • Optimistically looks toward the future for opportunities to innovate and improve
  • Personal resilience to lead an organization through continuous process improvements developing and executing iterative plans
  • Confidence in dealing with ambiguity; bringing different perspectives to light and rallying others to aligned goals and objectives
  • Understands operations and sales decision-making and processes


What You Will Need

  • Bachelor’s Degree in Business, Marketing, or other Technical fields (required)
  • Minimum 5 years of paperboard industry or packaging experience (required)
  • Past sales experience in paperboard or related products (preferred)
  • Excellent verbal and written communication skills.
  • Strong presentation skills
  • Strong understanding of quality systems and manufacturing (required)
  • Proficiency in Microsoft Word, Excel, and PowerPoint
  • Able to act with a high degree of ethical and professional behavior
  • Ability to work in both office and manufacturing environments involving high-speed equipment, high noise levels, extreme temperature changes, and mill environments
  • Frequent air and car travel 
  • Lifting and bending related to travel (carrying suitcases, travel cases, entry and exit of aircraft, buses, taxis, etc.)
  • Lifting related to the manufacturing environment (product samples, sheets, cartons, etc.)
  • Some mental and visual fatigue from prolonged computer use 

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