Territory Sales Manager - Northeast Job

Key Activities

• Expand depth/breadth in strategic regional accounts. High level & cross-functional engagements within customer organizations.
• Adept at presenting to large groups that delivers a concise and clear message to the audience. Present the value of the entire product portfolio.
• Strong financial acumen and adept at building commercial proposals.
• Grow sales in accounts by mapping customer applications, identifying decision makers, developing relationships, and initiating projects.
• Identify the key value drivers of our offering to the customer.
• Build an annual sales plan that aligns the market segment strategy with territory objectives.
• Effectively plan customer interactions through agendas, establishing clear objectives, and goal setting. Effectively use Miller-Heiman sales tools.
• Follow a regimented sales process. Adept at gaining commitments at each stage of the buying process by identifying win scenarios. Complex solution development & positioning.
• Identify and anticipate potential objections to our offer and overcome them.
• Track and report account activity, build and manage a sales funnel of developing new business.
• Effectively uses CRM such as SF.
• Understand the value of a Strong Team Selling approach.
• Technically astute within the packaging sector.
• Practice safe work habits in accordance with OSHA, EPA guidelines and Bostik specific EHS expectations.

Context and environment

This role is critical in expanding our market share in the highly attractive flexible packaging market. This role will is responsible for generating new business with the flexible packaging market focusing on laminating and coatings applications.

Accountabilities

Accountable to deliver budget for revenue, MVC, and MVC% for assigned territory.

Build and execute an annual territory plan that ensures alignment with business strategy.

Responsible for YOY growth in sales from new accounts by X% as determined by market segment.

Building a funnel and tracking sales projects in Salesforce.com.

Qualifications / experience required

• Bachelor's Degree in Business, Marketing, or Science related field or equivalent experience.
• 5+ years of technical or commercial roles and preferably sales experience in the Packaging market.
• Excellent oral and written communication skills with a strong understanding of various communication methods and proper situational use.
• Excellent personal and interpersonal working skills.
• Excellent networker.
• Demonstrates proactive thinking and strong problem solving skills.
• Must be proficient in Microsoft Excel, Lotus Notes, Word, PowerPoint, web-site navigation and CRM software.
• Ability to travel up to 50% of the time.