[Remote] VP Commercial, Corrugated Texas Area
Note: The job is a remote job and is open to candidates in USA. Smurfit Westrock is seeking a commercial leader to drive profitable growth for its Corrugated Division’s Texas Area. The role develops and executes commercial strategy, manages sales and margin targets and key customer relationships, leads commercial teams, and collaborates with Operations and Marketing.
Responsibilities
- Surpass Area volume and profit goals by developing new accounts in targeted market segments, gaining share in existing accounts, implementing margin improvement plans, and supporting enterprise-wide sales efforts
- Deliver on weekly, monthly, quarterly, and annual sales targets
- Drive price increases and margin accretion initiatives for the Area
- Set annual sales budget targets for the Area and forecast revenue based on yearly sales trends, available capacity and pipeline
- Develop plans to improve sales results where challenges exist in the base business on year-over-year account progress, attrition, and growth
- Work closely with plant General Managers to understand and sell open machine capacity, with a focus on our value-added capabilities
- Ensure we have a balanced and healthy mix of small, mid-size and large accounts in the Area
- Identify market, customer, seller and process issues, and lead improvement efforts to resolution
- Be in the Area leadership the voice of customer needs, competitive dynamics, and market opportunities and pressures
- Develop margin improvement plans across accounts and plants
- Drive commercial productivity metrics and best practices for saving opportunities
- Improve Working Capital by directly owning customer aged AR, Finished Goods and Paper inventory
- Collaborate with Marketing to develop the Area long-term commercial strategies based on market dynamics and business drivers to achieve company objectives
- Develop plans for prospecting, promotional activity, and commercial training
- Lead area-specific customer engagement activities to promote our differentiated capabilities
Skills
- Strategic thinker with a proactive approach to problem-solving
- Proven leadership in commercial strategies, sales team development, pricing management, volume growth, and financial acumen
- Strong analytical skills, with the ability to interpret complex data
- Excellent communication and interpersonal skills, with an ability to create and deliver engaging presentations to internal and external audiences
- Ability to drive results through managers and individual contributors, and adjust coaching methods as needed
- Ability to work collaboratively across other departments
- Bachelor's degree
- 5 to 10 years of business-to-business (B2B) Sales experience in a manufacturing/service industry with management or coaching responsibility
- 5+ years of related experience in leadership, sales execution, and pipeline management
Company Overview
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