Job Description
Job Description
Job Description
Position Purpose: As a Protective Packaging Business Development Specialist, you will play a significant role in achieving the Protective Packaging budget through product line strategy creation, direct customer sales support of IPG Sales teams, customer and market price establishment, plant SKU rationalization, and the effective execution of sales training programs.
The Sales Development Representative is an entry level outside sales role that reports to a Regional Director of Sales and will serve as a key member of the Distribution focused sales team. The primary mission of this individual is to manage our Select Distribution, mid-size non-BPSF distribution, and emerging distributor opportunities. This person must have the ability to learn and express the value of IPG's comprehensive product offering also known as "THE BUNDLE."
Principle Accountabilities - Business Development Specialist
- Own the bottom line profitability of all products sold by a specific Protective Packaging plant(s), including plant capabilities, intercompany transfers, costing structures and margin expectations. Responsible for over $9,000,000 of plant specific sales across all Protective packaging categories.
- Understand the impact of freight on the Protective Packaging business, including the ability to minimize the freight impact on all Protective Packaging shipments by managing the product mix and intercompany shipments for the major Protective Packaging Product Line across North America.
- Be able to "data mine" inside a variety of inter-company databases, including CAPP and
- Interact with all customers, including National Accounts, as needed by the IPG Sales team in addition to supporting and training IPG Sales teams on selling the Protective Packaging bundle.
- Proven ability to coordinate new major account business across all Protective Packaging plants in North
- Be the recognized Protective Packaging expert of one major Protective Packaging Product line, and be able to demonstrate full knowledge of all Protective Packaging product lines, including construction, applications, value proposition, and costing.
- Understand the "high value" products related to the specific plant(s) and one major Protective Packaging Product line, including how to expand their sales within IPG, including TM training, value propositions, and marketing.
- Serve as the Protective Packaging business leader for one major product line, including CAPEX marketing definition, capacity balancing, product line rationalization, and leading of major sales efforts across all of North America.
- Provide monthly analysis of sales and profitability performance versus goals and key performance
- Lead strategic sales opportunity development ensuring margin and revenue strategies are accurately presented to management and customer base.
- Manage the individual product mix to reduce operational complexity and perform ongoing SKU rationalization and
- Lead the creation and execution of product line plans across North
- Demonstrate expert understanding of all competitive aspects of one major Protective Packaging Line nationwide, including distributor relationships with both IPG and competitors, distributor go to market paths, competitive offerings and go to market strategies, and competitive pricing structures.
- Related tasks as requested by supervisor
Principle Accountabilities - Sales Development Representative
- Act as the primary contact, promoting IPG program and product solutions to effectively sell the bundle, to our mid-tier packaging and industrial distribution as well as emerging distributor opportunities within assigned
- Accountable for Revenue and Net CM$ for all distributors and all products within the assigned territory, while working with partner Inside Sales Reps and Territory Managers that support the
- Act as the tape expert for the
- Prospect end user opportunities as assigned by Regional Director of
- Assist partner Territory Business Managers with plant audits, training, and other duties as assigned by the Regional Director of Sales, including but not limited to assisting with Sapphire Premier and Elite partner
- Provide the necessary resources and act as a liaison to our distributors to enable them to sell IPG's full product
- Develop our select and emerging opportunities through enabling our distributors and expanding product offerings within each
- Manage distributor health and conduct quarterly business reviews to maintain and develop existing relationships.
- Work with our Technical Application Specialists and Business Development Specialists to aid distributors and end-users in finding the correct solution to meet their individual
- Run product trials and evaluations through sales
- Strict adherence to CRM software in a routine and timely manner with quality targets, initiatives and other appropriate sales
- Keep management up to date with competitive information such as new products, competitive price books, and price increase and decrease
- Work proactively with customer service and the pricing team to resolve any outstanding issues within 24 hours.
Essential Skills and Experience
- Must have a "hunter" mentality and competitive
- Bachelor's degree preferred.
- 1 year selling a tangible product directly to customers or through distributors preferred.
- Ability to think ahead and plan over 1-2 year time
- Ability to organize and manage multiple
- Problem analysis and problem resolution at both a strategic and functional
- Strong customer
- Excellent interpersonal and communication skills including presentation
- Desire to be part of a high-performance team and be a strong team
- Commitment to company
- Professional appearance and behavior while representing
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