Regional Sales Manager, Eastern US & Canada - Protective Films & Coatings

Read on to find out what you will need to succeed in this position, including skills, qualifications, and experience.

Regional Sales Manager – Eastern US and Canada

Protective Films and Coatings (PF&C)

Preferred Location - In-region (remote)

The Opportunity

Pregis is a sales focused organization with an aggressive growth strategy. Being the industry leader in solution selling by delivering value for our customers is the objective. An agile, capable sales force is essential to driving profitable growth. We are seeking a Regional Sales Manager for our Pregis Protective Films and Coatings business unit. The primary geographical territory for this position includes the upper Midwest, Great Lakes states, Eastern US and Canada, South Central, and Atlantic.

The required travel is approximately 50%. Preferred location would be in-region.

Role will report directly to the Pregis PF&C's Vice President of Sales.

Summary

Reporting to the VP of Sales PF&C, the Regional Sales Manager – Eastern will be responsible for hiring, coaching, and leading a team to strategically maintain existing business and aggressively grow new business to meet planned objectives. The primary focus of this position is growing and keeping high retention of end user customers, distribution partners, and converting partners. The role currently has four direct reports, with the opportunity to grow team size when revenue targets grow.

Key Responsibilities

• Recruit, retain and motivate top sales talent to ensure the highest levels of service and performance.
• Develop team members through feedback, coaching, training and motivation, via regular ride-alongs, e-mail, video, phone, and scheduled weekly/monthly meetings.
• Perform regular joint sales calls, and work closely on strategic accounts, helping to build relationships and manage special requests, customer issues, and complex business opportunities where necessary.
• Work with Pregis PF&C's VP of Sales to develop and implement effective sales strategies. Partner with BD and Marketing team to deliver AOP targets, drive growth in strategic markets, and collaborate on aligned strategies.
• Identify and prioritize high-impact projects that generate significant new revenue streams.
• Collaborate with commercial leadership to articulate and sell the value proposition of new products to customers, ensuring premium positioning and margin capture.
• Develop strategies that directly contribute to EBITDA growth through cost optimization, pricing strategies, and high-value product introductions.
• Develop and implement effective sales strategies in partnership with commercial leadership.
• Lead monthly regional business team meetings, and work closely with operations, customers service, and finance to set the stage for profitable growth of the region.
• Assist in the development and implementation of training programs, ensuring execution of programs, methodologies, and general vocabulary – e.g. DPS
• Use CRM system (SAP C4C) and other available tools to manage regional and individual rep metrics and reports, driving individual accountability and tracking toward specific sales goals.
• Collaborate with other regions to share best practices.

Key Measures

• Revenue performance vs. AOP – Revenue Target TBD
• Business EBITDA performance vs. AOP – EBITDA Target TBD
• Holding direct reports to sales targets and specific KPIs. Sales team meeting or exceeding monthly Playbook KPIs (Wins, opportunities created, customer visits) by utilizing the Pregis CRM system (SAP C4C).

Experience

• 5+ years of sales leadership experience, managing a team of direct reports.
• Possess characteristics that focus on achieving results.
• Bachelor's Degree Required.
• Excellent computer skills; proficient with MS Office, CRM, phone and tablet applications.
• Formal sales training, Carew or other, with a focus on listening and customer-solution development.
• Firm understanding of costing, pricing and negotiating.
• Strong understanding of distribution, converter and direct sales channels.
• Knowledge of protective films packaging materials and applications.
• Proven ability to work within cross-functional teams (customer service, operations, supply chain, etc.).
• Demonstration of developing sales communication strategies for key decision makers inside or outside of Pregis and have significant persuasion and negotiation skills. Examples of resolving conflicts and managing diverse perspectives.
• Highly effective leadership abilities, including effective management of sales professionals.

Leadership Skills

• Solid judgment and problem-solving skills.
• Ability to work independently with minimal supervision.
• Flexible, willing to make decisions, and able to quickly adapt from one situation to the next.
• Detail oriented, organized, consistent and reliable with follow-through.
• Excellent communication skills, both verbal and written.
• Collaborative mindset, with the ability to help drive the team toward a common goal
• Ability to manage and organize a sales team to achieve results in a quick and efficient manner.

Personal Characteristics

• Proactive leader with the ability and passion to inspire and motivate people.
• Strong work ethic with initiative, capable of directing numerous activities simultaneously.
• Energetic individual possesses the willingness to do what it takes to deliver value. Well organized and conscientious about important details.
• Leader with demonstrated skill to deliver continuous improvement in a collaborative teamwork-oriented setting.
• Individual who takes ownership and is self-confident yet possesses a sense of humility.
• Strong analytical and negotiation skills in a complex sales setting.
• Individual who demonstrates and exemplifies integrity in all interactions
• Excellent oral and written communication skills to drive performance and commitment to organizational goals.

Compensation

The listed annualized base pay range is primarily based on analysis of similar positions. Actual base pay could vary and may be above or below the listed range based on factors including but not limited to performance, proficiency and demonstration of competencies required for the role. The base pay is just one component of Pregis' total compensation package. The base pay range for this role is estimated to be $150,000 to $195,000, depending on experience and skills.

Compensation details listed in US job postings reflect base salary only and do not include benefits. xhyhwjd

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