Sales Territory Manager - Midwest Region

Job Description

Job Description

Essential Duties & ResponsibilitiesAccount Management & Customer Development

• Develop and maintain strong relationships with key customer accounts and strategic partners.
• Manage relationships with merchants, converters, commercial printers, and end-user accounts throughout the Mid-West.
• Communicate effectively with customer contacts at both operational and management levels.
• Manage customer expectations and ensure alignment with approved business plans.
• Coordinate customer meetings, management visits, and business reviews as needed.
• Achieve high levels of customer satisfaction through proactive account management and responsive service.

Sales Growth & New Business Development

• Achieve budgeted sales volumes, revenue, and profitability goals for the assigned territory.
• Identify, pursue, and secure new business opportunities utilizing Pixelle's diversified product portfolio.
• Develop and execute sales and marketing plans that support company growth objectives.
• Expand market share and strengthen customer penetration across targeted segments.

Territory Management & Strategic Planning

• Manage the territory with a business-owner mindset.
• Develop and execute monthly and annual territory sales plans and monitor performance against objectives.
• Create monthly and annual demand forecasts in support of the Sales & Operations Planning (S&OP) process.
• Develop contingency plans to address gaps in volume, revenue, and margin performance.
• Ensure appropriate account coverage and effective utilization of company resources.

Commercial Strategy & Profitability

• Drive product mix optimization to maximize margin, selling prices, and strategic mill alignment.
• Coordinate pricing strategies, opportunity assessments, and customer inquiries.
• Ensure order acceptance aligns with approved business plans.
• Identify opportunities to improve profitability and customer performance.
• Monitor market trends and recommend changes to product offerings and service solutions.

Cross-Functional Collaboration

• Partner with Technical Services, Logistics, Marketing, Product Management, and Customer Service teams to support customer needs and business objectives.
• Coordinate complaint resolution activities and ensure timely follow-up.
• Facilitate communication between customers and internal stakeholders.
• Proactively communicate strategic opportunities, risks, and critical issues to Sales Management.

Market Intelligence & Reporting

• Maintain a strong knowledge of Pixelle products, end-use markets, industry trends, and competitor activity.
• Gather and communicate competitive intelligence and market insights.
• Provide regular updates regarding territory performance, customer satisfaction, and competitive activity.
• Deliver accurate forecasts and business planning information to management.

Required Qualifications

• Bachelor's degree from an accredited four-year college or university.
• Minimum of five (5) years of sales experience, preferably within paper, packaging, printing, converting, manufacturing, or related industrial markets.
• Demonstrated success managing a sales territory, growing key accounts, and developing new business.
• Excellent verbal, written, presentation, and interpersonal communication skills.
• Strong business acumen with the ability to independently manage a territory.
• Proficiency with Microsoft Excel, PowerPoint, and standard business software applications.
• Ability to prepare professional presentations, reports, forecasts, and customer-facing materials.
• Must be willing and able to travel extensively throughout the region via automobile and air travel.
• Valid driver's license with an acceptable driving record.