Territory Sales Manager - West Job

The Territory Sales Manager – West covers the western part of the US and Canada, located in WA, OR, CA, CO, NV, or AZ.  This role is critical in expanding our market share in the highly attractive flexible packaging market.  Responsible for generating new business within the flexible packaging market focusing on laminating and coatings applications.  Drives revenue and margin growth for new and existing customers. 

Key Activities

• Expand depth/breadth in strategic regional accounts. High level & cross-functional engagements within customer organizations.
• Present the value of the entire product portfolio to large groups; deliver a concise and clear message to the audience.
• 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.
• Understand the value of a Strong Team Selling approach.

Qualifications / Experience 

• 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. 
• Strong financial acumen and adept at building commercial proposals.
• Excellent interpersonal and networking skills
• Demonstrates proactive thinking and strong problem-solving skills.
• Must be proficient in Microsoft Excel, Lotus Notes, Word, PowerPoint, web-site navigation, and CRM software. 
• Travel up to 50% of the time.