Territory Business Manager

Job Description:

As the Territory Business Manager (TBM), you will prospect customers, build relationships, manage distribution, understand customer needs, and apply industry/sector knowledge to present custom solutions that drive sales and provide service to our core customers within our Protective Packaging business line. You will take ownership while being the key driver of profitable market share in your region by partnering with Marketing, Technical Services, R&D, and Supply Chain teams to meet customer needs.

You will be instrumental in:

•    Driving sales growth through Knowledge-based Selling Approach: Build deep understanding of customer needs through research, open-ended questioning, and analysis; Leverages deep product knowledge to design and deliver unique solutions to each customer; Holds regular discussions with customers and distributors to investigate new opportunities.
•    Leveraging Consultative Go-to-Market Strategies: Develop deep understanding of customer needs; Can take customer quickly from prospect to problem-solving dialogue to solution offering; Drives to close sales; Delivers personalized insight and custom solution rooted in Sealed Air value proposition to customers; Can easily discuss value of product suite and cost of solutions with customers and complete appropriate sales.
•    Demonstrating Market and Solution Knowledge: Understand sector/industry needs, and economic drivers; Understand and clearly articulate full suite of Sealed Air Product Care Solutions, products, and programs to end users and distributors.
•    Driving Sales Planning and Growth: Create a sales, profitability and growth plan for the assigned geography that identifies how to drive profitable growth with existing and potential customers.
•    Account Management: Provide support to maintain customer accounts by establishing relationships, effectively addressing problem/resolution situations, and following up on customer questions and new application inquiries quickly and efficiently; ensure customer satisfaction/retention with Sealed Air Product Care solutions.
•    Profitability Improvement: Work closely with Marketing team to regularly review and improve account profitability by utilizing internal tools/support, delivering a market-priced selling strategy, and managing margins; Partners with Marketing team to launch new products and solutions to assigned accounts.
•    End-to-End Administrative Support: Complete key administrative tasks such as pricing, CRM reporting, rebate and promotion coordination, customer relationship and activity reporting, budgeting, travel and expenses.

Qualifications:

•    2-5 years minimum of sales experience; preferably managing a field sales book of business. 
•    Has proven record of hitting sales targets, driving results and capitalizing on business opportunities through relationship building. 
•    Has valid U.S. driver’s license and is able to travel overnight within their assigned territory.
•    Proficient in Microsoft Word, Excel and Powerpoint, CRM knowledgeable (SAP/Salesforce)
•    Strong listening, written, and verbal communication skills.
•    Strong critical thinking skills and ability to be creative.
•    Ability to present complex topics in easy-to-understand way.
•    Ability to influence decision-making and negotiate with customers.
•    Ability to work across teams and navigate complex environment.
•    Demonstrates learning agility based on gaining strong business acumen around people, process, and products. 
•    Goal-focused, deadline-driven and passionate about achieving results.
•    Self-starter and coachable; strong time management, prioritization, and organization skills.