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Territory Business Manager ( Louisville Territory )

Date: Jan 28, 2019

Location: Simpsonville, KY, US

Company: Sealed Air Corporation

Sealed Air Corporation is a knowledge-based company focused on packaging solutions that help our customers achieve their sustainability goals in the face of today’s biggest social and environmental challenges. Our portfolio of widely recognized brands, including Cryovac® brand food packaging solutions and Bubble Wrap® brand cushioning, enable a safer and less wasteful food supply chain and protect valuable goods shipped around the world. Sealed Air generated $4.5 billion in sales in 2017 and has approximately 15,000 employees who serve customers in 122 countries. To learn more, visit www.sealedair.com.

Job Description

 

The Territory Business Manager (TBM) 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.  The TBM will be responsible for driving profitable market share in a region by partnering with Marketing, Technical Services, R&D, and Supply Chain teams to meet customer needs. 

 

Responsibilities

 

  • Drives 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  
  • Leverages Consultative Approach – 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
  • Demonstrates 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
  • Drives 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
  • Maintains Accounts - 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
  • Drives 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
  • Manages Administrative Duties – Complete key administrative tasks such as pricing, CRM reporting, rebate and promotion coordination, customer relationship and activity reporting, budgeting, travel and expenses

 

Qualifications

 

REQUIRED QUALIFICATIONS:

 

  • Bachelor’s degree
  • Has valid US driver’s license
  • Ability to travel overnight
  • Proficient in Microsoft Word, Excel and Powerpoint, CRM knowledgeable

 

ADDITIONAL QUALIFICATIONS:

 

  • 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
  • Strong business acumen
  • Goal-focused/deadline-driven/results-oriented
  • Self-starter and coachable
  • Strong time management, prioritization, and organization skills
  • 2-5 years minimum of sales experience preferred
  • Has proven record of sales results
  • Has proven record of closing business

 

 

Requisition id: 26721 

Relocation: No  

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability or protected veteran status. Sealed Air participates in the E-Verify Program (US sites only).

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Nearest Major Market: Louisville

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