Manager Sr-Manchester Sales

Where you will work

For over 40 years, Manchester Industries, a Clearwater Paper Company, has demonstrated a passion for providing packaging and paperboard solutions to our customers. Manchester's four strategic locations ensure speed to market and a high-quality product. With a total of fourteen precision sheeters, three slitter rewinders, five guillotines, and four carton packing lines, we have the capacity to produce over 170,000 tons of finished product for the marketplace. We maintain an average daily inventory of over 16,000 tons to meet the demands of our customers providing "Just in Time" service for customer needs.

What you will do

The Sr. Manager of Sales for Manchester Industries directly impacts both the division and company's overall financial performance through interactions with existing and potential customers and ability to convey Manchester Industries and Clearwater Paper's value proposition inclusive of cost, customer service, and cultural commitment. The Sr. Manager of Sales leads a team of geographically dispersed sales representatives, in addition to direct or indirect reporting relationships with Manchester's marketing or pricing resources and is accountable to deliver divisional sales goals and objectives (Revenue, Volume, Mix, and Price Margin). This role leads the team in developing and executing both long- and short-term strategic and operational sales account development programs and plans for Clearwater's SBS products, as well as multiple grades of paperboard furnished by other mills. As sales leader for Manchester Industries, this role will collaborate with other CLW and MI sales directors and representatives, supply chain and transportation as well as customer service, operations, product quality and development to secure organization alignment and commitment ensuring execution of sales plans and programs.

Sales Strategy and Customer Development

• Plan, develop, and execute sales programs to achieve mutually sustainable business results for both the division and customer, maintaining adequate order backlogs.
• Participate in the annual planning, development and communication of sales goals and objectives for Manchester Industries.
• Proactively develop and monitor sales funnel for risks and opportunities developing countermeasures to deliver Manchester sales goals and objectives; fluidly assessing and re-aligning support, programs, and resources, as needed.
• Lead and support end to end sales reviews assessing EBITDA, customer mix, product/grade mix, focusing on account retention and expansion, new account development, negotiating, forecasting as well as ROI on promotional activities.
• Monitor and report on progress against Manchester commercial goals, identify and report on competitive actively as well as incorporate analytics into strategic account reviews and business reporting.
• Manage key National Accounts and attend customer meetings as subject matter expert on company initiatives, strategic positioning, pricing negotiations, competitor activity/strategy and market dynamics.
• Build and maintain strong customer relationships.
• Authorize and approve price changes, assuring all price activities strictly comply with Clearwater Paper Antitrust policy.
• Support finance/accounting in monitoring and following up on credit balances.
• Actively participate in long-term planning for Manchester's business success with Clearwater executives.

Organization and Operations Alignment

• Proactively engage with internal and external stakeholders throughout division and supplier channels ensuring alignment with commercial and operations capabilities meet/exceed customer service expectations.
• Proactively engage in internal stakeholder alignment garnering organization alignment and commitment as well as serving as the internal voice to the company sharing customer experiences and expectations.
• Directly coordinate with product quality and development as well as operations, supply chain, and transportation to ensure alignment on company initiatives, product launches, and special programs to best service customers.
• Collaborate closely with Clearwater marketing on initiatives that serve both Clearwater and Manchester interests.
• Monitor inventory, backlog, and sales pipeline to meet market cycles with a focus to delivering right products, right time, and right place while minimizing carrying costs.
• In collaboration with the Supply Chain Manager, manage competitive mill relationships, maintaining a "firewall" for those mills between Manchester Industries and Clearwater.
• Establish and maintain contact with key supplier contacts to foster business relationship that support the sales needs of the team.
• Establish and control team travel budgets.

Leadership

• Foster an operating environment that encourages employee engagement through demonstration and modelling of Clearwater Paper's Core Values.
• Lead and develop direct reports and teams through coaching and development plans; identify and develop successors; establish performance goals, monitor progress against goals and development plans - Model and Execute Talent and Performance Management lifecycle.
• Identify gaps and strengths in both behaviors and skills among account managers, representatives, and other support staff and provide effective coaching to match the individual needs.
• Lead by example, implementing and managing awareness/training/purpose of field tools and customer tactics.
• Enable customer, market, and consumer knowledge sustainment by promoting, developing, and transferring knowledge across work groups.
• Drive a culture collaboration between sales, customer service, operations, and marketing.

Key Competencies & Attributes

• Strong understanding of critical financial business metrics; ability to develop and leverage data to quantitively and analytically make business decisions and take smart risks.
• Able to think strategically and act tactically.
• Exceptional communication skills (written and verbal); leading and presenting complex materials and data to various audiences.
• Demonstrated ability to lead in a matrixed and highly collaborative environment to influence change and core processes.
• High degree of business curiosity; quick learner with a proactive and agile mindset
• Optimistically looks toward future for opportunities to innovate and improve.
• Demonstrated experience in leading and developing converting business -develop setting vision, strategy, tactics, and delivery.
• Demonstrated experience in balancing advocacy for customer and company to achieved desired goals for both parties- commitment to customer satisfaction.
• Demonstrated strong change management skills with an ability to challenge status quo while aligning and bringing others along.
• Proven ability to adapt to evolving business conditions in a challenging fast paced environment while maintaining vision for path forward.
• Proven track record of establishing and developing sustainable partnerships with stakeholders throughout account organization; establishing self as trusted subject matter expert and valued business partner.

What you will need

• Bachelor's degree in business, marketing - MBA preferred.
• Minimum 10 years of sales and/or marketing experience required, along with pertinent industry experience.
• 5+ years of corporate experience in sales or business development role preferred.
• National Account Management Experience preferred.
• Financial analysis acumen in a manufacturing environment required. Paper industry and converting preferred.
• Experience utilizing/interpreting industry data and published market intel with focus on strategy development, implementation, and score carding.
• Current knowledge and proficiency with MS Office suite inclusive of analytical and database tools.
• Extensive experience in complex multi-geographic consumer products account management inclusive of contract negotiations and customer account management.
• Proven experience in project management, execution of process improvements with customer focus a plus.
• Primarily office - Some mental, visual, physical fatigue from computer terminal use.
• Occasional exposure to manufacturing facilities required (personal protective equipment required when in manufacturing environment).

Total Reward Details

We're committed to providing an exceptional workplace experience, including a comprehensive total reward package. The position is eligible for our Manchester Sales Incentive Plan (SIP). The base pay offered will take into account internal equity and also may vary depending on the candidate's job-related knowledge, skills, education, and experience among other factors. Benefits are generally available after 30 days and include medical, dental, vision, life, disability coverage, employee assistance program, and a 401k plan. Starting paid time off includes 3 weeks of vacation, 4 personal days, and 10 company holidays per full year.

Clearwater Paper will not offer sponsorship for employment-based visa status (including, but not limited to, H-1B visa status and other employment-based nonimmigrant visas) for this position. Accordingly, all applicants must be currently authorized to work in the United States on a full-time basis and must not require Clearwater Paper's sponsorship to continue to work legally in the United States.

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