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North America Sales Manager

Job #: 105523
Industry: Printing/Product Identification
Location: Massachusetts (CT, MA)
Description
  • Lead acceleration of Company’s organic growth in N. America
  • Reinforce use of existing tools including Salesforce & Power BI to track and create visibility to NA’s opportunity pipeline
  • Leverage Corporate Growth Levers and Key Account Plans to drive share gains at target customers and capture new customers in Folding Carton, Prime Label and Lottery markets
  • Ensure consistency of selling practices across commercial team and use of metrics to measure success
  • Apply Strategic Sales Excellence framework to position commercial team with winning strategies, processes and value propositions to improve penetration at our target markets & customers
  • Assess existing NA structure and recommend head count needs to drive revenue gains in Foils & TTR
  • Determine timing/status with senior sales reps and develop appropriate succession planning & hiring strategies for NA team
  • Clean sheet considerations around role definition and consistency in the organization, as well as robust development plans for high-potential employees
  • Work with GSD and ROW Sales Managers to implement sales skills / process training across commercial organization
  • NPD commercialization: support the launch and scale up of new products and CBI including

 

Top 3 requirements:

  • Understanding of the Strategic Selling process 
  • Ability to apply all 3 levers of the Corporate’s Organic Growth framework
  • Strategic relationship management across large, matrixed customers

Key experience differentiators

  • Experience in packaging, printing and/or paperboard market with an emphasis in sales management (direct reports)
  • Strong understanding and application of the Corporate Business Model including 80/20, Customer Discovery, Value Prop, Key Account Mgt
  • Ability to effectively articulate Company’s value proposition and engage with top decision makers & influencers