Sales Manager in Bristol

Smurfit Westrock (NYSE:SW) is the go-to leader and partner of choice in sustainable packaging. We are dedicated to creating efficient and scalable paper and packaging solutions to help solve complex packaging challenges. Guided by our values of safety, loyalty, integrity and respect, we are committed to delivering meaningful value for shareholders, customers, employees and the communities where we operate.

The Sales Manager is responsible for leading and managing Sales for the Smurfit Westrock Bristol business to maintain and grow profitable revenue streams in line with the overall regional business growth strategy. This role includes supervising and coaching other sales team members with the objective of achieving budgeted revenue and margins. The Sales Manager has direct hands-on responsibility for sales activity for the Bristol business. The Sales Manager is responsible for understanding the profitability, growth, attrition analysis, and year-over-year account progress, working closely with the regional sales director to grow sales in line with the site’s strategic plan. The role holder will work closely with the manufacturing team to understand and sell open machine capacity and value-added capabilities. This role serves as the liaison between the customer and the plant to align the needs of the customer with business objectives.

Major Job Responsibilities:

• Lead the Sales team to deliver results by achieving weekly, monthly, quarterly, and annual sales targets.
• Drive Commercial Excellence to exceed volume and profit goals through new account development, growth in existing accounts, margin improvement plans and sales support.
• Support Site and Regional Senior Leadership in developing the annual budget targets for each account contributing forecasted revenue based upon yearly sales trends and current pipeline, ensure the monthly Business planning process reflects ongoing and future demand.
• Monitor profitability levels to track progress against budgeted targets and analyze monthly financial summaries for the Bristol business and the England & Wales Region.
• Understand market dynamics and business drivers that define long-term commercial strategies and have an impact on their organisation and develop strategies to reach company objectives.
• Communicate information and ideas that engage customers utilising Sales Excellence.
• Utilise Site Level Execution Agreement and Quarterly Business Review to ensure customer requirements are met and demonstrate proof of value.
• Lead a number of key accounts creating strategic growth partnerships aligned to BU objectives.
• Work closely with the England & Wales Regional Sales Director to ensure sales growth in line with the business’ long term strategic plan.
• Responsible for managing volumes and margins of all sales, people, plus the direct sales and marketing costs.

People and Culture:

• Lead, manage, and support the safety culture of Smurfit Westrock by constantly enforcing safety practices at the customer site, in the field, and at the manufacturing plant.
• Partner with Sales, Operations, and Marketing to test, measure, and execute tactical sales strategies.
• Motivate and align Sales team to the growth strategy to maximize sales and volume growth.
• Conduct performance reviews and career development plans for Sales team members.
• Coach, mentor, and counsel direct reports, building on strengths and identifying and improving development areas.
• Promote diversified recruiting, hiring, training and managing of Sales Representatives.
• Conduct monthly reviews with Sales team to understand new account opportunities and monitor the sales pipeline for the Bristol business and the Region.
• Drive customer satisfaction across the customer base with expert account management and customer service.
• Develop working relationships with England & Wales Region the PES/MNA organisation for relevant customers and the wider Smurfit Westrock sales organisation to create opportunities & additional revenue streams.
• Develop and use collaborative relationships to facilitate the accomplishment of organisational goals.

Critical Skills/Capabilities:

• Decision-Making: Incorporates empathy, collaboration, and strategic thinking to drive decisions that positively impact their employees, stakeholders, and/or the organization.
• Collaboration: Works effectively with others to complete a task or achieve a common objective; ability to cooperate in both interpersonal and team relationships to foster enthusiasm and maintain mutual trust, candor, and respect for others.
• Strategic Thinking: Takes a lead role in developing strategic plans that may involve complex issues or multiple functional areas.
• Coaching: Inspires and actively encourages others to develop themselves and seek out continuous learning opportunities.
• Leadership: Skillful in creating and communicating a strategic vision for the organisation and aligning individuals with the vision.
• Communication: Influences and motivates multiple diverse stakeholders through effective writing and speaking.
• Problem-Solving: Improves organizational efficiency by developing, planning, and implementing solutions to complex or unprecedented problems.
• Customer-Oriented: Builds, encourages, and/or creates a customer-first experience and culture.
• Technical Skills: Product & Technical knowledge of both Folding Carton & Packaging Machinery Sales.

Experience:

• Required: 5 to 10 years business-to-business (B2B) Sales experience in a manufacturing/service industry, ideally with management or coaching responsibility.
• Knowledge of the Consumer Food & Beverage market.

Education:

• Required: Bachelor’s degree.