Job Information
Smurfit Westrock Director, Field Sales & Account Mgt - Coca Cola in Atlanta, Georgia
As Director, Field Sales & Account Management, you will be responsible for leading and managing the Smurfit Westrock Coca-Cola Corrugated Sales organization and working effectively with the operating regions and manufacturing plants to maintain and grow profitable revenue for the corrugated Coca-Cola business. You will be responsible for up to 100 million plus dollars of corrugated sales to Coca-Cola annually.
In this role, you will serve as the primary liaison between Coca-Cola and Body Armor operating network stakeholders, and the Smurfit Westrock corrugated group, for all new product introductions related to corrugated packaging. You will be responsible for understanding and managing the profitability of the Coca-Cola product mix in all regions, providing accurate forecasting to the organization, developing annual business growth plans, sharing supplier performance analysis, and ensuring year- over year account progress. In this position, you will be responsible for providing accurate price files, facilitating speedy price quotes and collaborating closely with the area manufacturing teams to understand and sell open machine capacity and value-added capabilities where applicable.
How you will impact Smurfit WestRock
\u2022 Report to the Vice President of Sales for the Coca-Cola Account.
\u2022 Work to align all corrugated account activities to meet customer expectations and requirements.
\u2022 Lead the Coca-Cola Smurfit Westrock Corrugated Sales Team to deliver results by executing on weekly, monthly, quarterly, and annual sales targets.
\u2022 Continue to understand, and communicate, Coca-Cola IT requirements, e.g., EDI capabilities, to drive additional value-added corrugated services.
\u2022 Drive Commercial Excellence and account strategy to meet and exceed regional volume and profit goals through successful field level execution across all allocated Coca-Cola locations
\u2022 Drive performance and margin improvement across all locations supplied.
\u2022 Support Area Leadership in developing the annual budget targets for each Coca-Cola location based on customer provided forecast and revenue targets based upon yearly sales trends and customer forecast.
\u2022 Monitor profitability levels to track progress against budgeted targets and analyze monthly financial summaries for Coca-Cola Corrugated.
\u2022 Identify, and drive, process improvements, including new pricing requests, die structure requests, quality, rebates, quarterly business reviews, contract management, etc.
\u2022 Understand market dynamics and business drivers that define long-term commercial strategies and have an impact on their region and develop strategies to reach company objectives.
\u2022 Motivate and align Sales team and Business Resource Managers to the Play to Win strategy and maximize sales, volume growth and bottler level performance.
\u2022 Conduct performance reviews and career development plans for Corrugated Sales team members and provide performance feedback for Business Resource Managers involved with Coca-Cola locations.
Additional duties and skills required for the success of the corrugated segment of the Coca-Cola business:
\u2022 Securing quotes for new items
\u2022 Work across and with each region to understand and develop corrugated systemwide forecast
\u2022 CADs // Print Cards // Graphics discussion on art requirements \u2022 Securing graphics requirements from applicable plants
\u2022 Coordinate graphics with separator and WRK Graphics person at each plant
\u2022 Ensure artwork posted to CCNA repository is sent to the appropriate plants
\u2022 Responsible for development and maintenance database for drawings and print cards for all Coca-Cola business
\u2022 For new business, coordinate with appropriate plants based on capabilities and equipment
\u2022 Handle DMR database for all plants \u2022 ensure timeline is followed
\u2022 Ensure documentation is appropriate for DMR processing
\u2022 Addition of RCCA according to timeline
\u2022 Ensure DPPM is measured and met
\u2022 Ensure execution of price file \u2022 ensuring timely response and submission of monthly reports (rebate and shipping)
\u2022 Review activities with BRM\u2019s \u2022 ensure adequate coverage
\u2022 Appropriate engagement with all plant levels
\u2022 Schedule and conduct SRMs in each location and provide deck
\u2022 Assist/develop cost savings initiatives with all plants and BRMs
\u2022 Assist/develop recycling programs for OCC
\u2022 Assist with bottling plant efficiencies
\u2022 Assist with "standardizing" dies, where possible
\u2022 Business Continuity Plan development and updates
\u2022 Assist with supporting the "enterprise" for all Coca-Cola business
What you need to succeed:
\u2022 Bachelor\u2019s degree
\u2022 10+ years business-to-business (B2B) Sales experience in a manufacturing/service industry with management or coaching responsibility
\u2022 10+ years of related experience in sales execution and pipeline management
\u2022 Ability to drive results through others and adjust coaching methods, as needed
\u2022 Ability to create and deliver engaging presentations to internal and external audiences
\u2022 Demonstrated sales competence and financial acumen
What we offer:
Corporate culture is based on integrity, respect, accountability, and excellence.
Comprehensive training with numerous learning and development opportunities.
An attractive salary reflects skills, competencies, and potential.
Benefits package includes medical, dental, vision, life insurance, 401k with match and more!
A career with a global packaging company where Sustainability, Safety and Inclusion are business drivers and foundational elements of the daily work.
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.
Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by state or federal law.