Springfield, MA Sales Rep

Our Springfield MA Sales Representative (SR) will be responsible for developing new business and managing and growing assigned customer accounts primarily for our Springfield MA Corrugated Sheet Plant. This is an outside sales role who will work with sales and plant management to secure orders for new business, and to resolve any account issues. This SR will work to expand the customer base by engaging with new potential customers and previous Smurfit Westrock customers with the goal of gaining or winning back business.

Our SRs will be expected to develop a deep rapport with customers with the goal of understanding their business, and the challenges they face, and forming relationships with the people within their organization who make or influence buying decisions. This role is expected to travel to customers and communicate with them frequently via teleconference, phone, and email communication. Our Sales Reps follow Smurfit Westrock’s Sales Excellence methodology to gauge interest, identify areas of business growth opportunity, and close new business for the Springfield Plant.

How You Will Impact Smurfit Westrock:

SR will focus on developing new business for our Springfield, MA corrugated sheet plant.

Meet targets for growth and profitability.

Provide excellent customer service.

Stay up to date and well versed in the Paper and Packaging industry, Smurfit Westrock products, manufacturing challenges and retail trends by category segments

Maintain a working knowledge of Smurfit Westrock Enterprise solutions and continue learning by studying new products and participating in educational opportunities

Understand the business pressures effecting our customers and the relevant value of Smurfit Westrock’s solutions as well as an understanding of competitor information and trends by region to create competitive selling strategies

Research new and current customer accounts and identify key players to engage through outbound calls and digital tools.

Conduct complex issue resolution for customers (involving communication with both customer and appropriate Smurfit Westrock colleagues). Some examples include pricing, delivery, quality, warehousing, logistics, new product design, and profit improvement.

Maintain and improve quality results by following established processes and methodologies.

Drive cross-sell and up-sell opportunities by establishing rapport and understanding customers’ unique challenges.

Create and deliver on profit improvement plans for customers.

What You Need to Succeed:

Minimum of 1- 3 years of B2B inside sales, field sales, or related experience strongly preferred

Experience in fiber-based packaging industry is strongly preferred

Bachelor’s degree or equivalent combination of education and experience is required

Ability to manage full book of assigned accounts, spanning multiple business units

Ability to develop and qualify new opportunities, present solutions, overcome objections, negotiate, and close business over the phone & videoconference

Consistent track record and top performer among ECSR team

Flexible and resilient problem solver

Salesforce.com or similar CRM software

Microsoft Office applications, social media platforms

Requires a home office or workspace, free of disruptions; company provided laptop and phone

Excellent phone presence, verbal, and written communication skills

Comfortable making in person visits and/or dozens of calls per day

Strong listening and presentation skills

Ability to prioritize, and manage time effectively

Strong negotiation skills and ability to close opportunities with customer

Team player; works exceptionally well with others

Adapts well to a matrix organization