Description & Requirements WestRock (NYSE :WRK) is a global leader in sustainable paper and packaging solutions. We are materials scientists, packaging designers, mechanical engineers and manufacturing experts with a shared purpose: Innovate Boldly. Package Sustainably. Guided by our values of integrity, respect, accountability and excellence, we use leading science and technology to more fiber-based packaging forward.

The Opportunity: The Sales Representative is responsible for successfully pursuing new business opportunities and managing existing customer accounts to achieve our annual sales objectives. This involves prospecting and engaging new customers to develop new business for our Atlanta plants, managing current customer relationships, partnering with management to complete budget planning, working with the Area Operations teams to understand and sell open machine capacity and value-added services, and supporting cross-functional teams to ensure sales strategy execution.

How you will impact WestRock:

Business Excellence

Effectively articulate our sales vision and strategy in the pursuit of new business opportunities, develop a robust sales pipeline, and manage select existing customer relationshipsAbility to navigate within a customer’s organizational structure and build relationships at multiple levels within accountsDrive Commercial Excellence to exceed our Atlanta Area volume and profit goals through new account development within targeted segments, growth in existing accounts, actively participate in margin improvement initiatives and both drive and support enterprise sales effortsDevelop working relationships with other WestRock facilities to create opportunities for additional revenue streams across the enterprise capabilitiesIdentify pricing dynamics within accounts to provide insights to WestRock commercial decisionsUnderstand market dynamics and business drivers that define long-term commercial strategies and have an impact on our Atlanta Area and develop strategies to reach company objectivesUtilize internal resources to leverage knowledge of market trends and competitionDefine overall account vision, ‘Play to Win’ and account growth plan for targeted customers by aligning market trends and customer needs with WestRock solutionsDeliver results by executing on weekly, monthly, quarterly, and annual sales targetsMeet or exceed individual budgeted and volume sales goals to contribute to the organization’s annual targets objectivesMonitor profitability levels to track progress against budgeted targets and analyze monthly financial summariesEffective utilization of CRM system (Salesforce.com) to manage opportunities and pipeline on a consistent basis Manage contractual relationships and negotiate multi-year contracts

 People and Culture

Seek and qualify prospective customers in accordance with Sales strategyCollaborate with cross-functional teams to ensure effective execution of the overall Sales strategyCollaborate with cross-functional teams to identify value add opportunities to improve marginsManage customer engagement through the sales lifecycle to ensure contractual obligations are met and to enable customer satisfaction

What you need to succeed:Bachelor’s degree preferred5+ years business-to-business (B2B) Sales experience (Manufacturing/service industry preferred)5+ years and proven track record of New Business Development5+ years of related experience in sales execution and pipeline managementAbility to drive results by influencing others within different functionsAbility to create and deliver engaging presentations to internal and external audiencesDemonstrated sales competence and financial acumenExperience with Salesforce.comMicrosoft Office – Excel, Outlook

 

WestRock is an Equal Opportunity Employer. We strive to create and maintain a diverse workforce where everyone feels valued, respected, and included. WestRock does not discriminate on the basis of race, color, religion, national origin, sex, age, disability, veteran status, sexual orientation, gender identity, or any other basis protected by federal, state or local law.