The opportunity:
The Inside Sales Manager is responsible for growing the region s sales and profitability through executing against their business plan and working closely with the Inside Sales leaders to execute Smurfit WestRock s inside selling strategy.
In this role, you will lead, actively coach, and develop a team of Inside Sales Reps (ISRs) and co-hires. You will also contribute to the development of the monthly forecast, annual budget for the region, and will be accountable for achieving growth targets, e.g., net new local profitable sales through your sales team. Additionally, you will be collaborating closely with Sales and Operations Leaders in markets within the region your team serves.
As inside sales continues to scale across Business Areas and End Segments, you will help identify and utilize processes and tools as needed per business segment to meet sales and margin-oriented goals.
How you will impact WestRock:
- Direct supervision, coaching, and responsibility for all functions of the Inside Sales Representatives and Co-Hires to drive a high performing and engaged team
- Establish clear expectations, measuring results, and holding team accountable for performance
- Deliver metrics so that next level management can act as the liaison with leadership to ensure a culture of teamwork and collaboration between the area leadership and Inside Sales Reps/Co-Hires
- Evaluate activity via metrics and dashboards to drive a high level of sales performance from the inside and co-hire team (e.g. SW CRM, Qlik)
- Manage team to include hiring, on-boarding, development, and resource optimization
- Work with leadership to develop reports and dashboards that track the KPIs you have mutually defined, as well as continually evolve mechanisms to measure and drive the productivity and impact of your team
- Ultimate accountability for specific Inside Sales Team metrics
- Create an environment of continuous improvement to develop a high-performance team
- Emphasize safety culture in all interactions
- Lead team in qualifying opportunities for new customers and creating new demand. This includes cold calling, managing warm leads that have been qualified by Marketing or lead scoring processes
- Determine root causes of ISR challenges and barriers. Communicate across region leadership and to Sales Management to address process improvement opportunities
- Execute business plan in collaboration with Inside Sales leaders
- Contribute to the development of the monthly sales forecast and annual budget, and maintain accountability for achieving and reporting on sales targets
- Develop strong customer relationships; this may include managing your own book of accounts when it makes sense strategically and for the benefit of the customer
- Stay abreast on day-to-day realities of the sales role and provide flexible coverage to support the team and expansion of inside sales
- Proactively identify market trends and competitive pressures and educate team
- Champion the delivery of outstanding customer service
- Travel to face to face area meetings when scheduled
- Travel to greet new hires and foster connection with sales and operations leadership to ensure successful training access
- Travel to quarterly in-person Inside Sales/Co-Hire sales meetings scheduled throughout the US
What you need to succeed:
- Bachelor s degree in business or equivalent combination of education and experience required
- 7+ years of sales experience required with 10+ years preferred
- Experience managing inside or outside sales teams
- B2B inside sales experience and experience in fiber-based packaging industry preferred
- Strong business acumen
- Demonstrated ability to develop employees to their fullest potential with the ability to act independently and with a team
- Strong leadership skills and the ability to effectively communicate with the team regarding expectations
- Knowledge of sales principles, methods, and techniques
- Effective oral and written communication skills
- Ability to create informative, influential, and succinct presentations supported by quantitative data
- Effective organization skills including proper problem-solving and follow-up
- Ability to successfully lead sales reps to win new business, and manage a book of accounts, spanning across multiple sales areas or end segments
- Proficiency with or similar CRM software, Microsoft Office applications and social media platforms to connect with customers (i.e. LinkedIn)
- Ability to perform data analysis in Microsoft Excel
What we offer:
- Corporate culture based on integrity, respect, accountability, and excellence
- Comprehensive training with numerous learning and development opportunities
- An attractive salary reflecting skills, competencies, and potential
- 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 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 safety, loyalty, integrity, and respect, we use leading science and technology to move fiber-based packaging forward.
Smurfit Westrock is an Equal Opportunity Employer. We strive to create and maintain a diverse workforce where everyone feels valued, respected, and included. Smurfit 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.