Veritiv has an expansive North American network with more than 180 locations, and we do business with
more than half of the Fortune 500. We're a big company, but we’re also a new company, shaping our
systems and processes to support a successful and sustainable future. We don't just encourage an
entrepreneurial spirit, we embody it.
Are you looking to join a company where you feel empowered in your work and your job is not just a job,
but a path toward a rewarding and successful career? Do you want to be part of a company that
customers and suppliers not only want to do business with but need to do business with?
If you answered yes, then Veritiv might be the place for you. We encourage you to learn about and apply
to Veritiv if you seek a unique work experience, where diverse ideas are met with enthusiasm, and where
you can realize your full potential. Position Description
The Regional Sales Manager – Packaging Equipment will be responsible for working with Director Sales – PKG Equipment and executing the sales strategy for all packaging equipment, leading a team of Sales Specialist - Packaging Equipment for assigned region. Works closely with Pkg Sales Management within the enterprise and field sales & operations groups to implement sales policies and ensures communication, execution, and delivery of packaging equipment strategies and sales goals.
Drive Revenue Growth
Overall responsibility for driving automatic equipment sales within assigned geography; Lead Equipment Specialist team and work with Field Packaging Managers and Sales Directors to drive semi-automatic sales through Packaging Sales team.
Work with the Director of Sales for Packaging Equipment to develop equipment sales strategy, set revenue targets and performance metrics, and report significant sales activity; serve as a member of the Equipment Council to develop and implement national strategies.
Manage objectives and performance of Equipment Specialists to meet annual sales revenue and profitability within scope of assigned geography.
Maintain a regular presence within assigned markets and supported Veritiv divisions, actively track performance and assist in resolving issues in key customer accounts.
Develop and maintain an active equipment sales funnel in Salesforce.com for each specialist capable of achieving annual revenue objectives.
Ensure specialists are primarily focused on developing and selling automatic equipment projects while providing appropriate sales support for the Field Sales team on semi-automatic equipment opportunities.
Assess market potential and specialist geographic coverage to maximize sales opportunities and provide appropriate Field Sales support.
Manage Supplier Relationships
Establish strong relationships with equipment suppliers to drive joint selling opportunities, lead generation, and training for specialists.
Engage in resolving escalated supplier issues that cannot be otherwise resolved by Equipment Specialists.
Identify equipment quality issues and trends and communicate to the National Equipment Center (NEC) in Fairfield.
Develop Sales Talent
Overall accountability for hiring, objective and goal setting, training, coaching and performance evaluation of Equipment Specialists.
Encourage, motivate, and mentor all direct reports with objectives for growth and career development
Manage Safety and Company Risk
Participate in project reviews to ensure compliance with customer specifications; coordinate with Legal department to ensure legal requirements are met and minimize company liability.
Overall accountability for ensuring sales specialists are in compliance with the organization’s safety policies and procedures.
Ensure Equipment Specialists comply with national equipment policies and procedures.
Ensure Link to Field Management and Service Department
Work in conjunction with the Service organization to deliver a positive customer experience as well as revenue growth potential; facilitate lead distribution from service team to selling organization.
Responsible for communicating equipment sales strategy, monthly sales and profitability results, and monthly sales funnel activity to Field Sales, Sales Directors and Territory General Management within assigned markets.
7+ years of industry experience with extensive product and service knowledge related to the specification and sale of packaging equipment
5+ years of management/leadership experience
Bachelor’s degree in management or related major, required
Experience at selling at the “C” suite level of organizations
Strong strategic planning capabilities
Effective presentation/proposal skills
Easily manages directly or through influence
Strong leadership, collaboration, and management skills
Excellent verbal and written communication skills are essential
Good interpersonal and conflict management skills
Ability to deal with high level of responsibility and sometimes stressful workload