The Opportunity:
The Inside Sales Representative (ISR) will be responsible for developing new business and managing and growing assigned customer accounts primarily within the small to medium business segment. The ISR will work to gain success within inside Sales to secure an area Outside Sales role within 12-14 months. The ISR will work with corporate and plant management and staff to coordinate orders, secure orders for new business, and to resolve any account issues. Additionally, the ISR will work with inside sales management and plant management to expand the customer base by engaging with new potential customers and previous WestRock customers with the goal of gaining or winning back business.
The ISR 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. Activity will be centered on remote communication including teleconference, phone, and email communication. The ISR will follow WestRock’s Sales Excellence methodology to gauge interest, identify areas of business growth opportunity, and close new business.
How You Will Impact WestRock:
ISRs will be dedicated to improving WestRock customer experience while also driving value by creating both cross-selling up-selling, and new business opportunities. Stay up to date and well versed in the Paper and Packaging industry, WestRock products, manufacturing challenges and retail trends by category segmentsMaintain a working knowledge of 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 WestRock’s solutions as well as an understanding of competitor information and trends by region to create SWOT analysis and competitive selling strategiesResearch 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 WestRock colleagues). Some examples include pricing, delivery, quality, warehousing, logistics, new product design, and margin improvement.Maintain and improve quality results by following established processes and methodologies.Collaborate with Business Unit and Plant sales teams to maintain relationships and coordinate potential overlapping business responsibilities.Strive to achieve individual and team established metrics and goals.Meet targets for volume and margin with sales including cross-selling and up-selling.Achieve department and organization goals by accepting ownership for completing new and different requests; exploring opportunities to add value. Generate ideas and pro-actively work with Inside Sales Manager/Director and regional area plants to ensure positive customer experiences.Drive cross-sell and up-sell opportunities by establishing rapport and understanding customers’ unique challenges.Cultivate consultative interactions with customers.Efficiently manage customer interactions across WestRock divisions.Create and deliver on margin improvement plans for customers.Coach junior team members.
What You Need to Succeed:
Minimum of 1- 3 years of B2B inside sales or related experience strongly preferred Experience in fiber-based packaging industry is strongly preferredBachelor’s degree or equivalent combination of education and experience is requiredAbility to manage full book of assigned accounts, spanning multiple business unitsAbility to develop and qualify new opportunities, present solutions, overcome objections, negotiate, and close business over the phone & videoconferenceConsistent track record and top performer among ISR teamFlexible and resilient problem solverSalesforce.com or similar CRM softwareMicrosoft Office applications, social media platformsRequires a home office or workspace, free of disruptions; company provided laptop and phoneExcellent phone presence, verbal, and written communication skills Comfortable making dozens of calls per day Strong listening and presentation skills Ability to prioritize, and manage time effectivelyStrong negotiation skills and ability to close opportunities with customer Team player; works exceptionally well with othersAdapts well to a matrix organization
What we offer:
Corporate culture based on integrity, respect, accountability, and excellenceComprehensive training with numerous learning and development opportunitiesAn 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 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. The salary range for this position is $46,500.00 - $77,500.00, depending on your role, level, and location. The benefits for this role may include short-term bonus incentive, health insurance, flexible spending accounts, health savings accounts, retirement savings plans, life and disability insurance programs, and a number of programs that provide for both paid and unpaid time away from work. Your actual pay will be based on your work location and other factors, such as your skills, experience, and education. To learn more about the specific salary range for your preferred location, please contact your recruiter during the hiring process.