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At Graphic Packaging International, we produce the paper cup that held your coffee this morning, the basket that transported those bottles of craft beer you enjoyed last weekend, and the microwave tray that heated your gourmet meal last night. We’re one of the largest manufacturers of paperboard and paper-based packaging for some of the world’s most recognized brands of food, beverage, foodservice, household, personal care and pet products. Headquartered in Atlanta, Georgia, we are collaborative, diverse, innovative individuals who create inspired packaging while giving back to our communities. 

 

With over 25,000 employees working in more than 130 locations worldwide, we strive to be environmentally responsible in our industry and in the communities where we operate. We are committed to workplace diversity and offer compensation and benefits programs that are among the industry’s best to reward the talented people who make our company successful.

 

If this sounds like something you would like to be a part of, we’d love to hear from you.

 

A World of Difference. Made Possible.

 

As a Divisional Sales Leader for Graphic Packaging’s Regional Division, you will report directly to the Chief Commercial Officer, lead a broad team of sales professionals, and will be instrumental in providing a strategic representation of the future opportunities for the Regional Division within the Americas Business Unit.

This position requires an experienced, data-driven, analytical, collaborative, and influential leader who can work effectively across a variety of stakeholders. This leader will work closely with the Americas division sales and operational leaders, including C-Suite stakeholders and key subject matter experts to develop a progressive view of the industry and the opportunities within.

Priorities can often change in a fast-paced environment like ours, so this role includes, but is not limited to, the following responsibilities:   

Accountable for $1.2B of annual revenue across the Regional Division within the United States.   Develop, track, measure and execute annual sales plan and all related elements (growth due to NPD, share, and pricing that align to profitable growth) Drive volume growth through meaningful customer interactions, cultivating key relationships with strategic national and regional accounts. Create a path of profitable growth year over year by leveraging and prioritizing GPI’s innovation platforms to drive significant opportunities in plastic replacement. Build an industry leading sales team with focus on having the right capabilities to ensure the talent we have aligns with Vision 2030.  Develop and lead across the Regional Division and achieve a unified growth strategy including the collective development of the LRP (Long Range Plan).  Build the strategy using market intelligence and practical applications that win business.   Ensure best-in-class sales capability around core market economics/drivers and challenges and ensure that the concepts are connected to the Enterprise view.   Role-model and ensure strong talent strategies are enacted across the organization.  Create a roadmap of talent succession and development plans that drive the talent strategy forward. Lead and encourage innovative approaches to the ‘way we work’ that aligns to future trends in people, process, and systems.   Help establish sustainable programs that will benefit the Americas sales teams as a whole Lead key negotiations to ensure the GPI franchise is performing optimally across a world-class customer base.   Enhance relationships that encourage a partnership mentality. Improve margin performance by understanding market pricing while also working closely with Operations and Supply Chain teams to ensure the Regional Division P&L is successful.  Use meaningful KPI’s that drive business results such as OTIF, NPS, Quality metrics, etc

 

Background and Competencies Required:

Education: This Sales Leader should have a bachelor’s degree or MBA in Business Administration, Industrial Management Finance, Economics, or any other related business field.  An equivalent of the same in working experience is also acceptable for the position.

Key Experiences include:

Sales Leadership: Experience overseeing and manage sales operations across North America, driving business growth and market penetration. Talent Development:  Developing future sales leaders and a strong bench of sales managers, directors, and vice presidents to support current and future growth. New Product Development:  Building go to market strategies for new products, and understanding how to gain market share through innovative product replacement. Business Development: Identifying and developing new customers, markets, and distributors. Champion innovation and sales strategies to which lead to expand market share. Customer Relations: Maintaining and nurturing relationships with existing customers, fostering long-term partnerships to increase sales volume and margins. Strategic Advising: Providing insights to the Americas Leadership team as well as Graphic Packaging Executives on emerging market trends, opportunities, and potential threats in the North, Latin and South American markets. Performance Management: Monitoring sales KPIs, develop, and implement action plans to meet or exceed established objectives. Sales Initiatives: Leading the development and execution of sales strategies, including participation in exhibitions, trade shows, and other customer/ industry events.

Other Experience: A candidate for this position will have had at least 10-12 years of working experience in a corporate environment where competing priorities and a fast-paced and dynamic business environment dictates best in class outcomes. The candidate will have gained substantial exposure to commercial strategy to grow business segments and increase margins.  This individual will have comfort in working with Senior Leadership teams including C-Suite stakeholders. 

They will also have had experience making tradeoffs in order to facilitate profitable growth.   They will need to be strategic while also supporting direct level involvement in Sales negotiations and contracting.   A suitable candidate will be a natural collaborator with an ability to establish and maintain lasting relationships both internally and externally.

Core Competencies Include:

Tenacity:  Attacks challenges with positive energy and drive a belief across sales team members to achieve at a high level.  Understands the importance of capturing new share and customers and drives that shared mindset throughout the organization.  Demonstrates perseverance and resilience when leading through customer challenges, mistakes and failures.  Communication Skills: This sales leader must additionally be a strong communicator, both verbally and in written form. This is a highly influential role and bringing others along through collaboration will be core to the success of this individual.   Talent Development:  The Sales leader must have demonstrated experience in developing others, not just in leadership competency and experience, but also overall sales and technical skills.  The Sales Leader must be able to articulate how they have developed talent around them, as well as experience in making difficult decisions when there is a need to restructure, or performance manage someone within the organization. Culture and Leadership: The Sales Leader must demonstrate a passion for facilitating an inclusive culture, one where they are open to feedback from all levels, and care about ongoing personal improvement. This Leader must be a people person who also has the ability to lead, inspire, and motivate a team into consistent performance improvement. They must also be passionate about teams and role model behaviors that lift the organization. Interpersonal Skills: A candidate for this position must demonstrate strong attention to detail, have high-energy and a proactive nature, have a positive can-do attitude, be result-driven, have exceptional problem-solving skills, and work comfortably in a group/collaborative setting. MS Office: The candidate will also demonstrate proficiency in the use of Ms Word, Ms Excel, and PowerPoint, which will be necessary for the creation of both visually and verbally engaging analyses reports and presentations, for the business’s leadership and management as well as senior strategy management.

 

Pay Range:   $235,425.00 - $313,900.00

 

Graphic Packaging is an Equal Opportunity Employer. All candidates will be evaluated on the basis of their qualifications for the job in question. We do not base our employment decision on an employee's or applicant's race, color, religion, age, gender or sex (including pregnancy), national origin, ancestry, marital status, sexual orientation, gender identity, genetic identity, genetic information, disability, veteran/military status or any other basis prohibited by local, state, or federal law. Click here to view the Poster, EEO is the Law.

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