• Manager of Sales Development

    Job Locations US-UT-Salt Lake City
    Job ID
    2018-1493
    # of Openings
    1
    Category
    Sales
  • Overview

    Neenah has built a tradition of innovation, service and growth since its founding in 1873 and we create value by improving the image and performance of everything we touch. Based in Alpharetta, GA and with manufacturing facilities in the United States, United Kingdom, the Netherlands and Germany, Neenah is a publicly traded company and a global leader serving customers across 6 continents in more than 80 countries. We are a leading manufacturer of both specialty, performance-based products that serve a variety of end markets, and premium fine papers and packaging used to convey and enhance image through unique colors, textures, and finishes. Neenah presents true, varied and exciting choices that are both environmentally and aesthetically exceptional through sound environmental practices at our manufacturing facilities.  

     

    Neenah is actively searching for an individual with B2B sales experience to join our Sales Team. As the Manager of Sales Development, the incoming will develop profitable sales of Neenah publishing products (cover materials and end leaf) to binderies while managing the specifier relationship with publishing companies. The Manager will calling on, assist, and educate Trade Book Market, Publishers and Bindery Bill-to Customers and work closely with Neenah field sales and Supply Chain staff. This is a high profile position requiring heavy customer/client focus and solutions selling experience to build strategies and drive sales and profitability targets for large accounts.  Individuals with a hunter mentality, ability to identify client needs and close deals, will do well. This is an excellent opportunity to work remotely.

    Responsibilities

    • Sales planning, strategy, and implementation of that strategy in assigned geographic territory.
    • Call on assigned Publishing Accounts to obtain specifications of Neenah's Publishing Products resulting in sales to book binders.
    • Call on Designers and Design Directors to promote Neenah and Neenah products to lock up the specifications for Book Binders.
    • Meet or exceed Performance Material objectives by delivering  revenue, volume, and price targets.
    • Defend and grow share with current customers while actively targeting and securing new business.
    • Focus on all groups of decision makers in sales process with market back focus:  begin with end user, working back to successfully grow the business
    • Manage territory selling expenses in line with corporate budget objectives and business scale.
    • Profitable growth bias – grow share with existing direct, converter, distributor, and specifier customers while actively developing new end user and direct business. Develop business at non-Publishing Accounts as targeted, including Label, Furniture, Tag, and others as identified.
    • Target account selling and prospecting – forge relationships, directly with specifiers (publishers), printers, designers, binderies, and corporate purchasing and management leading to new business for Neenah Performance Materials.
    • Manage strategic customer relationships at field level and establish Neenah as the go-to supplier;
    • Continue to enhance understanding capabilities and knowhow of Neenah (inclusive of products and services).
    • Implement strategy outlined by marketing on specific product or initiative focuses to drive sales forward.
    • Effectively utilize the broader Neenah organization to help drive sales growth. Collaborate across the organization, involving other functions such as Customer Service, Marketing, Finance, Planning, Product Development, and Operations when needed to help grow business. 
    • Develop/enhance personal sales process to help drive sales.  Continually work to improve selling skills through adoption of items such as strategic account plans, value added selling and participating in Team Selling of Large accounts.

    Qualifications

    • Bachelor Degree from an accredited college or university required.
    • Minimum 5 – years B2B sales experience required.
    • Proven track record of closing deals.
    • Ability to understand and to articulate premium products.
    • Public speaking and presentation skills required.
    • Hunter mentality with a proven track record to seek and develop new business.
    • Ability to work in a matrixed environment.
    • Solid business acumen - Strong understanding of key performance and sales metrics -   (e.g. revenue, volume, and price, cost to serve, etc.)
    • Local market expertise and understanding of the size, scope, and potential of direct, specifier, or distribution customers
    • Proficiency with technology to aid in selling:  (e.g. PowerPoint, Excel, Salesforce.com, etc)  .  Utilize tools to improve sales performance.
    • Meaningfully differentiate our supplier position vs. our competition in the marketplace.  In all we do, act as organization who is “desired, not required."

     

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