The company is a leading manufacturer of custom and proprietary molded foam and protective packaging solutions. Headquartered in Hunt Valley, MD, the company designs, manufactures, and distributes value added expanded polystyrene (EPS), polyurethane, and refrigerant products used in a number of applications from seven plants in the US. The company's products include premium temperature assurance packaging for the healthcare industry, disposable foam coolers and related products for the consumer market, cold chain packaging for the specialty food & beverage market, and custom & proprietary packaging solutions for a variety of commercial end markets. Its well-known brands include "Lifoam" promotional and imprinted disposable ice chests, "Freez Pak" reusable ice substitutes, "Propak" insulated commercial packaging, and the "EnviroCooler" line of Healthcare packaging, among others.

 

Since 2013, the company is part of Corporation, a leading provider of niche consumer products, with over 25,000 employees worldwide.

The Regional Sales Manager will be responsible for developing and managing all current strategic business initiatives and establishing new accounts to achieve sales and profit (EBITDA) goals and targets for the general commercial operation. In addition, build channel expansion and growth strategies for the future and enable execution through leadership. This Manager’s role will require a strong hands-on understanding of the product lines, multiple diverse customer types, and a variety of go-to-market models. In addition specific operational, logistics and packaging knowledge is required to deliver on customer needs while maximizing revenue and profit for company. The primary territory is Texas, centered in Dallas/Houston area with frequent travel to LA, OK, AR, KS, MS, and MO. Additional national responsibilities to expand as channel strategy grows. Primary products are temperature-controlled packaging across variety of thermal solutions and transport needs, plus protective packaging and a variety of other accessory elements. Primary channels currently include Food and Beverage Manufacturers, Commercial and Industrial Manufacturers, Health Care Manufacturers and Distributors, Construction Product Manufacturers, and several other segments.

Essential Functions and Responsibilities Include:

• Meet/exceed all assigned monthly, quarterly and annual sales volume and profit (EBITDA) targets and goals by territory, segment and in total.

• Achieve all general commercial objectives and maintain or gain leadership position by initiating flexible/profitable business plans, bringing innovation to product/promotional/merchandising efforts, and gaining additional internal marketing/logistic and packaging support where needed.

• Understand customer needs and insights regarding their business goals/objectives, how they measure progress, and how the products and services deliver in relation to those objectives, and be able to clearly articulate this to team members across all functions. Develop strategies to improve our products and services based on this customer understanding.

• Develop and submit business-building proposals that increase revenue, and develop brand/category growth for individual customers with all segments of EPS packaging, refrigerants, and other products in our portfolio. Deliver programs and initiatives that will expand market share, plant asset utilization, and our value-proposition to commercial customers.

• Contribute to the long-term growth and expansion strategy for the Commercial segment, including development of geographic expansion strategies, product segment expansion initiatives, etc. Be a passionate visionary for the growth potential of the business and the plans to enable that growth. Build rationale to support the plans based on fact-based market data and solid financial understanding and articulation.

 

• Penetrate each Commercial account beyond the buyer level and build a collaborative relationship that enables consistent, timely and honest dialogue between the company and the account, and engenders customer loyalty to company.

• Collaborate effectively cross-functionally with internal business partners in Operations, Supply Chain, Quality, R&D, Marketing, Customer Service, etc., specifically including:
  • Partnering with Customer Development and Marketing to develop business plans that incorporate customer insight and market data into plans for new products, pricing and promotions – both for existing customers and new targeted segments we are seeking to penetrate.
  • Collaborating with Finance, R&D and Logistics/Transportation to ensure alignment of our financial objectives with the customer’s financial objectives around cost management, and for effective management of business issues as they arise.
  • Working closely with Manufacturing Operations to maintain a high degree of forecast accuracy so supply chain is closely connected to all forecasts in relation to current inventory levels and customer needs.

• Conduct regular and ongoing post analysis of all new packaging/item efforts to ensure the most effective and efficient sales effort is maintained. Be a role for model for results-orientation and data-based management across the sales force.

• Establish and maintain effective working relationships within all departments, the Corporation and the community; maintaining professional competence, knowledge and skill necessary for the satisfactory performance of all assigned responsibilities

Alena Matveeva

Professional Recruiter 

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