Distribution Sales Manager

Company Statement

Graham Packaging is a people, planet and values-based company and a leader in sustainable packaging manufacturing. From the kitchen to the laundry room, Graham Packaging is part of your everyday life. For employees at Graham, our Blue Culture is part of their everyday lives, too. In other words, Blue is how we do things here. At Graham, we are united by a clear vision. We know our part and help those around us know theirs, encouraging one another to continuously improve. We create a safe, challenging environment to innovate by supporting creative ideas and new ways of thinking. We take the initiative to cultivate our individual growth and help others do the same, while keeping ourselves and one another accountable. And we actively promote cooperation, collaboration, integrity and respect across regions and teams to foster an engaged, diverse and connected workforce. We value our employees, and a Blue Culture allows for the most rewarding employee experience as part of the Graham family. Blue is how we feel about what we do—together—to create a better tomorrow.

Overview

Our Distribution Sales Manager plays a crucial role in ensuring the success of our organization by managing and growing sales through various distribution channels. Being an excellent project manager, staying organized, and having a constant desire to collaboratively solve problems are key to achieving success in this role. Effective project management is imperative for ensuring that sales initiatives are executed efficiently and on-time, with minimal disruption to the organization's daily operations. Being an avid learner and quickly absorbing new information is also important. Our ideal Distribution Sales Manager is someone who can balance the needs of the organization, Distributors, and their customers, while maintaining a positive and collaborative approach to problem-solving.

Responsibilities

Primary Responsibilities:

 

Influence (50%)

• Manage a portfolio of accounts; participate in the overall Customer strategy and execute with excellence on the account plan.
• Work closely on Customer Strategy and with Distribution teams to meet the needs of their Customer.
• Drive pipeline growth at the highest decision-making level (c-suite) and grow profitable revenue across Distributor Customers.
• Lead contract management and renewals for distribution, ensuring work is completed timely and results support incremental growth in revenue.
• Collaborate internally on product and service extensions that could deliver incremental value; bring Solutions Experts into those discussions as necessary.
• Manage internal cross-functional relationships and communications for maximize productivity.

Strategic (40%)

• Responsible for providing new product/service ideas based on Distributor Customer needs; be an information source about how Graham’s products can provide a competitive advantage.
• Deploying standard work, Distributor Management Process (DMP) for distributors.
• Responsible for understanding the strategic goals and objectives of each distributor; develop distribution strategies that align with the distributor’s needs.
• Build and maintain internal networks, garnering support and getting appropriate buy-in
• Develop a deep knowledge of distributors and their customers.

Administrative (10%)

• Maintain detailed, accurate records covering all account activity.
• Proactively manage internal communications within and outside of the Sales/Operations organizations, as appropriate

Individual Competencies:

• Teamwork: Builds relationships and works cooperatively with others, inside and outside the organization, to accomplish objectives to build and maintain mutually beneficial partnerships, leverage information and achieve results.
• Communication: Giving and receiving messages and information in written, oral, and visual formats in a clear and concise way for a complete understanding of meaning and intent.
• Problem Solving: Gathers and analyzes information to generate and evaluate potential solutions to problems, issues and challenges while weighing the accuracy and relevance of the facts, data and information.
• Establish Focus: The ability to develop and communicate goals in support of the business' mission.
• Integrity: Gains the trust of others by taking responsibility for own actions and telling the truth.
• Negotiation: Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.
• Business Acumen: Understands and is aware of how to think about and successfully make the right business decisions through the utilization of industry-specific knowledge and skills and strategic thinking tools and skills.
• Vision & Strategy: Takes a long-term view and builds a shared vision with others while positioning the organization for future success by identifying new opportunities, formulating objectives and priorities, and implementing plans consistent with the long-term interest of the organization in a global environment.

Qualifications

Required Qualifications:

• Bachelor’s Degree in Marketing, Business, supply chain management or a similar field
• Minimum of 5 years of related experience, including responsibility for account management; or any equivalent combination of experience and training that provides the required knowledge, skills, and abilities needed for this position.
• Experience in the supply chain and/or logistics industry
• Experience with CPG manufacturers, a plus
• Demonstrated experience in expanding business relationships in a highly competitive environment; ability to manage across products and a variety of different solutions; deal with price pressure and successfully produce with strong profit margins; ability to discern the solution that is best for the distributor and the value range they are willing to pay
• Good decision making, knowing when to leverage additional resources to move opportunities past obstacles.
• Ability to travel 50% of the time

The standard compensation for this role is $121,200 - $175,100. Salary offers will be determined based on final candidate qualifications, experience, skillset, and other relevant factors.

Compensation Statement

The expected salary range for the position described in this posting is made in accordance with the legal mandates of certain jurisdictions within the United States. The final agreed-upon compensation is based on individual qualifications and experience.

Benefits Statement

Benefits include medical, dental, vision and basic life insurance. Employees are able to enroll in the company’s 401K Employee Saving Plan and may participate in its Employee Wellness Program. Employees will also receive paid time off in accordance with company policy and state law requirements.

EEO Disclaimer

Graham Packaging is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, sex (including pregnancy), sexual orientation, religion, creed, age, national origin, physical or mental disability, gender identity and/or expression, marital status, veteran status or other characteristics protected by law.