Early Career Sales Representative (ECSR)

Job Description

About Smurfit Westrock

Smurfit Westrock (NYSE:SW) is the go-to leader and partner of choice in sustainable packaging. We are dedicated to creating efficient and scalable paper and packaging solutions to help solve complex packaging challenges. Guided by our values of safety, loyalty, integrity and respect, we are committed to delivering meaningful value for shareholders, customers, employees and the communities where we operate.

The Opportunity: Early Career Sales Representative (ECSR)

The Early Career Sales Representative (ECSR) will be responsible for developing new business and managing and growing assigned customer accounts, primarily within the small to medium business segment, with a focus on selling displays for our Merchandising Display Team.

This role serves as a stepping stone, aiming for successful ECSRs to transition into an outside sales role within 12-24 months. You will coordinate with corporate and plant management and staff to secure new orders, manage existing accounts, and resolve any issues. Additionally, the ECSR will actively expand the customer base by engaging with new potential customers and re-engaging previous Smurfit Westrock clients.

A key aspect of this role is developing deep rapport with customers, understanding their business challenges, and forming strong relationships with key decision-makers. Your activity will primarily involve remote communication via teleconference, phone, and email. You will leverage Smurfit Westrock’s Sales Excellence methodology to gauge interest, identify growth opportunities, and close new business.

How You Will Impact Smurfit Westrock

• Dedicated to enhancing the Smurfit Westrock customer experience while driving value through cross-selling, up-selling, and new business development.
• Stay current with industry trends in paper and packaging, Smurfit Westrock products, manufacturing challenges, and retail trends across various category segments.
• Maintain a working knowledge of Smurfit Westrock Enterprise solutions and continuously learn through studying new products and participating in educational opportunities.
• Understand customer business pressures, the value of Smurfit Westrock’s solutions, and competitor information/trends to develop SWOT analyses and competitive selling strategies.
• Research new and current customer accounts, identifying key stakeholders for engagement through outbound calls and digital tools.
• Conduct complex issue resolution for customers, involving communication with both customers and appropriate Smurfit Westrock colleagues (e.g., pricing, delivery, quality, warehousing, logistics, new product design, margin improvement).
• Maintain and improve quality results by adhering to 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.
• Ensure customer needs are met while aligning with MD business objectives.
• Meet volume and margin targets, including successful cross-selling and up-selling.
• Achieve department and organizational goals by taking ownership of new requests and exploring opportunities to add value.
• Generate ideas and proactively 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 Smurfit Westrock divisions.
• Create and deliver on margin improvement plans for customers.

What You Need To Succeed

• Minimum of 1-3 years of B2B inside sales, field sales, or related experience strongly preferred.
• Experience in the fiber-based packaging industry is strongly preferred.
• Bachelor’s degree or equivalent combination of education and experience is required.
• Ability to manage a full book of assigned accounts, spanning multiple business units.
• Ability to develop and qualify new opportunities, present solutions, overcome objections, negotiate, and close business over the phone & videoconference.
• Consistent track record and proven top performer among ECSR teams.
• Flexible and resilient problem solver.
• Proficiency with Salesforce.com or similar CRM software.
• Strong working knowledge of Microsoft Office applications and social media platforms.
• Requires a home office or dedicated workspace, free of disruptions; company-provided laptop and phone will be supplied.
• Excellent 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 effectively.
• Strong negotiation skills and ability to close opportunities with customers.
• Team player; works exceptionally well with others.
• Adapts well to a matrix organization.

What We Offer

• A corporate culture based on integrity, respect, accountability, and excellence.
• Comprehensive training with numerous learning and development opportunities.
• An 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 daily work.

Candidates are required to undergo a drug screening after receiving a conditional job offer, but before starting employment.

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by state or federal law.