Job Details
Regional Sales Professional
Geographic Market Covered: OH, IN, MI, KY
Position Type: Full-time in Adherex Packaging Division
Reports to: Territory Manager
Adherex Group Corporate Headquarters: 3100 Hamilton Avenue Cleveland, OH 44144
ADHEREX Group and recently acquired affiliated companies are industry-leading manufacturers and distributors of high-quality packaging products which are in the process of merging together. The new organization offers products which are critical to the optimal performance in food & beverage packaging, automotive, moving & storage, and industrial applications for today and tomorrow. Through both excellence in products and our dedicated, committed, and cohesive teams, this newly independent and private equity backed manufacturer/ distributor together will continue its legacy of application innovation and excellence of customer service across the United States. Our growth-oriented Value Creation Plan plus the formation of a company culture built on core values of acting in the best interest of our stakeholders which includes our Customers, Employees, Suppliers, and Shareholder.
Our roots: ADHEREX Group and recently acquired affiliated companies were family owned and operated enterprises. Pillar foundation company Primetac Little Ferry, NJ was acquired by AKOYA Capital in 2019, with subsequential acquisitions of Concord Industries Fontana, CA, Cutting Edge Toledo, OH and Specbond Chicago, IL. Most recent acquisitions of Stretchtape Cleveland, OH and Proline Performance Denver, CO In July and September 2023 Goldner-Hawn acquired the majority stake; In the early years, Primetac; the core business of Adherex built a strong position on the eastern seaboard and throughout the Midwest of the United States, and we are now increasing our market position by expanding westward with recently expanded distribution centers in Houston, TX and Los Angeles, CA , Bay Area, CA, for locational distribution and will-call orders. Recently acquired affiliated companies are based out of the Midwest and west coast area, operating out of a 110,000 square foot manufacturing, administrative, and distribution center. We encourage personal growth and offer career advancement to individuals who demonstrate initiative for personal and professional growth.
Our top priority is not finding someone with a certain level of education or certain type of work experience, but rather someone who is eager to learn, hungry for success, independent-minded, and aligns with our mission and our core values of Ownership, Growth, and Service.
Who we re looking for: Motivated, energetic individuals with an entrepreneurial spirit able to manage the interface with distributors and generate growth for our organization and our customers. Individuals that take ownership of the sales process and the service of our customers. We are searching for people with leadership potential who will take responsibility for maximizing the value of our product offerings and serve as a strategic partner to our clients. This person will drive growth with current distributor partners while building new distributors for our products with excellent customer service throughout the process.
Essential core knowledge, understanding and proven track record of:
Planning / Preparation
o Effective planning for prospecting and customer interactions - including setting focused agenda, clear objectives and doing appropriate research to prepare for customer meetings.
Negotiating
o Management of the discussion process between parties (each with their own needs / objectives) to reach agreement about mutual concerns or resolve conflict.
Closing
o Ability to gain commitments at each stage of the buying process. Able to win business after it has progressed through needs development / solutions, skilled at developing reasons for decision makers to act, able to overcome late-stage obstacles, able to win over decision makers.
Sales Activity Coordination
o Effectively support and/or coordinate a variety of customer interaction and sales process activities in support of other direct Sales personnel, within a multi-tasking environment. This may include information delivery, trial coordination, problem resolution, and more.
Handling Objections
o Able to identify and assess resistance / potential objections, assess level of risk and plan steps to overcome them. Able to advance sales projects even when unforeseen obstacles (competition, pricing, etc.) are presented by customer.
Effective Communication
o Ability to express ideas and information in a clear and concise manner verbally and in writing.
Interacting with People at Different Levels
o Ability to relate to all kinds of people - up, down and sideways, inside and outside Adherex organization, ability lo adjust style of conversation and content based on the audience.
Collaboration
o Working with others for a common purpose to achieve a business benefit
Business Acumen
o Knows how business works. Understands levers that drive profitability. Able to use this information for effective decision making.
Account Acquisition
o Ability to identify and gain business at new accounts
Value Creation / Building Value Proposition
o Ability to demonstrate understanding of customer s needs, provides insight and propose solutions focused on helping customer achieve objectives or resolve their problems and issues.
Account Development / Retention
o Expands sales within existing accounts, develops relationships with key decision makers, challenges the customer to bring insight about their industry and business challenges. Tracks and monitors account activity and uses this insight to drive actions. Actively manage a pipeline of opportunities to determine milestones and activities needed to advance the sales process.
Strategic Thinking
o Creates and communicates a long-term vision, balances short and long term goals. keeps own and team s work aligned with overall goals, understands the market to anticipate change, understands the industry and the competition. creates and adjusts strategic plans
Essential Duties and Responsibilities:
Build and execute a Sales growth plan in the assigned region.
Build strong trusted relationships with clients to deliver mutual value.
Develop customized account plans to enhance our position with selective clients.
Deliver consistent profitable growth.
Resolve customer issues and troubleshooting.
Expand your knowledge of Aherex s culture and products offerings to an industry expert level.
Deliver world-class customer service.
Sales experience and desire to serve to consistently enhance your customer relationships and depth of interaction.
Learn and apply the details of Aherex s Sales process and product offerings, how to gain an understanding of the customer's pain-points, and how to offer and sell solutions to customers to meet their needs and create value for Adherex Group.
Achieve your goals in sales, providing excellent service and support, and creating satisfied customers, in accordance with Aherex s s Core Values.
Willingness and ability to travel 30%-60% depending on region.
Liaison to all levels within the target organization from end-user to field management to purchasing/procurement to sales managers to CEOs.
Deliver and present hands-on product training.
Here is what you will bring to the team:
A passion for solving problems and delivering solutions.
Ability to work a flexible retail schedule.
Minimum of 5 years B2B sales experience.
Packaging industry experience, a plus.
Resolute and flexible when it comes to dealing with difficult situations.
The ability to quickly adapt in an ever-changing environment.
Motivated to meet and exceed evolving key performance objectives set by Aherex s Executive Leadership Team.
High School diploma with College Degree preferred.
Strong oral and written communication skills.
Strong teamwork and collaboration skills.
Basic knowledge of Microsoft Office.
Compensation:
- Base salary plus commission
- Benefits (medical/dental/vision)
- PTO
- 401K Plan
- Mileage allowance
- Company-paid business expenses
EEO/Affirmative Action Policy
Primetac is an equal opportunity employer and prohibits harassment of any kind. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.