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Pactiv Evergreen National Account Mgr 1 in Cedar Rapids, Iowa

Pactiv Evergreen Inc.(NASDAQ: PTVE) is a leading manufacturer and distributor of fresh foodservice and food merchandising products and fresh beverage cartons in North America and certain international markets. It supplies its products to a broad and diversified mix of companies, including full service restaurants and quick service restaurants, foodservice distributors, supermarkets, grocery and healthy eating retailers, other food stores, food and beverage producers, food packers and food processors. To learn more about the company, please go to the company website at pactivevergreen.com.

130 miles east of Des Moines, and 230 miles west of Chicago, Cedar Rapids is a city in eastern Iowa. The Cedar Rapids Museum of Art includes many works by native Iowan painter Grant Wood. Brucemore is an estate with acres of gardens and an 1880s mansion, which houses local history displays. Nearby, Bever Park has an ice rink, a pool and farm animals. The National Czech and Slovak Museum and Library offers exhibits on the history and culture of 19th-century immigrants.

Evergreen Packaging Equipment is located in the city of Cedar Rapids, Iowa, with close proximity to Chicago. Initially begun in 1880 to service the dairy industry, EPE now manufactures gable-top carton filling machines, making Evergreen Packaging a fully vertically integrated carton provider for its customers. EPE has 170 team members and now has 1300 installed machines in over 50 countries.

Pactiv Evergreen is committed to a diverse and inclusive workforce. Pactiv Evergreen 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, genetic information, gender identity and/or expression, marital status, veteran status or other characteristics or statuses protected by law. For individuals with disabilities who would like to request an accommodation, please call (847) 482-4320 or email TalentHelp@Pactiv.com.

All information will be kept confidential according to EEO guidelines and applicable laws.

Purpose:

  • Territory Management - Individual will be responsible for nurturing and maintaining relationships with existing customer accounts in the region. A key aspect of this role would be to work with Equipment Business’s technical service and engineering teams to resolve customer issues, identify additional parts sales opportunities and uncover equipment training needs.

  • Meeting Customer Expectations - Responsible for overall customer satisfaction for accounts in the prescribed geographical area.

  • Application Identification - Individual will be responsible for segmenting, targeting and positioning (STP) accounts where Equipment Business’s products and services add value. Responsible for identifying customers’ changing needs, propose solutions to those needs, and fill the needs with equipment, parts and/or service.

  • Attainment of Purchase Commitment - Responsibility for securing new equipment orders at target accounts. Responsible for developing and executing a sales plan to achieve expected individual sales quota.

  • Create Demand - Individual will be responsible for introducing Equipment Business’s products and services to the target accounts, both existing and new, through presentations, as well as direct and indirect contact.

  • Buyer Identification - Responsibilities include identifying the account buying process and the key personnel who impact the purchasing decision. The decision makers could include the user(s), operations, engineering and purchasing personnel, and/or upper management.

Key Accountabilities:

  • Account management

  • Working closely with Equipment Business’s service and engineering teams to resolve customer problems and issues.

  • Propose equipment, parts and/or service solutions.

  • Communicate customer activities and opportunities.

  • Segmenting, Targeting & Positioning (STP) – On a continual basis.

  • Condition of customers’ business and equipment.

  • Manage the new equipment sales cycle and close orders.

  • Forecasting: Monthly / Quarterly / Annually

  • Maintain installation profile for the territory.

  • Understanding customers’ processing, distribution, and growth plans.

  • Prospecting: New Accounts / Applications

  • Track and report all competitive activities including:

  • Pricing

  • New product offering

  • Programs

  • Competitive performance issues - positive / negative

  • Keep up-to-date with market trends and communicate on a frequent basis.

  • Obtain and stay up-to-date with a complete knowledge of Equipment Business’s product line offerings and technologies.

  • Identify and recommend new products/features and programs that assure Equipment Business’s competitive advantage and market leadership.

  • Complete necessary administrative requirements from the Equipment Business, as required.

  • Time management

Key Challenges:

  • Fewer opportunities for new equipment sales in the territory due to bankruptcies and plant closures.

  • Excess capacity in the school milk market, as well as reduced demand for school milk due to COVID-19.

  • Existing flux in the Southeast/Florida juice market.

  • Current economic and credit conditions.

  • Long sales cycles: 2 - 4 years from project discovery to installation of new equipment.

  • New accounts: Target accounts might not be knowledgeable about our product offerings.

  • Changes in customer capital spending from year to year.

  • Customers not spending enough money on preventive maintenance and training.

  • Technical product lines: Must learn and stay up-to-date on products, applications and competition.

  • New competitive threats for parts and service.

Organizational Relationship:

  • Position reports to the Global Sales Director, who in turn, reports to the GM – Equipment Division.

Scope:

  • Maintaining/growing parts, service and training revenues in the region is essential to profitability.

  • Maintaining and nurturing existing customer relationships is critical to protecting the installed base.

  • Closing orders on equipment is essential to Equipment Business’s growth.

  • Forecasting of new machines is essential to Equipment Business’s inventory plan.

  • Keeping expenses under control.

Knowledge and Experience:

  • Minimum 5 years of sales, sales support, service, operations or technical product management experience in the capital equipment space (required)

  • BA / BS (required)

  • Working knowledge of industries and applications – processing, filling or secondary packaging experience in the food / plant-based / dairy / juice applications (preferred).

  • Experience with customer accounts and selling at all levels (preferred).

  • Knowledge of hot fill / cold fill / ESL / aseptic processing and packaging (preferred).

  • Knowledge about sanitation principles – CIP / sterilization / general GMP’s (preferred).

  • Candidate Location: Near Orlando (FL), Tampa (FL), Atlanta (GA), Charlotte (NC) or Nashville (TN)

Comments:

  • Extensive overnight travel

  • Ability to work with little supervision (self-motivated)

  • Ability to work with other sales, service, parts and engineering personnel

  • Excellent organizational skills: Managing Time / Territory / Travel

  • Computer skills

  • Strategic thinker / Tactical worker

  • Good communicator

  • Good mechanical aptitude

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