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Inside Sales Representative*

Posting Start Date: Jul 24, 2021

Location: Calgary, AB, CA

Company: Cascades

CASCADES

Founded in 1964, Cascades produces, converts and markets packaging and tissue products that are composed mainly of recycled fibers. The Company employs 11,000 employees, who work in more than 90 production units located in North America and Europe. With its management philosophy, half a century of experience in recycling, and continuous efforts in research and development as driving forces, Cascades continues to deliver the innovative products  that customers have come to rely on.

 

CASCADES CONTAINERBOARD PACKAGING

The Containerboard Packaging Group, a division of Cascades, is the largest containerboard producer in Canada, and is also a top converter of corrugated products in the country. The Group manufactures a wide range of products made from recycled fibres for its North American customers in the food, beverage and consumer products sectors, among many others. The Division, which employs close to 3,400 people, owns six containerboard mills and nineteen corrugated products plants in Canada and the United States.

Your challenge!

 

Your challenge

Reporting to the Sales Manager, the Inside Sales Representative will deliver Cascades’ value proposition to customers, and hit revenue/margin goals by focusing on: new customer acquisition and stability through lead qualification, inbound lead follow-up and outbound cold calling and emails; existing customer account management through understanding customer needs, connecting with customers remotely to maintain strong relationships and pitch value-creating ideas, and developing and executing account plans to deliver growth and margin. This role will create price quotes, negotiate with customers, respond to customer technical questions, understand market competitive dynamics and Cascades’ ability to differentiate, and work collaboratively with Marketing, Customer Service, Design, and Finance teams.

Job Responsibilities


Accountable

Maintaining and growing revenues for their accounts
Supporting contract creation and negotiation for their accounts
Growing the customer portfolio


Responsible

Achieve sales revenues and objectives
Qualifying the leads aligned to our strategy and business rules
Maintain excellent client relationships and ensuring customer satisfaction with the use of digital tools
Develop and manage account plans for smaller regional accounts according to established guidelines (revenue targets)
Provide detailed and accurate sales forecasting to team
Facilitating integration and ensuring coherent customer approach among Cascades SBUs
Building and developing key relationships at all levels of the account's organization (Procurement, Category Management, Pricing, Technical, Accounting, Quality Control)
Use and update the CRM
Manages mostly C & D customers


Accountable

Maintaining and growing revenues for their accounts
Supporting contract creation and negotiation for their accounts
Growing the customer portfolio


Responsible

Achieve sales revenues and objectives
Qualifying the leads aligned to our strategy and business rules
Maintain excellent client relationships and ensuring customer satisfaction with the use of digital tools
Develop and manage account plans for smaller regional accounts according to established guidelines (revenue targets)
Provide detailed and accurate sales forecasting to team
Facilitating integration and ensuring coherent customer approach among Cascades SBUs
Building and developing key relationships at all levels of the account's organization (Procurement, Category Management, Pricing, Technical, Accounting, Quality Control)
Use and update the CRM
Manages mostly C & D customers
Key parameters for success

Financial metrics

Account revenue & EBITDA​
Account ROIC​
Account margin by segment (e.g. customer type)​
Operational metrics

Contract to cash (# of days)​
Lead to Win ratio
Account satisfaction
Manages account opportunity funnel
Fill deal prep pack process
Experiences and strengths

Self-driven person with the ability to communicate effectively
Deep understanding of Cascades products and services offerings in your area
Ability to research accounts and identify key players with digital tools
Customer focus with the ability to identify customers' needs, issues, interests
Ability to analyze competitive activities and potential for new products and services
Ability to adapt quickly and high level of flexibility to be able to cover accounts from various markets
Ability to work with C-Suite 


Stronger together

You towards others

Share business issues, opportunities & market insights with VP Sales, SMs,  BU GMs, Marketing & Innovation Directors
Others towards you

Strategic markets, group brands & customer centricity strategy from Marketing & Innovation and CXO
Product availability plan from S&OP
Products specs, recalls, quality issues
Planning and organizing / Client-focus / Perseverance / Autonomy / Active Listening / Initiative

Core competencies defined for this job

Planning and organizing
Client-focus
Perseverance
Initiative
Active listening
Autonomy

Cascades believes in the success of an inclusive organization that values diversity within its team. All qualified candidates will be considered for this position in a fair manner.


Use of the masculine in our communications refers equally to both men and women.

 


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