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Inside Sales Representative

Posting Start Date: Sep 28, 2021

Location: Scarborough, ON, CA

Company: Cascades

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 improvement. 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


  • Maintain and grow revenues for their accounts
    • Supporting contract creation and negotiation for their accounts
  • Growing the customer portfolio


  • 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

Core competencies defined for this job

Planning and organizing
Active listening


Desired experience

  • 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 

Technical competencies

Financial Parameters

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

Operational Parameters

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

#revealyourpotential #LifeAtCascades

Cascades believes in the success of an inclusive organization that values diversity within its team. It will fairly consider all those qualified for this position. The use of the masculine in our communication refers to both women and men.


About Cascades

Being part of Cascades means revealing the full potential of matter, people and ideas. We are a source of possibilities. Since 1964, we have been offering sustainable, innovative and value-creating solutions in terms of packaging, hygiene and recovery.

Join 12,000 women and men working in a network of more that 90 business units located in North America and Europe.


Job Segment: Sales Rep, Procurement, QC, Inside Sales, Sales, Operations, Quality