Divisional PACE Sales Lead

Jobinhalt

Purpose of Role
To lead the development of capability and ways of working to sell packaging performance, including our PACE offer to the customers. This includes
Work with Packaging SMI CBU- and Regional-/Countries SMI Directors to ensure adherence and consistency on ‘Performance Selling’ (part of ‘the way DS Smith sell’).
Work with Packaging SMI D&I re technical aspects of ’Performance Selling’ and ’Product Performance Requirements (Value Anchoring)’ - incl. Performance Code (customer facing).
Work with Packgiging SMI Commercial Operations to ensure ‘Margin Retention’ from material optimisation-/PACE activities.
Represent SMI in the 1PDW programme for specific Material Optimisation projects (e.g. FIT Reporting) To be a key member of the Packaging Material Optimisation Leadership Team (LT) and be responsible for the management, motivation, development and delivery of the PACE Sales tools, methods and network. To be a member of the Packaging SMI Leadership Team (LT) and to
support the Regional-/Country SMI Leadership Team to ensure the Countries and Clusters and therefore the Packaging Division achieves the PACE Sales targets, and that PACE Sales methods and tools are implemented in a consistent manner across the Division.
support all CBUs, Regions and Countries with PACE Sales, in order to meet and exceed the needs and requirements of our customers, resulting in the business objectives and service goals being achieved. The role can be based in Belgium or the UK, with some travel.

Key Accountabilities & Responsibilities
Health and Safety To promote good HSE practices across PACE Sales activities, operating in line with company procedures to enable a safe working environment. To raise any unsafe acts seen immediately with individual(s) concerned and immediate reporting of health and safety incidents to management. Leadership To develop strong, clear leadership and vision within PACE Sales, creating an environment which promotes continuous improvement, empowerment, motivation, participation and team working that allows employees to develop to their maximum potential. This will include activities such as:
PACE Trainer Network, relevant work-/project teams and the sub-workstream structure
Mastering planning of team activities and releases of new PACE Sales standards
Testing and challenging the correlation of financial and activity planning in PACE Sales sub-function
Maintaining divisional PACE Sales standards (Inventories, version control, prioritisation and management of updates, accessible shared workspace)
Securing co-ordination of workstream activity
Promoting best practice exchange and documentation
Challenging Regions/Countries and stakeholders around PACE Sales results delivery (non-routine, when its needed) People Management
Develop the team structure to reflect the changing needs of the Material Optimisation function. Coaching, mentoring and motivating the team is of critical importance. Material Optimisation and PACE Sales To promote a one division way of working in PACE Sales which ensures delivery of Material Optimisation- and PACE Sales benefits across all regions. This will include:
Ensuring the delivery of the needed PACE Sales design
Working within and contributing to the development of the Packaging Division’s Delivery Framework Principles. Financial Responsibility/Cost Control
Identify and highlight financial impact and opportunities related to PACE Sales
Promote awareness of financial impact amongst the Material Optimisation Team Customer
Drive and direct a performance selling culture across the division in line with DS Smith strategy
Support central CBU’s and regional-/countries Sales teams in customer presentations

Core Competencies
Qualities/Attributes

Minimum 5 years in a sales position in the Corrugated business
Good technical knowledge of the entire PACE process (Design, Value Anchoring, Torsional Stiffness Test, Flute Integrity Test, Board Grade Management), material and corrugated industry manufacturing process
Proven experience in a key account management role, successful customer facing experience and in PACE customer presentation (selling and implementation)
Ability to work in/with/between various cultures
Contagious passion for Performance Packaging
Strong communication skills, able to work in a systematic and rigorous way
Works well with others and inspires them to a common purpose
Strong leadership and coaching skills with a proven ability to set a vision, manage change, challenge and ability to influence people at all levels of the organisation
Fluent in English and another foreign language would be a plus but not necessary Desirable Qualifications & Experience
Ideally educated to degree level or equivalent via experience
Strong customer management skills
Good project management skills
Good technical knowledge of the Corrugated Industry and the manufacturing process. Would be beneficial to also understood the Paper manufacturing process
Basic understanding of material & structural dynamics

Ref
DSS6621

Land
België, Groot-Brittannië

Locatie
Zaventem (BE)

Werkgebied
Verkoop

Divisie
Packaging

Sluitingsdatum voor sollicitaties
22 Augustus 2021