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 TISSUE GROUP
The Tissue Group, a division of Cascades, is the second-largest tissue producer in Canada and the fifth-largest in North America. The Division manufactures, converts and markets a huge selection of paper products, such as hand towels, bathroom tissue, facial tissue, napkins, paper towels, wipers and dispensers for the North American away-from-home and consumer products markets. The Group has more than 2,200 employees and operates seven manufacturing plants, nine conversion plants and four plants with both manufacturing and conversion facilities.
We are looking for a highly motivated, independent, and persistent individual who will proactively help build Cascades customer base all while maintaining their current customer group. The individual will work with both internal and external groups to identify sales opportunities through active listening, help educate customers about our product offerings, and effectively communicate why Cascades is their best tissue/product option!
The ideal candidate is passionate about our mission and values, is goal oriented with an entrepreneurial spirit, and prioritizes and follow-ups with customers in a timely manner. They must have knowledge of the local distributors and market area.
Job Description & Responsibilities
The Sales Representative is responsible for prospecting and identifying leads, meeting with potential new clients, maintaining solid relationship with current clients, delivering sales presentations, and following-up with key decision makers.
Maintain a thorough knowledge of Cascades products and services, pricing structures, and offer additional services to existing and potential customers to increase revenue and contribute to our goals and objectives.
Identify viable leads, manage prospects, and acquire new and profitable business to meet and exceed established monthly revenue goals.
Manage prospect activities, to include cold calls, and establish initial/follow-up appointments with customer decision-makers.
Prepare and deliver sales presentations to prospective new clients/current clients and follow-up with key customer decision makers to close all sales.
Maintain an awareness of market behavior and competitive trends to anticipate changing customer needs.
Build relationships and increase Cascades visibility through participation in various activities such as attending trade shows, community events, networking events, or other activities as necessary
Utilize Sales Force daily, schedule and document all activities, and develop detailed information profiles on prospective customers to facilitate acquisition of new customers.
Complete required Agreements and Contracts, update and maintain CRM entries, track and forecast account budgets and expense reports, and complete other paperwork in a timely manner.
Education and Experience
5 years of paper or office channel experience is required.
Bachelor's degree in Marketing or Business Administration (or other relevant fields) is preferred.
Good communication and presentation skills (both verbal and written); able to effectively communicate to all levels of management, both internally and externally.
Strong active listening skills; gives full attention to what other people are saying, taking time to understand the points being made, asking questions when appropriate, and letting others fully state their ideas.
Consistent with follow through; follows through on challenges as they arise; maintains a positive and persistent outlook and approach.
High energy, friendly, and engaging.
Self-motivated; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong desire to win; takes appropriate risks.
Maintains the highest level of confidentiality and is trustworthy.
Excellent persuasion skills; can persuade others to change their minds or behavior.
Good time management and organizational skills to ensure assigned responsibilities are completed in an efficient manner.
Core competencies defined for this job
Business Objectives Alignment
Ensure that the development and achievement of sale objectives are in keeping with the strategic plan for his business unit
Apply sales best practices that are in keeping with Cascades' strategic orientations
Apply the pricing strategy
Document administrative activities related to his sales (e.g., contracts, promotions, forecasts)
Ensure that volume growth and/or account profitability are maintained (prospecting)
Organize all activities to maximize efficiency
Facilitate discussions between his department and the departments concerned
Promote and sell solutions and products that are adapted to the needs of clients and refer products from other groups as needed
Take the initiative to develop his or her skills
Health & Safety
Comply with the safe work standards in effect
Promote sound occupational health and safety management
Corporate Responsibility and Governance
Comply with the ethical standards of Cascades' and its business partners, and represent Cascades' image
Client Focused and Innovation
Encourage his clients and unit to suggest ideas for improvement and innovation
Develop his network in the business community (e.g., industry, associations, clients)
Keep a watch to develop market intelligence (best practices, trends, segmentation, competition, etc.) and share it within the organization
Maintain professional relationships with clients and promote Cascades' product line