From a small family business to a multi-billion dollar global company, Sonoco has been changing the face of products and packaging since 1899, all while keeping the heart of “People Build Businesses” alive.
Our talented people are at the core of our growth, constantly reinventing the Sonoco wheel with brilliant solutions every year. Today we are a world leader in global packaging solutions with diversified operations in over 45 countries. We're extremely proud of our portfolio of brands, our achievements in sustainability and industrialisation and the groundbreaking work accomplished by our people.
The Junior Sales supports the Sales Manager in the operational and commercial management of the Italian client portfolio, ensuring administrative efficiency, timely sales processes, quality reporting, and direct oversight of smaller clients.
Key Accountabilities:
1. Commercial administrative management
Drafting, updating and archiving of:
* annual supply contracts
* framework agreements
* business letters
* price appendices
* general conditions of sale
Entering and maintaining commercial conditions in company systems (ERP)
Check consistency between negotiated agreements and contractual documentation:
* prices
* annual volumes
* rebates / end-of-year bonuses
* payment terms
* logistical conditions
* Monitoring contract deadlines and renewals
2. Pricing and spot quotes support
Management of spot quote requests from customers
Preliminary pricing calculation based on:
* industrial costs
* minimum margin required
* logistics costs
* quantities required
* production complexity
* Preparation of a structured economic offer
* Presentation to the Sales Manager for final approval
* Follow-up of submitted offers
3. Management of assigned customers
Independent management of a small/medium or smaller client portfolio:
* receiving commercial requests
* standard annual renewals
* first-level commercial complaint management
* negotiation under ordinary conditions within delegated limits
* cross-selling / upselling development
* monitoring of forecasts and purchased volumes
* commercial visits where required
4. Business reporting and data analysis
Preparation of periodic reporting for Italy and Europe:
* monthly sales
* volume trend per customer
* marginality
* quarterly forecast
* contract renewal status
* opportunity pipeline
* budget vs actual comparison
* price/mix variation analysis
5. Internal coordination
Daily interface with:
* Customer Service
* Supply Chain
* Production Planning
* Finance / Credit Control
* Quality
* Marketing
* HQ Europe / USA
Objective: to ensure timely execution of trade agreements.
Role dimensions:
Skills: adaptable, strong commercial and light financial backgrounds are needed
Process: Forward and innovative thinking
Complexity: Proactive interaction with Finance, Operations, Supply Chain and R&D
Internal and External Relationships / Contacts:
External:
* Customers
Internal:
* Management team
* Regional Sales Directors
* Sales Managers
* Marketing Director
* OPS Regional Directors
* F&P EMEA/APAC Dir
* Supply Chain (S&OP)
Knowledge and Experience
* Degree in Economics, Management Engineering, Languages, Marketing or equivalent
Experience
* 2-5 years in internal sales / sales support / B2B customer service roles
* Preferably coming from:
o packaging
o food industry
o manufacturing
o industrial B2B structured companies
Languages
* Native Italian speaker
* Mandatory professional English (writing/reporting/international calls)
Technical skills
* Excellent Excel
* ERP ( Oracle preferred)
* CRM
* Pricing logic
* Marginal analysis
* Commercial contract management
Developmental responsibilities (within 12-24 months)
* Self-management of medium-large clients
* Participation in annual negotiations
* Development of new businesses on the Italian market
* Support for international tenders
* Possible growth to Key Account Manager
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