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Opportunity Snapshot

This unique position offers you the opportunity to a good deal of autonomy as you manage the sales function for Southern California -- each of THARCO's ten facilities operates independently as a stand-alone P&L center, and you will be part of the active and entrepreneurial management team here. Our goal is to find a candidate who has the management savvy and leadership skills to move up in our organization, possibly into a General Manager role. You'll take over a seasoned team of 12 in a sales organization that is performing well, but you also will be able to put your personal stamp on it as you help your team bring in new business, among other goals.

To be a good fit for this opportunity you will have relevant experience in the corrugated industry including significant experience in business-to-business consultative sales and a track record of success. The ideal candidate will have extensive knowledge of the Southern California market, including competitors, pricing and trends. We're looking for a solid decision maker with the interpersonal skills not only to coach a team of experienced sales professionals, but also to integrate well into an ambitious management team. While successful sales management experience is strongly preferred, we will also consider candidates whose proven sales and leadership skills have been recognized as currently ready to step into the sales management level.

Since 1952, THARCO has been providing "Multiple Value-Added Packaging Solutions" to our customers, leveraging a diverse offering of products and services, from extensive and flexible registered manufacturing to design engineering to inventory management.

What Else You'll Bring to the Table

In addition to current experience in the Southern California corrugated industry and the qualifications detailed above, you'll need

• A bachelor's degree in a related field; however, we also will consider candidates with a significant and relevant combination of education and experience.
• Proven consultative sales abilities.
• Outstanding leadership skills, including the ability to influence and motivate.
• Solid presentation abilities.

We anticipate that you'll spend the majority of your time out in the field supporting your team, although you also will need to be in the Santa Fe Springs facility on a regular basis. While this region extends from Santa Barbara to San Diego Counties, you can expect to be home for dinner most evenings; of course, as an experienced sales professional you understand that there will be the occasional evening event.

What's in It for You

Career opportunities -- in our enterprising culture an individual with the right combination of sales, management and leadership skills can pursue multiple growth opportunities. For example, depending on your aptitude and performance, your role may expand to include the sales organization in the Phoenix area.

Strategic impact -- in addition to leading your team to even higher levels of performance, you'll play an active role on the Southern California management team, helping shape our future direction.

Bellwether for economic recovery -- while everyone has been impacted by the recession, our position as a manufacturer at the "headwaters" of the distribution chain enables us to see economic changes earlier than many. We felt the recession early, but we're already beginning to see the signs of recovery. When things really start to ramp up, we'll be among the first to feel it.

Excellent compensation -- in addition to a competitive salary and bonus incentive program, we offer a comprehensive benefits package.

More About Your Role

If you're a good fit for this position, you already know most of what this job entails. However, to be sure we're providing a complete picture, here are some details.

Reporting to the Southern California General Manager, you will assume leadership of a team of 11 Account Executives, one Inside Marketing Representative and one Administrative Assistant. In addition, the local Design Staff will report to you. While you may call on your own accounts, your focus will be on leading the team and managing the function.

One of your key goals will be helping grow revenues in this region, including strategizing with the Account Execs (AEs) on how to generate new business. Each AE has targets tailored to his or her territory, so one solution won't fit all; you'll need to approach each AE's challenges individually. At the same time, of course, a tactic that works in one territory may become a best practice for others to adopt. Most of the Account Execs have more than 15 years of experience, so this will involve less training and more collaboration and brainstorming.

You also will coordinate and supervise our in-house design function, ensuring we continue to optimize this valuable resource effectively to promote sales. We'll also look to you to ensure strong relationships with all areas of THARCO, such as customer service, accounting, and others.

As you would expect, there is also an administrative aspect to this role, including reports, analyses and forecasts.

Keys to Success

Given the experience level of our Account Execs, you will need to take a proactive approach to establishing your credibility and earning their respect. You'll know you've accomplished that when they are comfortable coming to you as a resource, seeking out your insights and support. In addition, while our goal is to promote value-added solutions, the Southern California market is highly competitive (as you well know), and pricing can play a key role in a sale. You will need to be able to make intelligent pricing decisions based on a solid sense of the overall impact those decisions will make on our organization.

If this sounds like the right mix of challenge and opportunity for you, and you meet the minimum qualifications, we want to hear from you!

Who We Are

For 57 years, THARCO has delivered full scope packaging solutions through our extensive offering of products and services including:

• Our industry leading "Stock Box Program" where we maintain over 1,600 SKUs of standard size boxes for same day pick-up or next day delivery.
• Our large and experienced staff of over 25 packaging designers with expertise in graphic, structural and cushion packaging engineering.
• Our extensive and flexible manufacturing capabilities that allow us to meet the demanding needs of our customers for quick turnaround, small or large order sizes, and high quality customized corrugated and foam packaging in a wide range of sizes and styles.

We are an equal opportunity employer. EOE M/F/D/V

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