Regional Sales Manager


The Regional Sales Manager, Mexico reports to the Sales Manager, Latin America of the Containerboard business and is located in Mexico City, Mexico.


The Regional Sales Manager, Mexico is responsible for leading the containerboard sales within Mexico (Open Market), for developing and executing sales plans to optimize access, and for maximizing the profitability and value of the Mexico channel.  Volume over the planning period is over 50,000 tons per year with annual revenue over $30MM.


  • Optimize Mexico market access by understanding kraft linerboard markets, end-user needs, political and economic conditions within target markets, and channel strategies.


  • Manage Mexico channel partner and customer relationships by understanding channel partner value to IP and developing sales plans to meet customer needs.


  • Maximize Mexico price by understanding kraft linerboard channels / customers and ensuring IP’s value proposition is priced to its full potential.


  • Manage Mexico volume to within business needs based on S&OP (supply and operating plan) guidance by having alignment with the export sales plan and keeping flexibility within the Latin America portfolio to adapt to the changing needs of the business.


  • Provide guidance to customer service and technical service teams by communicating effectively and getting alignment on customer priorities.


  • Manage Mexico Open Market sales and customer service team by providing leadership and development to the Mexico customer service team. Grow IP’s position in Mexico in excess of local market growth.



External Environment

  • Competitor supply and customer demand fluctuations: understanding containerboard market and optimizing export access in a fluid supply and demand environment.
  • Channel conflicts: understanding potential channel conflicts and managing channel partners to ensure IP is positioned effectively in target markets.
  • Currency fluctuation: understanding currency effects and managing portfolio during periods of relative competitive advantage and disadvantage due to currency fluctuations.
  • Corrugated industry dynamics: understanding emerging trends within the corrugated industry and their impact on KLB exports to Mexico markets.



Internal Environment

  • Changing needs of the business: understanding IPG’s supply and demand balance and optimizing Mexico market access as the value of exports fluctuates.
  • Managing with precision: working closely with Sales Manager, Latin America to provide an accurate outlook on production and sales volume for the Mexico market.
  • Optimize channel partners: evaluating and understanding the value of channel partners in target markets.



The Work Itself

  • One-person-show:  providing rapid response and having noticeable presence within the Mexico region, including travel.
  • Embracing flexibility:  exports role demands flexibility to add value to IPG; it is critical to understand the commercial levers and how to execute volume constraints and volume expansion while preserving IP’s value proposition in the Mexico market.
  • Work systems:  developing work systems to understand and manage price, volume, and inventory.
  • Customer relationships:  identifying and developing relationships with customers who value IP kraft linerboard supply throughout the business cycle.
  • Leading Teams: Lead and Develop the customer service and logistics teams, including annual sales plans and CSA’s.


Knowledge and Experience:

  • Track record of success in positions with increased scope and complexity.
  • Demonstrated sales management experience with significant customer interaction across multiple local regions.
  • Marketing and / or finance experience with demonstrated analytic skills.
  • Strong written and communication skills.
  • Familiarity with order management, supply planning, and supply chain is helpful.
  • Exposure to international business.



  • Bachelor degree (required)
  • M.B.A. (helpful)




  • Fluency in English and Spanish required.



Skills: (1) Dealing with Ambiguity; (2) Business Acumen; (3) Customer Focus; (4) Timely Decision Making; (5) Decision Quality; (6) Directing Others; (7) Managing Diversity; (8) Informing; (9) Managing and Measuring Work; (10) Negotiating; (11) Organizing; (12) Planning;  (13) Drive for Results;

(14) Strategic Agility



  • Having comfort and confidence in front of customers, including owners and senior executives.
  • Having the ability to build strong and lasting relationships with customers based on foundation of trust and mutual respect.
  • Having an appreciation for the commercial and emotional factors shaping a customer’s purchase decisions.
  • Having curiosity for and developing an informed view of global economic and politic events.
  • Extensive international travel required, including travel to developed and developing countries.
Comparte esta oportunidad de trabajo:

Querétaro, QRO, MX, 76120

Categoría:  Ventas & Comercialización
Fecha:  7 feb 2024

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