A career in Sales Adrianne Cook


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A Career in Sales

  • Adrianne Cook

  • Regional Account Manager

  • ORBIS Corporation


ORBIS Overview

  • Privately Held Manufacturing Company

  • Corporate Office Oconomowoc, Wisconsin

  • Parent Company – Menasha Corporation

  • 6,000 Employees Worldwide

  • 2000 Sales = $1.1 Billion

  • Operate in the U.S. and 10 Foreign Countries



Advancement

  • Typical Career Path

    • Sales Trainee
    • Account Manager
    • National Account Manager
    • Division Sales Manager
    • General Manager
  • Evaluation

    • PPC


Sales Trainee Program

  • Purpose

    • To acquire an understanding of the company’s various businesses, values, culture and Excellence Process
    • To learn specific selling skills
    • To develop product and market expertise
    • To expose sales trainees to selected management training seminars
      • 7 Habits of Highly Effective People by Stephen Covey
      • Professional Selling Skills


Sales Training Program

  • Structure

    • Rotation between Sales, Marketing, Manufacturing, Engineering, etc.
    • Sales Training Territory
  • Duration

    • Approximately 12 Months


Account Manager Position

  • 12 to 18 Months after Graduation

  • Responsible for Geographic Sales Territory

  • Generate Approximately $2.5 - $3 Million Annually

  • Large Customer Base

  • Typical Week



National Account Manager

  • 4+ Years after Graduation

  • Responsible for One Large Customer or One Entire Market

  • Generate Several Million $ in Sales

  • Small Customer Base

  • Typical Week



Requirements

  • Undergraduate Degree

  • Minimum 3.2 GPA

  • Marketing Focus Beneficial

  • Characteristics

    • Highly Motivated
    • Honesty/Integrity
    • Interpersonal Skills
    • Initiative
    • Vision


Positive Aspects of a Sales Career

  • Superior Compensation

  • Perks (company car, computer, etc.)

  • Exposure to Management

  • Job Autonomy and Independence

  • Travel

  • Significant Responsibility

  • Success Related to Performance





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