A Career in Sales

Adrianne CookRegional 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