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