Corporate Account Manager, Paper Chemicals

Lead all Corporate Sales and multi-site Business Development activities for a select group of Pulp & Paper Corporate Accounts for one of the fastest-growing specialty chemical companies in North America!  
We are seeking an experienced Corporate Account Manager who thrives in a fast-paced, entrepreneurial environment and who also has strong existing relationships at the regional and corporate level with multiple Pulp & Paper manufacturers throughout North America.
 
A distinguished track record of individual sales achievements and/or sales management experience within the Paper industry along with strong negotiating skills are essential for success. In this leadership role, you will work closely with regional sales managers and local sales engineers to deliver best practices of wet end and functional papermaking chemistry applications, productivity improvements, and competitive pricing across multiple plant locations to help ensure your customers’ short and longer-term goals are achieved.
 
Essential Job Functions include:
 

• Drive new sales growth of papermaking chemicals by negotiating preferred supplier corporate contracts, sole-source agreements, and leveraged pricing with major multi-site Pulp and Paper customers throughout North America.
• Prepare target account strategies and conduct executive-level sales calls at corporate HQs and Technical Centers.
• Document and distribute best practices of value-added services being delivered by the local/regional sales teams.
• Negotiate terms and conditions for pricing of products, equipment, and local service for multi-site multi-year contracts.
• Maintain working knowledge of paper machine operations, quality parameters, customers’ financial metrics, and relevant changes in competition and market dynamics.
• Lead the development and delivery of commercial proposals, customer presentations, and responses to RFPs/RFQs.
• Provide key input on product/program pricing and competitive intelligence.
• Serve as primary liaison to Corporate Purchasing personnel.
• Travel up to 50% to drive new sales growth.

 
Qualifications and Experience Required:
 

• B.S. in Chemical Engineering, Pulp & Paper Science, Chemistry, or related technical degree.
• 10+ years of Sales and/or Sales Management experience in the Pulp and Paper and/or Paper Chemical Additives industries.
• 3+ years of Corporate Sales or Corporate Account Management experience within the Paper industry is preferred.
• Existing relationships at the corporate or executive level with three (3) or more major Pulp & Paper companies.
• Clear track record of strong sales achievements.
• Knowledge of papermaking chemistry/chemicals such as:  flocculants, coagulants, dye fixatives, internal/surface sizing, wet/dry strength resins, starch, defoamers, biocides, fungicides, felt cleaners, deposit control, coating additives, etc.
• Experience with various paper manufacturing processes including coated/uncoated fine paper, paperboard, newsprint, tissue & towel, containerboard, and packaging grades
• Consultative, problem-solving selling skills and mentoring abilities.
• High sense of urgency with strong entrepreneurial competitive drive.
• Excellent verbal and written communication skills.
• Well-developed negotiating skills.
• Competency with MS Word, PowerPoint, and Excel.
• Valid driver’s license with good driving record
• Ability and willingness to travel up to 50%.

Our client promotes from within and offers a wide range of career opportunities on a global basis.  Compensation includes a very attractive base salary commensurate with experience, bonus incentives, company vehicle, 401-K, and comprehensive benefits.  This position will operate remotely from a home office, and you can live anywhere in the US.  Our client is proud to be an Equal Opportunity Employer.

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