National Account Executive
2 weeks ago
The National Account Executive (NAE) role within the Engineered Solutions division at Pixelle Specialty Solutions is a prominent and largely independent position dedicated to fostering growth through strategic business and product development, while cultivating enduring customer relationships.
The NAE is tasked with managing a diverse array of responsibilities, including market research, identifying potential clients, initiating sales conversations, defining opportunities, collaborating on product development both internally and externally, overseeing trial planning and execution, and navigating all aspects necessary to successfully commercialize new business while safeguarding existing accounts.
This role allows for remote work, with the expectation that the NAE will balance time between client sites and the home office for focused tasks as necessary.
Travel to customer locations is anticipated to be around 30%, with an additional 10% allocated for visits to company facilities and participation in annual meetings.
National Account Executives may also undertake special projects as directed by Engineered Solutions leadership, encompassing business development, product innovation, specialized analysis, and project management tasks.
Key Responsibilities
Utilizes specialized market insights and extensive experience in specialty paper to pursue and cultivate new business opportunities in targeted specialty sectors.
Establishes and maintains profitable, sustainable business relationships with assigned accounts; showcases expertise in supporting customer operations and coordinates with leadership, technical, and customer support teams to adapt to evolving client needs.
Formulates strategies to service and expand large multinational accounts, ensuring alignment with global customer requirements for profitable growth.
Develops in-depth knowledge of client operations, including their manufacturing processes and value propositions to enhance downstream customer satisfaction.
Achieves established sales targets, encompassing new business and product goals, while managing travel and operational costs within set budgets.
Contributes to collaborative efforts with innovation, product management, and customer service teams to progressively enhance product mix and margins over time.
Aims for total customer satisfaction for assigned accounts; establishes metrics and feedback mechanisms to identify and target improvement opportunities.
Collaborates closely with Quality/Product Assurance to address customer complaints in a timely manner.
Works in conjunction with Product Managers and team members to generate and update cost estimates and identify optimal candidates for new opportunities.
Oversees credit evaluations, customer payment compliance, and makes informed credit recommendations in collaboration with the Corporate Credit and Insurance Manager.
Produces an 18-month rolling forecast for volume and pricing by account on a monthly basis.
Coordinates with Customer Service teams to ensure timely shipment of trial products.
Effectively resolves customer issues, both independently and by engaging the appropriate personnel as needed.
Stays informed about the Engineered Products portfolio to enhance opportunity screening during prospecting.
Qualifications
A minimum of ten to fifteen years of relevant experience in a commercial or business development capacity within the North American or global specialty paper sector, either directly or through a converter.
Experience in selling to large multinational clients with complex organizational structures.
A Bachelor’s degree (BS/BA) from an accredited institution in business, finance, engineering, chemistry, materials science, or paper science/manufacturing; an MBA is preferred.
Proficient in Microsoft Office applications; skilled in creating documents to facilitate meetings and discussions; capable of producing necessary documentation to drive both customer and internal dialogues.
Exceptional communication skills (listening, verbal, and written).
Ability to lead professional discussions, presenting information and responding to inquiries from groups of managers, clients, and the public.
Must possess and maintain a valid motor vehicle operator’s license.
Core Competencies
- Consultative selling skills.
- Ability to influence and implement necessary changes.
- Capacity to work effectively within a team environment.
- Fundamental understanding of pulping, papermaking, and paper coating processes.
- Effective time management abilities.
- Willingness to learn and adapt.
- Ability to acquire detailed knowledge about markets, products, customers, and industry trends.
- Strong delegation and organizational skills.
- Thorough understanding of competitive dynamics and threats.
- Strong leadership capabilities.
Competitive healthcare benefits and 401K matching are offered.
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