Commercial Specialties Sales Manager

2 months ago

Spring Grove, Pennsylvania, United States Pixelle Specialty Solutions Full time
Job Overview

Company Overview
Pixelle Specialty SolutionsTM stands as the foremost specialty paper manufacturer in North America, boasting fully integrated pulp and paper operations across multiple locations. With a dedicated product development team, Pixelle specializes in crafting tailored solutions that empower clients to innovate and launch new products effectively. Our extensive legacy in the paper sector enables us to offer a diverse array of specialty papers designed to meet the evolving demands of the market.

Position Summary

The Territory Sales Manager plays a pivotal role in spearheading the management and expansion of Pixelle's significant regional and select national accounts. This position involves formulating a customer relationship management strategy aimed at fostering robust connections with senior stakeholders at key accounts. The role is centered around driving new business initiatives and executing marketing and sales strategies that align with Pixelle's growth and profitability objectives.

Key Responsibilities
  • Utilizes specialized market insights and advanced commercial paper expertise to cultivate new business opportunities and enhance product profitability.
  • Develops and implements strategic sales initiatives to service and expand large accounts, collaborating with commercial leadership and support teams to ensure total customer satisfaction.
  • Achieves established sales targets, including new business and product goals, while effectively managing travel and operational costs.
  • Contributes to teamwork with marketing, product management, and customer service to progressively enhance product mix and margins.
  • Collaborates closely with Quality/Product Assurance to address customer complaints promptly and effectively.
  • Oversees credit evaluations, customer payment compliance, and makes informed credit recommendations in conjunction with Corporate Credit.
  • Generates a rolling 18-month forecast for volume and pricing by account on a monthly basis, which is essential for Demand Planning and the S&OP process.
  • Maintains up-to-date knowledge of the Commercial Specialties Products portfolio to identify and screen opportunities effectively.
  • Negotiates long-term contracts with the necessary approvals and coordinates pricing strategies for strategic accounts and customer contracts.
  • Proactively communicates with senior management regarding critical strategic matters and effectively resolves customer issues by engaging the appropriate personnel.
Qualifications
  • A minimum of five (5) years of relevant experience in a commercial sales or business development capacity within the North American or global specialty paper industry.
  • Proven experience in selling to distribution, converting, digital, and commercial printing sectors.
  • Bachelor's degree (BS/BA) from an accredited four-year institution.
  • Proficient in Microsoft Office applications, with strong skills in document creation to facilitate meetings and discussions.
  • Exceptional communication abilities, encompassing listening, verbal, and written skills.
  • Capability to lead professional discussions, present information, and respond to inquiries from various stakeholders.
  • Must possess and maintain a valid motor vehicle operator license.
Core Competencies
  • Consultative selling techniques.
  • Influencing skills and the ability to implement necessary changes.
  • Effective teamwork capabilities.
  • Fundamental understanding of the pulping, papermaking, and coating processes.
  • Strong time management skills.
  • Willingness to learn and adapt.
  • Attention to detail.
  • Presentation proficiency.
  • Ability to acquire in-depth knowledge about markets, products, customers, and industry challenges.
  • Good delegation and organizational skills.
  • Thorough understanding of competitive dynamics and potential threats.
  • Strong leadership qualities.

Confidentiality Notice
All information will be handled confidentially in accordance with EEO guidelines.

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