Sales-Key Account Manager-Engineered Specialties (Paper Industry)

Company Description

Pixelle Specialty Solutions™ is the largest specialty paper company in North America, with fully integrated pulp and paper operations in Chillicothe, Ohio, Spring Grove, Pennsylvania, Stevens Point, Wisconsin and a coating operation in Fremont, Ohio. Supported by an experienced product development team, Pixelle excels in designing customized solutions that help customers bring new products to market. With a long history of leadership in the paper industry, Pixelle delivers the most comprehensive portfolio of specialty papers to help you meet today’s challenging demands.

Job Description

Role

• Develop strong customer relationships at key accounts, implementing sales and marketing plans that support the company’s vision for growth and profitability to increase overall specialization.
• Develop relationships with existing specialty customers which include the following market segments: Pressure Sensitive Papers, Packaging Papers Technical Papers & Uncoated Specialty Papers.
• New Business Development a priority, utilizing Pixelle’s diversified product portfolio.
• Communicate vertically at operational and management levels.
• Working knowledge of Pixelle products, end-use markets, and competitors.
• Communicate territory info, customer satisfaction, competitive activity to Sales Management.
• Coordinates complaint follow-up, pricing strategies, opportunity assessment and inquiries.
• Territory includes calling on mainly converters and in some cases end-users.

Accountabilities

• Achieves budgeted sales volumes, including new business development, and aspires to achieve total customer satisfaction for assigned accounts and prospects.
• Prepare and execute monthly and annual planning for the sales territory.
• Create monthly and annual demand forecasts in conjunction with overall S&OP process.
• Drives account product mix to maximize margin, highest selling prices, and strategic fit for our mills.
• Manages customer expectations according to approved plans.
• Ensures alignment between order acceptance and approved plan.
• Develops contingencies for gaps in volume/revenue/margin.
• Proactively communicates with management on critical strategic issues.
• Enhance product mix/profitability.
• Coordinates new projects with Product Development and Innovation teams.
• Develops subject matter expertise in Specialty Paper Markets and end uses.
• Coordinates efforts and works in conjunction with Technical Services, Logistics, Marketing, Product Management, and Customer Service.
• Gathers competitive information, and reports info to peer group and management.
• Executes business plan.
• Monitors and recommends changes to product lines and service offerings.
• Coordinates management visits, as necessary.

Qualifications

• Bachelor’s degree from four-year college or university, along with minimum five (5) years of sales experience.
• Excellent listening, verbal, and written communication skills. Ability to lead professional discussions, present information, and respond to questions from groups of managers, clients, and customers. 
• Some travel may be required in this position to visit key accounts and prospects and attend annual business meetings.
• Computer competency- Excel, PowerPoint, general enterprise computer skills. Proficient in producing documents needed to drive customer and internal discussion.
• Must hold and maintain a valid motor vehicle operator license.

Additional Information

Competitive 401K match and healthcare benefit package.