About this role
Essential Duties & Responsibilities
Account Management & Customer Development
- Develop and maintain strong relationships with key customer accounts and strategic partners.
- Manage relationships with merchants, converters, commercial printers, and end-user accounts throughout the Mid-West.
- Communicate effectively with customer contacts at both operational and management levels.
- Manage customer expectations and ensure alignment with approved business plans.
- Coordinate customer meetings, management visits, and business reviews as needed.
- Achieve high levels of customer satisfaction through proactive account management and responsive service.
Sales Growth & New Business Development
- Achieve budgeted sales volumes, revenue, and profitability goals for the assigned territory.
- Identify, pursue, and secure new business opportunities utilizing Pixelle's diversified product portfolio.
- Develop and execute sales and marketing plans that support company growth objectives.
- Expand market share and strengthen customer penetration across targeted segments.
Territory Management & Strategic Planning
- Manage the territory with a business-owner mindset.
- Develop and execute monthly and annual territory sales plans and monitor performance against objectives.
- Create monthly and annual demand forecasts in support of the Sales & Operations Planning (S&OP) process.
- Develop contingency plans to address gaps in volume, revenue, and margin performance.
- Ensure appropriate account coverage and effective utilization of company resources.
Commercial Strategy & Profitability
- Drive product mix optimization to maximize margin, selling prices, and strategic mill alignment.
- Coordinate pricing strategies, opportunity assessments, and customer inquiries.
- Ensure order acceptance aligns with approved business plans.
- Identify opportunities to improve profitability and customer performance.
- Monitor market trends and recommend changes to product offerings and service solutions.
Cross-Functional Collaboration
- Partner with Technical Services, Logistics, Marketing, Product Management, and Customer Service teams to support customer needs and business objectives.
- Coordinate complaint resolution activities and ensure timely follow-up.
- Facilitate communication between customers and internal stakeholders.
- Proactively communicate strategic opportunities, risks, and critical issues to Sales Management.
Market Intelligence & Reporting
- Maintain a strong knowledge of Pixelle products, end-use markets, industry trends, and competitor activity.
- Gather and communicate competitive intelligence and market insights.
- Provide regular updates regarding territory performance, customer satisfaction, and competitive activity.
- Deliver accurate forecasts and business planning information to management.
Required Qualifications
- Bachelor's degree from an accredited four-year college or university.
- Minimum of five (5) years of sales experience, preferably within paper, packaging, printing, converting, manufacturing, or related industrial markets.
- Demonstrated success managing a sales territory, growing key accounts, and developing new business.
- Excellent verbal, written, presentation, and interpersonal communication skills.
- Strong business acumen with the ability to independently manage a territory.
- Proficiency with Microsoft Excel, PowerPoint, and standard business software applications.
- Ability to prepare professional presentations, reports, forecasts, and customer-facing materials.
- Must be willing and able to travel extensively throughout the region via automobile and air travel.
- Valid driver's license with an acceptable driving record.