ESSENTIAL JOB DUTIES/RESPONSIBILITIES: (functions considered essential as defined by ADA)

• Complete Customer Accountability
• Establish productive, professional relationships with key personnel in assigned customer accounts
• Meet assigned targets for profitable sales margin, volume and strategic objectives in assigned accounts
• Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones
• Proactively assess, clarify, and validate customer needs on an ongoing basis
• Lead solution development efforts that best address customer needs, while coordinating the involvement of Marketing and other key internal resources (COF, TSA, DSM, Sales Service)
• Use CRM platform (Salesforce.com) to manage and track customer relationship management at the head office level for existing customers and business development opportunity funnel including call reports/value files at the head office level
• Identifies, manages and negotiate innovative opportunities development with close interaction with field support
• Manage and problem solve high priority/escaladed items
• Price and Margin Management – with Sales Manager
• When applicable obtains and provides complete account information, including credit applications and tax exemption certificates for setting up new accounts

Special assignments or tasks assigned to the employee by their supervisor, as determined from time to time in their sole and complete discretion.

EXPERIENCE:

• A minimum of 5 or more years of Pulp & Paper/Forestry industry related sales experience

EDUCATIONAL LEVEL:

• Post-secondary education required however, a combination of education and relevant work experience will be considered

REQUIRED SKILLS:

• Exceptional sales and business development aptitude
• Strong Interpersonal and leadership skills, ability to move the account along
• Ability to deal effectively with customers at various levels, including field operations, area supervisors, maintenance personnel and senior management
• Knowledge of selling through an Associate or Distributor network
• Strong negotiation skills
• Strong analytical and problem-solving skills
• Results-focused
• Previous experience in formulating and executing key client account plans with a focus on a solution-selling methodology
• Ability to measure and document results in a sales environment
• Comfortable and confident in writing and delivering presentations
• Mechanical aptitude and/or interest
• Computer literacy to ensure efficient communication and maintenance of accounts