Location /Territory :
TN, SC, NC
Reporting to:
Forestry/Pulp & Paper Industry Leader
Job summary
The Industry Account Specialist – Pulp & Paper is responsible for developing, managing, and expanding client relationships within the pulp, paper, and packaging sector. This role combines strong value-based selling with account management and industry knowledge to help customers achieve greater operational efficiency, sustainability, and profitability. Acting as a trusted advisor, the Account Specialist aligns company solutions with customer objectives, delivering measurable value and long-term success.
Success
Excellence in the Forestry/Pulp & Paper Industry Account Specialist role is defined by the ability to build and grow strategic relationships across mills and packaging facilities, while consistently delivering customer-focused solutions driving multi-million dollars of incremental, value-based growth.
Key accountabilities
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-Develop and expand customer relationships across all organizational levels, from front-line operators to senior executives, ensuring trust, partnership, and long-term value delivery.
-Drive account growth through upselling, cross-selling, and new business development, achieving revenue, margin, and growth targets.
-Deliver technical expertise and product value by leading customer seminars, product demonstrations, and operational improvement programs that highlight measurable efficiency, sustainability, and cost-saving outcomes.
-Serve as the trusted primary contact for clients, ensuring seamless service delivery, adherence to safety standards, and rapid resolution of customer needs or concerns.
-Collaborate cross-functionally with R&D, Innovation, and Sales teams to align solutions with customer objectives while providing actionable insights on market and industry trends.
-Monitor and report account performance, highlighting ROI, production savings, and sustainability impact through structured reviews and success stories.
-Leverage CRM and digital tools (Salesforce, Teams, Excel, LinkedIn, etc.) to track opportunities, record interactions, manage calendar planning, and support sales enablement.
-Maintain strong field presence with 60%+ travel, engaging directly with customer sites, industry trade shows, and internal training to strengthen relationships and industry visibility.
THE PERSON
Attributes
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-Strong relationship builder with the ability to connect credibly across shop-floor operators, mill managers, and executive leadership.
-Commercially driven mindset with proven ability to achieve growth through consultative, value-based selling and account expansion.
-Technical aptitude in pulp, paper, packaging, or broader industrial operations, with the ability to translate process challenges into chemical solutions.
-Customer-first orientation that emphasizes delivering measurable efficiency, sustainability, and profitability improvements.
-Analytical and results-focused with the ability to quantify ROI, track KPIs, and present compelling customer success outcomes.
-Digitally proficient in CRM and productivity platforms (Salesforce, Teams, Excel, LinkedIn) for opportunity management and performance reporting.
-Highly mobile and adaptable, comfortable with 50%+ travel, diverse plant environments, and fast-changing customer demands.
-Collaborative team player who works effectively with R&D, leadership, and cross-functional colleagues to align solutions and drive strategic growth.
Competencies
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-Drive for results
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-Business insight
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-Customer focus
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-Plans and aligns
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-Collaboration
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-Communicates effectively
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-Instills trust
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-Nimble learning
Experience and education
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-Proven track record of driving revenue growth and delivering operational value
-5+ years with proven success in account management, technical sales or on-site customer support
-Bachelor’s degree preferred or strong relevant academic qualifications preferred
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.
