Corporate Account Manager

Buckman

4d•Remote

About The Position

Buckman is seeking a Corporate Account Manager to lead the development and execution of strategic account plans for its largest and most complex corporate customers in the pulp and paper industry. The role is responsible for sustainable revenue growth, profitability, customer retention and satisfaction, and executive-level relationships. It aligns corporate strategy, regional execution, and customer business objectives to protect existing revenue, identify growth opportunities, maintain business continuity, and advance Buckman’s position within key accounts. The manager develops annual account plans; identifies growth opportunities across customer locations; expands the use of Buckman products, technologies, and services; and leads commercial initiatives and customer business reviews. The role also manages customer risks and service concerns, negotiates contracts and pricing, reviews account financial performance, and coordinates account execution across Sales, Technical Service, Marketing, Supply Chain, Operations, and Product Management. The position supports long-term customer partnerships and account continuity through customer and market analysis, forecasting, planning, succession documentation, and knowledge transfer. It promotes solutions that support customer productivity, sustainability, and business objectives, and supports corporate growth initiatives across North American accounts. The role is remote, requires English, and involves travel of up to 40%; the qualifications also specify extensive travel throughout Canada.

Requirements

Bachelor’s degree in Business, Engineering, Pulp & Paper Science, Chemistry, or a related field.
Minimum 7–10 years of sales, account management, or technical service experience in the pulp and paper industry.
Demonstrated success managing large strategic accounts and multi-site customer relationships.
Strong commercial acumen and experience in value-based selling, contract negotiations, and growth strategy development.
Ability to develop executive-level relationships and influence decision-makers.
Strong project management and cross-functional leadership skills.
Experience with financial analysis, profitability management, and sales forecasting.
Ability to travel extensively throughout Canada.
English language proficiency.

Nice To Haves

Understanding of pulp and paper process chemistry and industrial chemical application technologies.
Skills in strategic account management, executive relationship development, commercial negotiation, value-based selling, financial analysis and profitability management, pulp and paper manufacturing processes, project management, sales forecasting and business planning, cross-functional leadership, and competitive market analysis.

Responsibilities

Develop and execute annual strategic account plans aligned with customer and Buckman objectives.
Identify and pursue growth opportunities across multiple customer locations; expand share of wallet through products, technologies, and services.
Lead commercial growth initiatives and customer business reviews.
Engage key decision-makers and executive stakeholders; identify customer risks, competitive threats, and retention opportunities.
Develop mitigation and recovery plans for at-risk business and ensure timely resolution of customer concerns and service issues.
Establish senior-level relationships and serve as the primary corporate point of contact for customer leadership teams.
Facilitate executive business reviews and long-term planning discussions, strengthening Buckman’s position as a strategic partner.
Use value-based selling to increase customer value and margin contribution; lead contract negotiations and commercial discussions.
Review account financial performance and implement profitability improvement strategies; manage pricing discipline and value realization.
Coordinate account activities across Sales, Technical Service, Marketing, Supply Chain, Operations, and Product Management.
Align customer expectations with internal execution; lead account projects and strategic initiatives and drive accountability for commitments and deliverables.
Understand customer goals, challenges, and operational priorities; deliver solutions supporting productivity, sustainability, and business objectives.
Conduct regular account reviews and customer feedback discussions and promote continuous improvement and partnership development.
Document customer relationships, account strategies, and growth opportunities; support account transitions, knowledge transfer, and uninterrupted customer engagement.
Maintain account forecasts, business opportunities, and strategic pipeline information; support annual planning and budgeting.
Provide management with market intelligence, competitive assessments, and account risk evaluations; use data and analytics to support decisions.
Monitor industry trends, competitive activity, and customer investment plans.
Identify opportunities to grow Buckman’s strategic influence, promote differentiated solutions, and support long-term corporate growth across North American accounts.