Sales Manager, LATAM

Global Cellulose Fibers•Memphis, TN

1d•Onsite

About The Position

The Global Cellulose Fibers (GCF) Sales Manager, Latin America will report to the LATAM Global Sales Leader. The position will lead and manage all commercial activities in market channels to profitability growth in the Latin America and Mexico. Manage all sales activities in Latin America. Primary objective is to develop new business, maintain existing business and maximize overall profitability for GCF pulp assets and services. Help facilitate and morph the commercial strategy to have the most commercial effectiveness and returns for the business. Top and bottom line. Curate, manage and develop (if needed) the appropriate sales channels for each of the countries and products going into LATAM. Lead customer strategic initiatives and profitability enhancement efforts. Managing multinational accounts in the territory. Develop and execute sales plans to meet or exceed volume, price, mix, accounts receivables, inventory, and CVM targets as well as achieve long term growth. Develop, maintain and execute customer sales plans. Manage and execute contracts, uphold governance and compliance. Work closely with our Supply Chain, Marketing, Sustainability, Product Development, E-business, and Manufacturing teams to ensure we are able to meet the objectives set for our customers and our internal organizations. Lead the commercial activities of all accounts under their responsibility to ensure we properly position our Pulp in the market – determine and communicate value propositions, identify, select, and develop customers, negotiate and execute customer contracts. Manage the credit and risk portfolio of our customers along with the Credit teams, to ensure we select financially sound customers and properly managing our receivables. Understand the dynamics of the pulp market and effectively communicate the impacts to the appropriate people throughout the organization, as a way to help the organization understand the direction of the market and set the strategies for our Pulp business. Partner with support organizations (Operations, Customer Service, Mills, Finance, Credit, Marketing etc.) to ensure margin and service optimization. Provide annual budgetary projections and monthly forecasts of pulp demand and prices. Facilitate processing of customer complaints and credits.

Requirements

Solid B2B commercial/team sales experience.
Bachelor’s degree required in related field.
Experience with negotiation techniques and working knowledge of large scale commercial B2B trading.
Knowledge of B2B supply chain concepts and export trade.
Strong oral and written communication skills, with ability to articulate value propositions attention to details while capable of being succinct, negotiate contracts, and identify and engage various stakeholders.
Flexible business thinker – proven ability to provide customer solutions, overcome objections, delivery results, and keep pace with emerging channels and increasing competition.
International and domestic travel is required.
Ability to work in a global environment with multinational team and customers.

Nice To Haves

Native Spanish speaker and understanding of the LatAm culture would be considered as a plus.

Responsibilities

Manage all sales activities in Latin America.
Develop new business, maintain existing business and maximize overall profitability for GCF pulp assets and services.
Facilitate and morph the commercial strategy to have the most commercial effectiveness and returns for the business.
Curate, manage and develop the appropriate sales channels for each of the countries and products going into LATAM.
Lead customer strategic initiatives and profitability enhancement efforts.
Manage multinational accounts in the territory.
Develop and execute sales plans to meet or exceed volume, price, mix, accounts receivables, inventory, and CVM targets as well as achieve long term growth.
Develop, maintain and execute customer sales plans.
Manage and execute contracts, uphold governance and compliance.
Work closely with Supply Chain, Marketing, Sustainability, Product Development, E-business, and Manufacturing teams.
Lead the commercial activities of all accounts under their responsibility to ensure proper positioning of Pulp in the market.
Determine and communicate value propositions, identify, select, and develop customers, negotiate and execute customer contracts.
Manage the credit and risk portfolio of customers along with the Credit teams.
Understand the dynamics of the pulp market and effectively communicate the impacts to the appropriate people throughout the organization.
Partner with support organizations (Operations, Customer Service, Mills, Finance, Credit, Marketing etc.) to ensure margin and service optimization.
Provide annual budgetary projections and monthly forecasts of pulp demand and prices.
Facilitate processing of customer complaints and credits.