Segment Manager

International Paper•Morristown, TN

About The Position

The Segment Manager drives segment profitability by managing Bulk Produce accounts to increase International Paper’s market share and competitive advantage. The role executes strategic sales plans in alignment with segment and geographic needs, and works cross-functionally with general management, manufacturing, sales, customer service, and design to support profitable business and strong customer relationships. The Segment Manager develops alliance relationships with key accounts, executes key account plans for priority strategic customers, and secures senior management alignment. The role contributes customer insights to strengthen value propositions and commercial strategy, prioritizes sales efforts and support resources, analyzes business conditions, and maintains operational knowledge of customers to anticipate needs. It also forecasts volumes ahead of peak seasons, optimizes profitability through warehouse organization and supply-chain alignment, and segments target accounts according to supply channels, service expectations, and strategic financial requirements. The position leads major accounts in the assigned geography or segment, including accounts on the Business Unit’s top 25% profitability list. It manages complex, multi-location accounts with multi-division needs and strategic importance, and participates in business goal setting to align account strategies with broader NAC Bulk objectives. The role is salaried and full-time, with a listed physical location covering Florida, Georgia, and the Southeast.

Requirements

Strong understanding of the corrugated industry; experience or knowledge of bulk packaging is preferred.
Knowledge of and compliance with local and corporate policies.
Strong organizational skills and attention to detail.
Ability to influence others effectively to accomplish tasks.
Flexible team player able to manage multiple tasks simultaneously.

Nice To Haves

Minimum of 3 years of management experience preferred.
BA/BS in sales or a related business discipline preferred.

Responsibilities

Manage Bulk Produce accounts to drive segment profitability, market share, and competitive advantage.
Execute strategic sales plans aligned with commercial goals and segment or geographic needs.
Collaborate with general management, manufacturing, sales, customer service, and design to maintain profitable business and strong customer relationships.
Develop alliance relationships that enable multi-functional collaboration between International Paper and key accounts.
Execute key account plans for highest-priority strategic accounts and secure senior management alignment.
Provide customer insights to strengthen value propositions and support commercial strategy.
Prioritize sales efforts through structured selection processes and effective engagement of support resources.
Analyze business conditions to identify opportunities and recommend solutions.
Maintain operational knowledge of customers to anticipate needs and strengthen relationships.
Forecast volumes ahead of peak seasons to maximize customer experience and service reliability.
Optimize profitability through warehouse organization and supply-chain alignment.
Segment targeted accounts by supply channels, service expectations, and strategic financial requirements.
Lead major accounts within the assigned geography or segment, including accounts in the Business Unit’s top 25% profitability list.
Manage complex, multi-location accounts with multi-division needs and strategic importance.
Participate in business goal setting to align account strategy with broader NAC Bulk objectives.