Senior Account Manager - Publishing

Domtar Products•Catawba, SC

3d•Onsite

About The Position

Domtar is seeking a Senior Account Manager to join its North America Commercial Publication sales group. Based at the corporate office in Fort Mill, South Carolina, this full-time, permanent role primarily covers the Northeast United States, with travel and work beyond that region at times. The position reports to the Sr. Director of Sales. The Senior Account Manager identifies sales opportunities and develops plans focused on existing key accounts, target accounts, and new product development. The role creates and implements strategies for assigned territories and accounts, maintains current industry and market knowledge, manages customer needs, and develops new customer relationships. The position is responsible for managing current and prospective customer needs to maximize profitable sales. The successful candidate builds and maintains customer relationships, provides field sales support, grows share of wallet, manages channel conflict, and maintains price discipline. They collaborate with internal teams to address customer and target-account needs, communicate relevant policy and product changes, and use Salesforce consistently to share market information and updates. Customer presentations, meetings, site visits, and communication are important parts of maintaining customer satisfaction and achieving territory goals.

Requirements

Bachelor of Science or Bachelor of Arts degree in Marketing, Communications, or another business-related field.
At least 7 years of successful sales experience.
At least 2 years of B2B sales experience.
Ability to travel.
Ability to work independently and creatively solve problems to proactively address customer needs.
Ability to manage multiple customers, key accounts, stakeholders, and projects.
Ability to quickly establish rapport and account knowledge.
Strong work ethic and self-motivation.
Ability to collaborate with colleagues across different personalities and business groups.
Excellent verbal and written communication, presentation, and attention-to-detail skills.
Conflict-management skills.
Business acumen; organized, efficient, purposeful, and professional approach, with a commitment to working safely.
Excellent time and territory management.
Ability to see the big picture and understand value versus price.
Leadership, influence, and determination.
Excellent negotiation skills.
Ability to adapt to changing market dynamics.
Technology competence.

Nice To Haves

Sales experience in the pulp and paper industry.
CRM knowledge and experience, such as Salesforce.

Responsibilities

Identify sales opportunities and create sales plans focused on existing key accounts, target accounts, and new product development.
Create and implement sales strategies for assigned territories and accounts to achieve targets, plans, and goals.
Select customers based on business fit, deliver high-level business presentations, and close strategic business opportunities.
Own customer relationships regardless of supply-chain path, provide field sales support, and strategically grow share of wallet.
Understand, minimize, and effectively manage channel conflict.
Communicate and implement policy, product, or procedural changes with customers.
Maintain price discipline.
Use Salesforce consistently to communicate market information and updates.
Collaborate with management, sales operations, customer service, and marketing to address customer and target-account needs.
Develop, maintain, and enhance relationships with major customers and key-account stakeholders.
Maintain detailed knowledge of current and prospective customers and industry trends.
Conduct customer site visits and maintain communication to support strong relationships and customer satisfaction.
Conduct presentations and meetings with customer personnel at all levels, from sales to management.
Provide creative solutions to customer needs in competitive conditions.
Manage current and prospective customer needs to maximize profitable sales.