Clearwater Paper Corporation

  • National Account Manager

    Req No.
    2018-3402
    Location : Location
    US-CA-
    Category
    Sales/Marketing
  • Overview

    Clearwater Paper Corporation (NYSE: CLW) is a $1.7B manufacturer of quality consumer tissue, away from home tissue, parent roll tissue, bleached paperboard and pulp at its 12 manufacturing and converting locations across the nation.  Our National Account Manager is a Sales Leader on major national account(s), with significant impact to Clearwater’s business. This role is accountable for developing plans that ensure the profitable achievement of sales objectives (Revenue, Volume, Mix, Price) at assigned accounts and responsible for the productive customer relationships at all meaningful points of contact, account strategies, planning and execution at assigned accounts. The National Account Manager is also responsible for aligning internal support teams for the initiatives that are critical to customer success. 

    Responsibilities

    Customer Development & Advocacy

    • Attend customer meetings as subject matter expert on company initiatives, strategic positioning, promotional effectiveness, funding support, and pricing negotiations.
    • Account lead on strategic accounts determined by sales leadership team
    • Expert in market dynamics, and in positioning Clearwater with current and potential customers in a way that creates mutual sustainable value.
    • Engage customer stakeholders in a 2 up/2 out/2 down approach to insure Clearwater engagement protects and builds on value creation for future benefit.
    • Contribute to the overall organizational knowledge of customer requirements in a way that is managed for success and cross-organization alignment.
    • Proactively develops, supports and monitors the sales funnel for opportunities and risks mitigation requirements.
    • Proactively assess, clarify, and validate customer requirements and satisfaction by engaging accounts in conjunction with field reports. Provide a management level point of view for key customers.  Builds and maintains strong customer relationships.

    Consultative approach to Markets and Customers

    • Act as the internal voice of the customer representing Clearwater customers to ensure awareness of strategies, objectives, and expectations.
    • Develop productive relationships with marketing to share meaningful input with a management-level point of view and become a welcomed, respected partner.
    • Work with product, category and market management to ensure market level strategic and tactical level business objectives aligned with retailers/accounts are met by team.

    Sales Force Effectiveness & Cross Team Contributions

    • Lead and support end-to-end sales process for CPD division including prospecting, RFQs, negotiating, on-boarding, forecasting, ROI promotional analysis, and account planning through Large Account Management Process (LAMP) engagement.
    • Establish productive relationships with peers and strong internal company relationships built on integrity, support and respect.

     

    Qualifications

    Education/Experience

    • Bachelor’s degree in business
    • Minimum 10 years of sales and/or marketing experience required, along with pertinent industry experience
    • Financial analysis acumen in a manufacturing environment required. Consumer products or paper industry preferred.
    • Experience utilizing/interpreting Nielsen or IRI data with focus on strategy development, implementation, and score carding
    • Experience in front of key retailers in multiple channels – grocery, mass, club, drug, dollar, value
    • Preference for Albertsons or Safeway corporate experience in a sales or business development role

     

    Skills/Abilities

    • Must demonstrate thought leadership through broad business perspective, strong problem solving capability, and economic thinking
    • Ability to prioritize focus areas and manage time effectively.
    • Good listening, negotiation, organizational, communication, project management and follow-up skills.
    • Must be able to work and communicate effectively with all levels of management.
    • Proficient in presentation/conversation design and messaging with focus on driving profit and growth.   
    • Must be able to work with a diverse group of people in a professional manner and be able to handle several work tasks concurrently.
    • High energy, entrepreneurial, self-motivated to grow business.

     

    Illustrative Essential Functions

    • Primarily office – Some mental, visual, physical fatigue from computer terminal use.
    • Up to 50% travel required.

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