Clearwater Paper Corporation

Sr Sales Manager - Midwest Region

Req No.
Location : Location
Sales & Marketing


Clearwater Paper (NYSE: CLW) is a publicly held company and a premier supplier of private brand tissue to major retailers, including grocery, drug, mass merchants and discount stores. In addition, the company produces bleached paperboard used by quality-conscious printers and packaging converters, and offers services that include custom sheeting, slitting, and cutting. Clearwater Paper's employees build shareholder value by developing strong relationships through quality and service. Working at Clearwater Paper provides an opportunity to enrich your career through challenging and meaningful work and ongoing training and development—all in a supportive environment. We know our success depends on your success. 


The Senior Sales Manager - Midwest must be located in the midwest or willing to relocate to the midwest.

Key Accountabilities & Responsibilities

Manage assigned customers in a specific geographic market area.  Deliver specific budgets and objectives assigned to those accounts.  Provide immediate/responsive service for those accounts. 


1.  Customer Relations

  • Prepare and present written and oral sales presentations with customer decision makers at headquarters and/or division levels.
  • Provide monthly, quarterly, and annual sales reviews as needed.
  • Negotiate supply contracts, requests for proposals and other agreements.
  • Research and secure strategic new customers.
  • Constantly assess customer accounts for opportunities to improve product mix, cost-to-serve and volume where appropriate.
  • Assess customer needs and lead team involvement of Clearwater employee for collaborative account management


2.  Budget/Metrics

  • Prepare annual account budget.
  • Submit monthly forecasts.
  • Actively manage profitability improvement initiatives through use of reports and collaboration with finance teammates.
  • Monitor and react to daily sales activities.
  • Working with mill and Converting Solutions teammates, oversee quality issue resolution processes.
  • Monitor order input to line of credit and when necessary, initiate actions for timely collection of receivables.


3.  Communication

  • Maintain regular communication and coordination with mill personnel on sales/customer issues.
  • Represent the “voice of the customer” back to the business.
  • Work with Customer Service to assure that target customer service levels are met.
  • Resolve supply and delivery issues with Customer Service and S&OP.
  • Schedule and attend customer warehouse visits to improve service and costs.
  • Provide input for Division mission statement and strategies.


4.  Market Analysis

·       Provide Marketing with information on new competitive products.

·       Monitor, appraise and provide information on competitive activity.

·       Disseminate category trend data.

Key Competencies & Attributes

  • Data- action driven
  • Able to think strategically and act tactically
  • Demonstrated ability to lead in a matrixed and highly collaborative environment to influence change and core processes
  • High degree of business curiosity; quick learner with a proactive and agile mindset
  • Courage to identify, communicate and bring to light opportunities and solutions
  • Optimistically looks toward future for opportunities to innovate and improve
  • Personal resilience to lead an organization through continuous process improvements developing and executing iterative plans
  • Exceptional communication skills (written and verbal); leading and presenting complex materials for various audiences
  • Confidence in dealing with ambiguity; bringing different perspectives to light and rallying others to aligned goals and objectives
  • Internal and external customer focus
  • Understands operations and sales decision-making and processes


  • Bachelor’s degree in business or related field required.
  • Minimum five (5) years of sales/marketing experience required.
  • Advanced knowledge of SBS folding carton and/or food service required



  • Intermediate knowledge of Microsoft Office including Word, Excel, and Outlook required.
  • Excellent verbal, written, and listening skills required.
  • Must have good problem solving and decision-making skills
  • Able to travel to customer locations

Illustrative Essential Functions

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


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