Sr. Sales Manager, Corporate Accounts

About the Voith Group

The Voith Group is a global technology company. With its broad portfolio of systems, products, services and digital applications, Voith sets standards in the markets of energy, paper, raw materials and transport & automotive. Founded in 1867, the company today has around 20,700 employees, sales of € 4,8 billion and locations in over 60 countries worldwide and is thus one of the larger family-owned companies in Europe.

Voith Paper is hiring for:

Sr. Sales Manager, Corporate Accounts

Remote

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Reasons you’ll love working here:

• Flexibility with Work/Life Balance
• Competitive Compensation and Benefits Package
• 401K with generous company match
• Climate-Neutral Footprint Worldwide
• Tuition reimbursement

Summary:

The Sr. Sales Manager, Corporate Accounts – Tissue is responsible for driving growth and advancing strategic objectives within a portfolio of large, multi-site tissue producers serving both the consumer (at-home) and away-from-home markets. This role develops and executes corporate-level business plans, builds strong relationships from corporate headquarters to the mill floor, and aligns Voith resources across business lines to deliver measurable value on conventional, hybrid, and through-air-dried (TAD) tissue machines. The position manages multiple key accounts and continuous improvement initiatives, evaluates performance and customer needs, and collaborates with North American and global stakeholders to enhance business effectiveness and deliver value for both Voith and its customers.

Responsibilities:

• Own the strategic corporate customer relationship with key decision makers within multi-site tissue producers, including corporate procurement, technical and engineering leadership, mill management, and tissue machine superintendents. Arrange sales meetings at corporate headquarters and at mill locations at the appropriate frequency to become the preferred supplier.
• Understand each customer’s tissue strategy, including capacity additions, machine rebuilds, conversions to structured or premium grades, branded versus private-label mix, and at-home versus away-from-home focus, and position Voith accordingly.
• Monitor performance within the customer locations, identify customer goals and needs, such as softness, bulk, absorbency, strength, Yankee and creping performance, energy reduction, machine speed, and uptime, and position Voith product and service solutions to meet those needs.
• Develop strategic business plans and regular reviews, critiques, and plan revisions to achieve established goals. Communicate and update the Director of Sales – Corporate Accounts regarding performance and direction of strategic accounts.
• Execute strategic business plans that drive growth, opportunity management and measure performance through key performance indicators (KPIs).
• Lead the negotiation and administration of multi-year corporate supply agreements, and provide oversight of contract reviews and risk assessments, collaborating with Voith commercial and legal stakeholders as needed to identify, evaluate, and mitigate business risks.
• Manage price within the strategic accounts and align with overall market price objectives.
• Drive continuous improvement savings with internal subject matter experts per contract commitment or as a means of selling our value to the customer. Note: Continuous Improvement projects may include those outside of corporate account assignment.
• Coordinate Voith product, application, and field service resources in North America and globally to support customers with operations and decision-making centers in multiple regions. Collaboration with sales teams and development of appropriate relations to drive the business is a necessity.
• Monitor competitive activity and tissue market trends, including capacity changes, emerging tissue technologies, and fiber and energy costs, and share insights with internal stakeholders.
• Manage accounts receivable within the strategic accounts to meet financial targets.
• Travel up to 50% of the time, including occasional international travel.
• Perform other duties as assigned.

Required Skills/Abilities:

• Working knowledge of tissue manufacturing processes, including forming, pressing, Yankee drying, creping, and through-air drying.
• Ability to translate technical performance (fiber savings, energy, speed, uptime, product quality) into economic value for procurement and executive audiences.
• Excellent verbal and written communication skills, including executive-level presentation skills.
• Excellent sales, negotiation, and customer service skills.
• Excellent organizational skills and attention to detail.
• Excellent time management skills with a proven ability to meet deadlines.
• Strong analytical and problem-solving skills.
• Strong leadership skills, with the ability to influence across a matrixed, global organization.
• Ability to prioritize tasks and to delegate them when appropriate.
• Ability to function well in a fast-paced, at times high-pressure environment.
• Proficient in Microsoft Office Suite; experience with Salesforce (CRM) and JD Edwards preferred.

Education and Experience:

• Bachelor’s Degree, preferably in a related field. Business Administration, Chemical/Mechanical Engineering, or Pulp & Paper Science would be a plus.
• At least 5 years of sales, account management, technical service, or operations experience in the tissue industry, either within a tissue producer or with a supplier to tissue mills (e.g., machine clothing, roll covers, process chemicals, creping and Yankee services, or tissue machinery).
• 5–10 years of overall business experience preferred.
• Experience managing multi-site, corporate-level accounts with large national or multinational producers preferred.
• Contract management and negotiation experience, including multi-year supply agreements.
• Hands-on knowledge of conventional and structured/TAD tissue machine operations strongly preferred; mill operations, process engineering, or tissue machine superintendent background is a plus.
• Established relationships within the North American tissue industry preferred.
• Lean Management, Six Sigma and/or Operational Excellence training preferred.

Physical Requirements:

• Prolonged periods sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.
• Driving/flying for extended periods.
• Prolonged exposure to extreme conditions found in industrial settings.

* This job description is not all-encompassing; however, it is intended to be a general description of the responsibilities of this position.

Voith US Inc. is an EEO/AA/VEVRAA compliant Federal Contractor and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or any other classification protected by federal, state, or local law. We welcome everyone to apply, especially those individuals who are underrepresented in the industry including people of color, LGBTQI+ community, women, individuals with disabilities (both seen and unseen), Veterans, people of any age or family status. We embrace the competitive advantage that diversity brings and we strive to create a working environment that is inclusive of thought and talent.