Pulp & Paper or Forestry Industry Account Specialist- ...

Location /Territory : KY, MD, OH, PA, TN, VA, WVReporting to: Forestry/Pulp & Paper Industry LeaderJob summary The Industry Account Specialist - Pulp & Paper is responsible for developing, managing, and expanding client relationships within the pulp, paper, and packaging sector. This role combines strong value-based selling with account management and industry knowledge to help customers achieve greater operational efficiency, sustainability, and profitability. Acting as a trusted advisor, the Account Specialist aligns company solutions with customer objectives, delivering measurable value and long-term success.Success Excellence in the Forestry/Pulp & Paper Industry Account Specialist role is defined by the ability to build and grow strategic relationships across mills and packaging facilities, while consistently delivering customer-focused solutions driving multi-million dollars of incremental, value-based growth.Key accountabilities - Develop and expand customer relationships across all organizational levels, from front-line operators to senior executives, ensuring trust, partnership, and long-term value delivery.- Drive account growth through upselling, cross-selling, and new business development, achieving revenue, margin, and growth targets.- Deliver technical expertise and product value by leading customer seminars, product demonstrations, and operational improvement programs that highlight measurable efficiency, sustainability, and cost-saving outcomes.- Serve as the trusted primary contact for clients, ensuring seamless service delivery, adherence to safety standards, and rapid resolution of customer needs or concerns.- Collaborate cross-functionally with R&D, Innovation, and Sales teams to align solutions with customer objectives while providing actionable insights on market and industry trends.- Monitor and report account performance, highlighting ROI, production savings, and sustainability impact through structured reviews and success stories.- Leverage CRM and digital tools (Salesforce, Teams, Excel, LinkedIn, etc.) to track opportunities, record interactions, manage calendar planning, and support sales enablement.- Maintain strong field presence with 60%+ travel, engaging directly with customer sites, industry trade shows, and internal training to strengthen relationships and industry visibility.[TABLE]Attributes- Strong relationship builder with the ability to connect credibly across shop-floor operators, mill managers, and executive leadership.- Commercially driven mindset with proven ability to achieve growth through consultative, value-based selling and account expansion.- Technical aptitude in pulp, paper, packaging, or broader industrial operations, with the ability to translate process challenges into chemical solutions.- Customer-first orientation that emphasizes delivering measurable efficiency, sustainability, and profitability improvements.- Analytical and results-focused with the ability to quantify ROI, track KPIs, and present compelling customer success outcomes.- Digitally proficient in CRM and productivity platforms (Salesforce, Teams, Excel, LinkedIn) for opportunity management and performance reporting.- Highly mobile and adaptable, comfortable with 50%+ travel, diverse plant environments, and fast-changing customer demands.- Collaborative team player who works effectively with R&D, leadership, and cross-functional colleagues to align solutions and drive strategic petencies[TABLE]Experience and education- Proven track record of driving revenue growth and delivering operational value- 5+ years with proven success in account management, technical sales or on-site customer support- Bachelor's degree preferred or strong relevant academic qualifications preferredWe are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of r ace, color, s ex, age, national origin, r eligion, s exual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.

Created: 2026-03-06