North America Sales Director - Cellulose Specialties

About RYAM

RYAM is a global leader of cellulose-based technologies, including high purity cellulose specialties, a natural polymer commonly found in filters, food, pharmaceuticals and other industrial applications. The Company also manufactures products for paper and packaging markets. With manufacturing operations in the U.S., Canada and France, RYAM employs approximately 2,500 people and generates approximately $1.4 billion of revenues. More information is available at ​https://ryamglobal.com

RYAM’s intellectual property and manufacturing processes have been developed over 90 years, resulting in unique properties and very high quality and consistency. RYAM is consistently ranked among the nation’s top 50 exporters and delivers products to 79 ports around the world, serving customers in 20 countries across five continents.

This position is responsible for commercial sales and service with existing and potential High Purity Cellulose customers in North America in support of the business strategy and objectives. Representing the Cellulose Specialties product lines for the region, the scope includes customer account management, contract negotiations and administration, sales service and support, credit management, complaint resolution, and market analysis.

Duties and Responsibilities

• Drive growth of contribution margin of their assigned customer list.
• Manage existing customer accounts in North America to optimize short- and long-term returns.  Determines optimal customer mix based on business goals and in coordination with other regions and the plants.
• Lead customer contract negotiations, develop creative and complex strategies and approach with respect to all aspects (pricing, volume, terms, etc).
• Identify and develops potential new customers based on the business strategy. Constantly in a ‘hunting’ mode.
• Utilize RYAM resources (Technical Marketing, Quality, Sustainability, etc.) at assigned customers to help maintain and grow market share based on business strategy.
• Stay abreast of market conditions, competitor developments and potential sales opportunities.  Assesses and communicates market intelligence regarding customer and competitor actions and plans. Consistently read and understand earnings releases from our publicly traded customers.
• Negotiate customer contracts, administer contracts, manage the overall customer relationship, and proactively manage credit.
• Develop and maintain in-depth Account Plans of every customer they own. Develop and deliver presentations both externally and internally.
• Conduct market research and analysis to support planning and decision making. 
• Develop long range sales plans (volume, pricing, product mix), annual budgets, and monthly forecasts for the region. Provide market input to strategic planning process.
• Lead a weekly internal meeting of CSR’s, plant schedulers, transportation and technical support personnel, the goal of which is to identify and remove any potential roadblocks that could interfere with on-time, accurate shipments to customers.
• Be a strong advocate for their customers internally
• Help manage product inventories to meet business needs and adapt to production or delivery changes.

               

Minimum Requirements

• Bachelor’s degree in Science or Engineering, MBA preferred.
• At least 10 years of experience in commercial sales, marketing or business development with complex contract negotiations.
• Knowledge and understanding of commercial marketing and sales methods, contract negotiations and relationship management are essential.  Critical competencies for this position include customer focus, adaptability, communication, initiative and building strategic relationships. 

EOE/Vet/Disability