Pulp & Paper or Forestry Industry Account Specialist- OK, AR, LA

 

 

 

Location /Territory : OK, AR, LA

 

Reporting to: Forestry/Pulp & Paper Industry Leader

 

Job 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.

 

THE PERSON

 

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 growth.

 

Competencies

 

• Drive for results

• Business insight

• Customer focus

• Plans and aligns

• Collaboration

• Communicates effectively

• Instills trust