International Paper (NYSE: IP) is a leading global supplier of renewable fiber-based products. We produce corrugated packaging products that protect and promote goods, and enable worldwide commerce, and pulp for diapers, tissue and other personal care products that promote health and wellness. Headquartered in Memphis, Tenn., we employ approximately 38,000 colleagues globally. We serve customers worldwide, with manufacturing operations in North America, Latin America, North Africa and Europe. Net sales for 2021 were $19.4 billion. In Russia, we have a 50/50 joint venture, Ilim Group, the country's largest integrated manufacturer of pulp and paper. Additional information can be found by visiting InternationalPaper.com.

This position effectively deploys sales resources to support the requirements of tactical, strategic and alliance accounts for the Kentucky region. The position develops sales representatives through one-to-one coaching and direct participation in helping create value propositions for strategic accounts. This position guides business processes and aligns functional resources to advance geographic business opportunities.

Key Responsibilities:

• Responsible for creating and directing sales team strategy with alignment and focus on the sale of value-added and high graphic corrugated products.
• Develop positive relationships with key customers and prospects. Establish sales strategy with all major customers.
• Develop and maintain a process to effectively lead sales team to achieve department goals. Ensure commercial tools and processes are being used efficiently across the sales team. Train / coach / mentor team members.
• Supervise a sales force of Account Managers, Technical Sales Reps, and Designers. Recruit, staff and develop a safe, highly qualified and engaged sales team. Utilize tools such as Performance Management and Development process and the Compensation process.
• Establish and communicate mix objectives and strategy with the plants for operating efficiency and profitability. Accurately forecast volume and contribution for all accounts for plants on a monthly basis. Develop and manage sales department budget.
• Assist in establishing market pricing levels and strategies. Gather and monitor competitive information from the marketplace and identify market trends.
• Drive mix enhancement across the customer base.
• Grow strategic local volume through organic growth and new account development.
• Manage terms of the customer agreements, aged inventory, outsourced items.
• Coordinate strategies within region including commercial justification for capital projects
• 60%-70% travel within region

The following qualifications are required:

• Bachelor's Degree in business, marketing, finance, management, or other related business discipline expected.
• Five years of business experience with significant corrugated sales experience and experience in the high-end, value-added graphics area of corrugated.
• Proven management/leadership experience in growing business and margins.
• Excellent communication skills (oral, written, active listening, and presentation).
• Strong management skills with the ability to delegate and follow through, and to hold individuals/team accountable for achievement of results.
• Demonstrated ability to make informed timely decisions.
• Thorough knowledge of the value-added packaging sector, manufacturing processes and design.
• Computer literacy in Word, Excel, and Power Point are essential.
• Successful candidate should have strong business and financial acumen, especially in the areas of pricing, forecasting and budgeting.
• Must have ability to think strategically, define how IP can add value for the customer and provide leadership towards goal alignment.
• Must be competitive with high energy, integrity and values.
• Well-developed negotiation skills as well as project and account management ability required.
• Individual must have in-depth skill at managing the performance and safety of sales personnel, building synergy and promoting team work across functional lines.

International Paper is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
Louisville KY 40218