Corporate Account Manager

Reporting directly to the Head of Sales in Canada, this Corporate Account Manager will support the Pulp & Paper division with strategic planning, growth initiatives and contract fulfilment obligations.

Candidates must have previous experience of selling chemicals into the Pulp & Paper markets.

Position Summary

Lead the development and execution of strategic account plans for Buckman's largest and most complex corporate customers within the pulp and paper industry. This role is responsible for driving sustainable revenue growth, improving profitability, reducing customer attrition, increasing customer satisfaction, and strengthening executive-level relationships while ensuring alignment between corporate strategy, regional execution, and customer business objectives. The position is critical to maintaining business continuity, protecting existing revenue, identifying growth opportunities, and advancing Buckman's long-term strategic position within key accounts.

Key Outcomes/Responsibilities

Deliver Sustainable Revenue Growth Across Strategic Corporate Accounts

Key Actions

• Develop and execute annual strategic account plans aligned with customer and Buckman objectives.
• Identify and pursue new growth opportunities across multiple customer locations.
• Expand share of wallet through new products, technologies, and service offerings.
• Lead commercial growth initiatives and customer business reviews.

Key Actions

• Maintain regular engagement with key decision-makers and executive stakeholders.
• Identify customer risks, competitive threats, and business retention opportunities.
• Develop mitigation and recovery plans for at-risk business.
• Ensure timely resolution of customer concerns and service issues.

Key Actions

• Establish strategic relationships with senior leaders across assigned corporate accounts.
• Serve as the primary corporate point of contact for customer leadership teams.
• Facilitate executive business reviews and long-term planning discussions.
• Strengthen Buckman's position as a strategic business partner.

Improve Account Profitability

Key Actions

• Utilize value-based selling principles to increase customer value and margin contribution.
• Lead contract negotiations and commercial discussions.
• Review account financial performance and implement profitability improvement strategies.
• Manage pricing discipline and value realization initiatives.

Key Actions

• Coordinate activities across Sales, Technical Service, Marketing, Supply Chain, Operations, and Product Management.
• Ensure alignment between customer expectations and internal execution.
• Lead account-specific projects and strategic initiatives.
• Drive accountability for customer commitments and project deliverables.

Key Actions

• Develop a comprehensive understanding of customer goals, challenges, and operational priorities.
• Deliver solutions that support customer productivity, sustainability, and business objectives.
• Conduct regular account reviews and customer feedback discussions.
• Promote continuous improvement and partnership development.

Support Strategic Account Succession and Knowledge Transfer

Key Actions

• Document critical customer relationships, account strategies, and growth opportunities.
• Ensure continuity during account transition activities.
• Facilitate knowledge transfer and organizational learning.
• Maintain uninterrupted customer engagement and business execution.

Generate Accurate Business Forecasts and Strategic Insights and stay abreast of key market intelligence

Key Actions

• Maintain account forecasts, business opportunities, and strategic pipeline information.
• Provide management with market intelligence, competitive assessments, and account risk evaluations.
• Support annual planning and budgeting processes.
• Utilize data and analytics to support business decisions.
• Monitor industry trends, competitive activities, and customer investment plans.

Strengthen Buckman's Market Position within the Corporate Accounts

Key Actions

• Identify opportunities to grow Buckman's strategic influence within key accounts.
• Promote innovative solutions that differentiate Buckman from competitors.
• Support long-term corporate growth initiatives across the portfolio of accounts across North America.

Basic Qualifications

• Bachelor's degree in Business, Engineering, Pulp & Paper Science, Chemistry, or related field.
• Minimum 7-10 years of sales, account management, or technical service experience in the pulp and paper industry.
• Demonstrated success managing large strategic accounts and multi-site customer relationships.
• Strong commercial acumen with experience in value-based selling, contract negotiations, and growth strategy development.
• Ability to develop executive-level relationships and influence decision makers.
• Strong project management and cross-functional leadership skills.
• Experience with financial analysis, profitability management, and sales forecasting.
• Ability to travel extensively throughout Canada.
• Self-driven and motivated.
• Bilingual - English and French Speaking.