Senior Sales Manager - Great Lakes Region

This is a remote position based in the Midwest (Illinois, Indiana, Michigan, Wisconsin)

The Senior Sales Manager is responsible for driving profitable revenue growth across assigned markets and key accounts within the paperboard and packaging sector. This role leads strategic customer relationships and partners closely with operations, pricing, supply chain, and technical services to deliver differentiated solutions to customers.

The ideal candidate brings deep experience in paperboard, folding carton, SBS, or packaging materials, strong commercial acumen, and the ability to balance customer growth with manufacturing and margin realities.

We have a current opening for coverage in the Great Lakes territory. However, we are open to all candidates that have a willingness to travel and relocate as needed for possible territory restructure needs.

WHAT YOU WILL DO

CUSTOMER REALTIONS

• Prepare and present written and oral sales presentations with customer decision makers at headquarters and/or division levels.
• Provide monthly, quarterly, and annual sales reviews as needed.
• Negotiate supply contracts, requests for proposals and other agreements.
• Research and secure strategic new customers.
• Constantly assess customer accounts for opportunities to improve product mix, cost-to-serve and volume where appropriate.
• Assess customer needs and lead team involvement of Clearwater employee for collaborative account management

BUDGET/METRICS

• Prepare annual account budget.
• Submit monthly forecasts.
• Actively manage profitability improvement initiatives through use of reports and collaboration with finance teammates.
• Monitor and react to daily sales activities.
• Working with mill and Converting Solutions teammates, oversee quality issue resolution processes.
• Monitor order input to line of credit and when necessary, initiate actions for timely collection of receivables.

COMMUNICATION

• Maintain regular communication and coordination with mill personnel on sales/customer issues.
• Represent the "voice of the customer" back to the business.
• Work with Customer Service to assure that target customer service levels are met.
• Resolve supply and delivery issues with Customer Service and S&OP.
• Schedule and attend customer warehouse visits to improve service and costs.
• Provide input for Division mission statement and strategies.

MARKET ANALYSIS

• Provide Marketing with information on new competitive products.
• Monitor, appraise and provide information on competitive activity.
• Disseminate category trend data.

CORE COMPETENCIES & ATTRIBUTES

• Data-driven decision making
• Strategic and tactical thinker with strong territory planning abilities Demonstrated ability to lead in a matrixed and highly collaborative environment to influence change and core processes
• High degree of business curiosity; quick learner with a proactive and agile mindset
• Excellent problem-solving skills and the courage to identify, communicate and bring to light opportunities and solutions
• Optimistically looks toward future for opportunities to innovate and improve
• Personal resilience to lead an organization through continuous process improvements developing and executing iterative plans
• Exceptional communication skills (written and verbal); leading and presenting complex materials for various audiences
• Confidence in dealing with ambiguity; bringing different perspectives to light and rallying others to aligned goals and objectives

WHAT YOU WILL NEED

• Bachelor's degree in business, marketing, or related field required
• MBA preferred
• 12+ years' experience in paperboard and packaging industry
• 10+ years in sales and account management, with proven ability to drive revenue growth.
• Extensive knowledge of Midwest markets, regional customers, distribution channels, and the competitive landscape.
• Advanced knowledge of SBS folding carton required
• Sales leadership experience preferred

SKILLS & ABILITIES

• Intermediate knowledge of Microsoft Office including Word, Excel, Outlook, and Co-Pilot required.
• Excellent verbal, written, and listening skills required.
• Must have good problem solving and decision-making skills
• Strong financial acumen
• Consistently meets or exceeds sales targets, grows revenue, expands market share, and delivers strategic initiatives
• Skilled in contract negotiations with major accounts
• Demonstrated success in strategic account management, securing major contracts, and developing new business

OTHER

• Remote office
• Some mental, visual, physical fatigue from computer terminal use.
• 50+% travel required, mainly ground.
• Company car provided

Total Rewards Details

We prioritize an exceptional workplace experience, offering a comprehensive total reward package. Compensation ranges are estimates based on market data. Actual offers account for internal equity and the candidate's job-related knowledge, skills, education, and experience. Benefits, including medical, dental, vision, and more, generally begin after 30 days. Our paid time off includes vacation days, personal days, and company holidays. For more on our compensation philosophy, please contact our Talent Acquisition Team at Talent.Acquisition@clearwaterpaper.com.

Clearwater Paper will not offer sponsorship for employment-based visa status (including, but not limited to, H-1B visa status and other employment-based nonimmigrant visas) for this position. Accordingly, all applicants must be currently authorized to work in the United States on a full-time basis and must not require Clearwater Paper's sponsorship to continue to work legally in the United States.

#ClearwaterPaper #SALES

This role will be open for a minimum of 2 weeks or at the point a successful candidate is selected.