Director of Sales

Appvion; Indiana; On-site; USD 150,000 - 210,000; Full time

Job summary

Nekoosa is seeking a seasoned North American Sales leader to drive profitable growth by managing a 6-person outside sales team and a 2-person inside team. The role focuses on expanding distributor/converter relationships, winning new accounts, and delivering annual revenue and unit-volume targets.

You will collaborate with Marketing, Product Management, and Pricing to optimize mix and ensure competitive pricing while coaching the team to achieve forecast accuracy and strong pipeline discipline.

Qualifications

• 15+ years of B2B sales experience.
• 5+ years leading a sales team.
• Experience managing distributor/channel relationships and large strategic accounts.
• Data-literate with pipeline management, forecasting, and sales analytics.
• Collaborative, customer-obsessed operator who is accountable and results-oriented.

Responsibilities

• Own the North American sales number — deliver annual net-sales and unit-volume targets, plus forecast."
• Lead and develop the team — coach 6 outside and 2 inside reps; set territory plans and quotas.
• Grow and protect the base — expand share-of-wallet with key distributors and converters; win-back efforts.
• Win the right new business — target high-fit new accounts and under-penetrated segments with Marketing and Product Management.
• Make Nekoosa easy to buy from — drive quote turnaround and service levels that differentiate us.

Skills

B2B sales

Sales leadership

Forecasting

Pipeline management

Distributor relationships

Team leadership

Data-driven

Job description

About Nekoosa

Nekoosa is a premier manufacturer of specialty print media with a 60-year legacy, specializing in pressure-sensitive films, graphic media, application tapes, and carbonless papers. A division of M2S Group, Nekoosa is Respectful, Accountable, and Different.

Nekoosa is a premier manufacturer of specialty print media with a 60-year legacy, specializing in pressure-sensitive films, graphic media, application tapes, and carbonless papers. A division of M2S Group, Nekoosa is Respectful, Accountable, and Different.

The Opportunity

Lead Nekoosa's North American sales organization to deliver profitable, organic growth in revenue and units — by making Nekoosa the easiest specialty-substrate partner to do business with, deepening our most valuable distributor and converter relationships, and winning the right new accounts. You will manage and coach a 6-person outside sales team and a 2-person inside sales team, turning growth strategy into front-line execution.

What You'll Do

• Own the North American sales number — deliver annual net-sales and unit-volume targets, plus an accurate monthly/quarterly forecast.


• Lead and develop the team — coach 6 outside and 2 inside reps; set territory plans, quotas, and a disciplined cadence of pipeline reviews and account planning.


• Grow and protect the base — expand share-of-wallet with key distributors and converters, and lead win-back efforts on declining and at-risk accounts.


• Win the right new business — target high-fit new accounts and under-penetrated segments in partnership with Marketing and Product Management.


• Make Nekoosa easy to buy from — drive quote turnaround, responsiveness, and service levels that differentiate us from competitors.


• Drive profitable mix — partner with Pricing and Product Management to shift toward higher-value categories and protect realized price.


• Partner cross-functionally — work across Marketing, Product Management, Pricing, and Customer Service, and feed voice-of-customer and competitive intelligence back into the business.

What You Bring

• 15+ years of B2B sales experience, with 5+ years leading a sales team — ideally in specialty paper, films, packaging substrates, print media, or a distribution-driven industry.


• A proven record of delivering organic revenue and volume growth and managing to a number.


• Strong people leadership — hiring, coaching, and developing both field and inside sales reps.


• Experience managing distributor/channel relationships and large strategic accounts.


• Data-literate: comfortable with pipeline management, forecasting, and sales analytics.


• A collaborative, customer-obsessed operator who is accountable, disciplined, and results-oriented.

How Success Is Measured

Net sales and unit-volume growth vs. plan; new-account acquisition; customer retention and win-backs; product-mix and realized-price improvement; forecast accuracy; and team quota attainment and retention.