Director of Sales

Appvion; Tennessee; On-site; USD 180,000 - 240,000; Full time

Job summary

Nekoosa, a premier specialist print media manufacturer, seeks a strategic leader to head its North American sales organization. You will manage a 6-person outside and a 2-person inside team, drive revenue growth, and strengthen distributor and converter relationships.

You will partner with Marketing and Product Management to win new accounts, improve quote turnaround and service levels, and ensure profitable mix while aligning with pricing and product strategy.

Qualifications

• 15+ years of B2B sales experience.
• 5+ years leading a sales team.
• Experience managing distributor and channel relationships.
• Data-literate with forecasting and pipeline management.
• Collaborative, growth-oriented leadership.

Responsibilities

• Own North American sales targets and forecasts.
• Lead and develop a 6-person outside and 2-person inside team.
• Grow share-of-wallet with distributors and converters.
• Win new accounts and expand in high-fit segments.
• Drive quote turnaround and service levels.
• Collaborate with Marketing, Product Management, Pricing and Customer Service.

Skills

B2B sales leadership

Sales forecasting

Distributor relations

Strategic accounts

Team development

Data analytics

Cross-functional collaboration

Tools

CRM software

Sales analytics tools

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.