Director of Sales

Nekoosa; United States; On-site; USD 260,000 - 460,000; Full time

Job summary

Nekoosa is seeking a seasoned North America sales leader to drive profitable growth while strengthening distributor and converter partnerships. You will mentor a 6-person outside team and a 2-person inside team, turning strategy into frontline execution and ensuring the company remains the easiest specialty-substrate partner to do business with.

You will own the North American sales number, set quotas, forecast accurately, and lead win-back efforts on at-risk accounts.

Qualifications

• 15+ years of B2B sales experience with 5+ years leading a sales team.
• Proven record of delivering organic revenue and unit growth.
• Strong people leadership, coaching, and development of field and inside reps.
• Experience managing distributor/channel relationships and large strategic accounts.
• Data-literate with pipeline management, forecasting, and sales analytics.

Responsibilities

• Own the North American sales number and deliver annual net-sales and unit-volume targets with accurate forecasts.
• 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 declining accounts.
• 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, responsiveness, and service levels.
• Drive profitable mix: partner with Pricing and Product Management to shift toward higher-value categories and protect realized price.
• Partner cross-functionally: collaborate with Marketing, Product Management, Pricing, and Customer Service; feed voice-of-customer into the business.

Skills

Sales leadership

B2B sales

Forecasting

Distributor relations

Strategic accounts

Data-driven

Coaching

Job description

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.