Director of Sales

Appvion; Wisconsin; On-site; USD 180,000 - 300,000; Full time

Job summary

Nekoosa, a premier manufacturer of specialty print media, seeks a North American Sales Leader to drive profitable growth and simplify the buying process for distributors and converters. You will coach a 6-person outside team and a 2-person inside team, turning growth strategy into front-line execution.

You will own the North American sales targets, expand key accounts, and partner with Marketing, Product Management, Pricing, and Customer Service to optimize mix and price realization.

Qualifications

• 15+ years of B2B sales experience.
• 5+ years leading a sales team.
• Data-literate with pipeline management, forecasting, and sales analytics.

Responsibilities

• 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.

Skills

Sales leadership

Forecasting

Channel management

Strategic account management

Data analytics

Team development

Cross-functional collaboration

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.