Paper Sales Representative

Midland; Tulsa (OK); On-site; USD 45,000 - 85,000; Full time

Job summary

MIDLAND is seeking a Paper Sales Representative in Tulsa, OK. This full-time role develops new paper business, manages existing accounts, and builds long-term relationships with clients across industries. You will identify needs, present solutions, prepare quotes, negotiate terms, and coordinate with internal teams to ensure timely orders.

Travel locally is required. A strong B2B sales background, CRM familiarity, and ability to monitor market trends and maintain sales records are essential.

Qualifications

• 5+ years in B2B sales, preferably paper products, with targets met or exceeded.
• Strong prospecting, lead generation, and relationship-building with diverse clients.
• Ability to understand client operations and translate needs into solutions.
• Negotiation of pricing and terms with contract follow-through and accuracy.
• Excellent communication and presentations; comfortable with CRM and reporting.

Responsibilities

• Prospect and develop new paper business in Tulsa and surrounding areas.
• Manage existing accounts and build long-term client relationships.
• Prepare quotes, negotiate pricing and terms, and ensure timely orders.
• Monitor market trends and maintain sales records and pipeline reports.
• Collaborate with operations, purchasing, and customer service to resolve issues.

Skills

B2B sales

Prospecting

Relationship-building

Pricing negotiation

Communication skills

CRM proficiency

Time management

Territory planning

Travel readiness

Paper industry knowledge

Education

Bachelor’s degree

Tools

CRM software

Job description

Company Description

MIDLAND is one of the nation’s largest independent paper and packaging distributors, providing comprehensive solutions for printing and publication paper, paper supplies and equipment, and facility supplies. The company leverages strong mill relationships and deep expertise in paper, printing, sustainability, and mailing to help clients meet marketing and financial goals. MIDLAND has expanded beyond distribution through strategic acquisitions, including CohereOne for multichannel consulting and analytics, J.Schmid for creative and branding services, and Connemara Converting for custom converting capabilities, enhancing the performance-driven solutions offered to clients.

Role Description

The Paper Sales Representative is a full-time role based in Tulsa, OK. This role is responsible for prospecting and developing new paper business, managing existing customer accounts, and building long-term relationships with clients in various industries. Day-to-day tasks include identifying customer paper needs, presenting tailored solutions, preparing and delivering quotes, negotiating pricing and terms, and coordinating with internal teams to ensure accurate and timely order fulfillment. The Paper Sales Rep will monitor market trends, maintain detailed sales records, and regularly report on pipeline activity and performance. The role also involves collaborating with operations, purchasing, and customer service to resolve issues, improve service levels, and enhance overall customer satisfaction.

Qualifications

• Demonstrated experience in B2B sales, preferably in paper products, with a track record of meeting or exceeding targets.
• Strong skills in prospecting, lead generation, and relationship-building with diverse customer types, from large enterprises to small businesses.
• Ability to understand customer operations and paper requirements, and to translate these needs into practical, cost-effective solutions.
• Proficiency in negotiating pricing and terms, managing contracts, and following through on sales commitments with attention to detail.
• Effective communication and presentation skills, including the ability to explain product information.
• Comfort with using CRM systems and basic office software to manage pipelines, document activities, and prepare reports.
• Self-motivated work style with strong time-management, territory planning, and organizational skills.
• Knowledge of paper materials, converting processes, or related supply chain logistics is highly beneficial.
• Valid driver’s license and ability to travel locally to visit clients as needed.
• Bachelor’s degree in Business, Marketing, Supply Chain, or a related field, or equivalent combination of education and relevant experience.