Pulp & Paper or Forestry Industry Account Specialist- OK, AR, LA

NCH Corporation; Tulsa (OK); Remote; USD 70,000 - 90,000; Full time

Job summary

A leading pulp and paper solutions provider is seeking an Industry Account Specialist to manage and expand client relationships within the pulp, paper, and packaging sector. This role requires a strong background in sales and technical expertise, with a focus on driving operational efficiency and profitability. Candidates should have significant experience in account management and readiness for over 60% travel. An ideal applicant has a Bachelor’s degree and a proven track record in driving revenue growth.

Qualifications

• 5+ years with proven success in account management, technical sales or on-site customer support.
• Proven track record of driving revenue growth and delivering operational value.

Responsibilities

• Develop and expand customer relationships at all organizational levels.
• Drive account growth through upselling, cross-selling, and new business development.
• Deliver technical expertise through seminars and product demos.
• Serve as the primary contact for clients, ensuring service delivery.
• Collaborate with various teams to align solutions with customer objectives.
• Monitor and report account performance highlighting ROI and savings.
• Leverage CRM tools for managing opportunities and sales enablement.
• Maintain strong field presence with 60%+ travel.

Skills

Strong relationship builder

Commercially driven mindset

Technical aptitude in pulp and paper

Customer-first orientation

Analytical and results-focused

Digitally proficient in CRM

Highly mobile and adaptable

Collaborative team player

Education

Bachelor’s degree preferred

Tools

Salesforce

Excel

Teams

LinkedIn

Job description

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Pulp & Paper or Forestry Industry Account Specialist- OK, AR, LA

Reporting to: Forestry/Pulp & Paper Industry Leader

Job summary The Industry Account Specialist – Pulp & Paper is responsible for developing, managing, and expanding client relationships within the pulp, paper, and packaging sector. This role combines strong value-based selling with account management and industry knowledge to help customers achieve greater operational efficiency, sustainability, and profitability. Acting as a trusted advisor, the Account Specialist aligns company solutions with customer objectives, delivering measurable value and long-term success.

Success Excellence in the Forestry/Pulp & Paper Industry Account Specialist role is defined by the ability to build and grow strategic relationships across mills and packaging facilities, while consistently delivering customer-focused solutions driving multi-million dollars of incremental, value-based growth.

Key accountabilities

• Develop and expand customer relationships across all organizational levels, from front-line operators to senior executives, ensuring trust, partnership, and long-term value delivery.
• Drive account growth through upselling, cross-selling, and new business development, achieving revenue, margin, and growth targets.
• Deliver technical expertise and product value by leading customer seminars, product demonstrations, and operational improvement programs that highlight measurable efficiency, sustainability, and cost‑saving outcomes.
• Serve as the trusted primary contact for clients, ensuring seamless service delivery, adherence to safety standards, and rapid resolution of customer needs or concerns.
• Collaborate cross‑functionally with R&D, Innovation, and Sales teams to align solutions with customer objectives while providing actionable insights on market and industry trends.
• Monitor and report account performance, highlighting ROI, production savings, and sustainability impact through structured reviews and success stories.
• Leverage CRM and digital tools (Salesforce, Teams, Excel, LinkedIn, etc.) to track opportunities, record interactions, manage calendar planning, and support sales enablement.
• Maintain strong field presence with 60%+ travel, engaging directly with customer sites, industry trade shows, and internal training to strengthen relationships and industry visibility.

THE PERSON

Attributes

• Strong relationship builder with the ability to connect credibly across shop‑floor operators, mill managers, and executive leadership.
• Commercially driven mindset with proven ability to achieve growth through consultative, value‑based selling and account expansion.
• Technical aptitude in pulp, paper, packaging, or broader industrial operations, with the ability to translate process challenges into chemical solutions.
• Customer‑first orientation that emphasizes delivering measurable efficiency, sustainability, and profitability improvements.
• Analytical and results‑focused with the ability to quantify ROI, track KPIs, and present compelling customer success outcomes.
• Digitally proficient in CRM and productivity platforms (Salesforce, Teams, Excel, LinkedIn) for opportunity management and performance reporting.
• Highly mobile and adaptable, comfortable with 50%+ travel, diverse plant environments, and fast‑changing customer demands.
• Collaborative team player who works effectively with R&D, leadership, and cross‑functional colleagues to align solutions and drive strategic growth.
• Drive for results
• Business insight
• Plans and aligns
• Nimble learning

Experience and education

• Proven track record of driving revenue growth and delivering operational value
• 5+ years with proven success in account management, technical sales or on‑site customer support
• Bachelor’s degree preferred or strong relevant academic qualifications preferred

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.