National Sales Manager

Position summary

BiOrigin is seeking an accomplished National Sales Account Manager to drive profitable growth across strategic accounts and targeted markets within the paper and pulp industry. This role will report into the VP of Sales and is responsible for developing new business, expanding existing customer relationships, and executing national account and territory strategies that strengthen revenue, margins, and long-term partnerships.

The ideal candidate brings direct industry experience, strong commercial judgment, and a record of translating customer needs into value-added solutions. Experience with tissue and machine-glazed paper is preferred.

Key responsibilities

• Develop and execute national account and territory plans that deliver sustainable revenue and margin growth.
• Identify, qualify, and win new business opportunities across targeted paper, pulp, tissue, and converting markets.
• Grow existing accounts by building strategic relationships, uncovering customer needs, and expanding product and service opportunities.
• Own pricing strategy and negotiations within established guidelines, balancing market competitiveness, customer value, volume, and profitability.
• Maintain a disciplined sales pipeline, account plans, forecasts, and activity reporting.
• Partner with operations, customer service, supply chain, finance, technical teams, and leadership to ensure strong execution and customer satisfaction.
• Develop productive relationships with customers, converters, vendors, and other channel partners.
• Monitor market conditions, competitive activity, customer trends, and product opportunities; translate insights into commercial action.
• Lead customer reviews, proposals, contract discussions, and issue resolution with professionalism and urgency.
• Represent BiOrigin at customer meetings, industry events, and trade functions as appropriate.

Required Qualifications

• Three to five years of direct sales experience in the paper, pulp, or closely related industry.
• Proven success developing new business and growing sales within an organization.
• Demonstrated experience managing a territory or national account portfolio.
• Working knowledge of pricing, margin management, contract negotiations, and commercial decision-making.
• Knowledge of paper converting processes and the ability to align product capabilities with customer applications.
• Strong relationship-building skills with customers, vendors, converters, and internal stakeholders.
• Ability to travel nationally based on customer and business needs.

Preferred Qualifications

• Experience with tissue and machine-glazed paper products or markets.
• Established relationships within relevant paper, pulp, tissue, or converting segments.
• Bachelor’s degree in business, marketing, supply chain, or a related field, or equivalent relevant experience.

Core Competencies

• Strategic account management and territory development
• Prospecting, consultative selling, and opportunity conversion
• Pricing discipline and margin optimization
• Negotiation, communication, and executive-level presentation
• Commercial analysis, forecasting, and pipeline management
• Customer focus, accountability, collaboration, and sound judgment

Measures of Success

• Achievement of revenue, volume, and gross-margin objectives
• Growth of qualified pipeline and new customer wins
• Retention and expansion of strategic customer relationships
• Pricing effectiveness and profitable product mix
• Forecast accuracy and consistent execution of account plans

BiOrigin Specialty Products is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by law.

This job description is not an exhaustive list of duties. Responsibilities may change based on business needs.