Sales Executive

Sales Executive

The Sales Executive is responsible for driving revenue growth and profitability by developing new business opportunities while expanding and retaining existing customer accounts. This role builds strong, long-term customer relationships, identifies market trends, and leverages company capabilities to deliver value-driven solutions that differentiate ND Paper in the marketplace. The Sales Executive partners cross-functionally to ensure exceptional customer service, timely order fulfillment, and issue resolution, while consistently contributing market insights and executing strategic sales plans to achieve business objectives.

The actual base pay offered to the successful candidate will be based on multiple factors, including but not limited to job-related knowledge/skills, experience, geographical location, and internal equity. At ND Paper, it is not typical for an individual to be hired at the high end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate.

ND Paper is a leading manufacturer of high-quality pulp, paper, and packaging products in the United States, generating over half a billion dollars in annual sales. As a wholly owned subsidiary of Nine Dragons Paper (Holdings) Limited – the largest containerboard producer in the world – ND Paper is part of a global network committed to excellence and innovation. With two integrated pulp and paper mills in Rumford, Maine and Biron, Wisconsin, a packaging plant in Sturtevant, Wisconsin, and two sheeting facilities in Langhorne, Pennsylvania and Fairmont, West Virginia, the ND Paper family produces nearly one million tons of products annually. Our 1,100 dedicated employees are the heart of our operations, and we are committed to fostering positive work environments where individuals can advance and thrive. At ND Paper, we are investing in our future, and that starts with our staff.

Key Responsibilities & Expected Results:

• Demonstrate safety as a core value and establish a safe work environment by actively leading the safe execution of work.
• Identify and quality prospects and sales opportunities.
• Retain and grow existing accounts.
• Develops deep customer relationships.
• Increases revenue and profitability through generation of new business and further development of existing accounts.
• Knowledge of company manufacturing capabilities.
• Educate and train customers regarding industry trends and company capabilities.
• Stay current on industry trends and competitive landscape.
• Comply with company policies, processes, and procedures.
• Develops sales plans to grow sales and profitability within accounts.
• Generates new leads by networking, cold calling, researching various directories and internet sites.
• Expected to provide market insights with respect to price and service.
• Value sells to differentiate ND Packaging from the competitors.
• Prepares periodic reports for management, identifying successful sales activities, sales trends, special account information or issues and any follow up action required.
• Assists in collection of delinquent accounts within the base of assigned accounts.
• Partners closely with Customer Service to offer world class service to customers on any order placed.
• Tracks market trends and develops competitive insights to be shared among the business unit.
• Manages orders to ensure items are processed and delivered in a timely manner, quality of products, invoices are paid within the payment terms and the overall satisfaction of the customer.
• Investigate and resolves customer issues.

Key Performance Indicators

Performance will be measured based on the achievement of the following business goals, aligned with company growth, profitability, and customer satisfaction objectives

1. Drive Revenue Growth

• Goal: Achieve and exceed assigned sales targets
• % of monthly/quarterly/annual revenue goal attained
• Year-over-year revenue growth %

2. Expand New Business

• Goal: Consistently grow the customer base
• Number of new accounts opened per quarter
• Revenue generated from new customers
• Conversion rate of prospects to active customers

3. Increase Profitability

• Goal: Maintain and improve gross margins
• Average gross margin % vs. target
• Margin improvement within existing accounts
• % of business sold at or above target pricing

Qualifications and Skills

Education and Experience

• BA/BS in related field
• Minimum 1 year experience in Sales
• Corrugated/Converting packing industry experience a plus

Technical Skills

Corrugated Packaging Knowledge

• Understanding of box styles (RSC, die-cut, FOL, etc.), flute types, and board grades
• Knowledge of converting processes (flexo folder gluer, die cutting, printing)
• Ability to recommend packaging solutions based on customer needs and product protection requirements

Core Competencies (Results based)

Sales Execution

• Result: Consistently meets or exceeds revenue and margin targets
• Measured By: % to sales goal, gross margin %, year-over-year growth

Business Development

• Result: Actively grows customer base and generates new revenue streams
• Measured By: Number of new accounts, new business revenue, conversion rate

Customer Focus

• Result: Builds strong, long-term customer relationships and retains key accounts
• Measured By: Customer retention rate, account growth %, customer satisfaction/feedback

Pipeline & Activity Management

• Result: Maintains a strong, active pipeline to support consistent sales growth
• Measured By: Pipeline value, number of sales activities (calls/visits), win rate %

Profitability Focus

• Result: Protects and improves margins through strategic selling
• Measured By: Margin vs. target, pricing discipline, mix of value-added products

Success Profile

• Delivers Results: Meets or exceeds sales and margin targets
• Grows Business: Actively develops new accounts and expands existing ones
• Customer-Focused: Builds trust and provides value-driven solutions
• Technically Strong: Understands corrugated products and manufacturing processes
• Responsive & Reliable: Quick turnaround on quotes and follow-ups
• Accurate: Submits error-free quotes and orders, minimizing rework
• Profit-Minded: Sells value and protects margins
• Collaborative: Works effectively with internal teams
• Organized & Accountable: Manages pipeline, time, and commitments with discipline

Working Conditions

In-office at Langhorne, PA facility with required local travel (+50%)

Attributes for Success

• Hard work – tackle each task with determination, passion and creativity; the willingness to put in whatever effort is required to successfully complete the job at hand.
• Pursuit of Excellence – strive to consistently exceed expectations in our day-to-day work and outperform our competitors in the marketplace, regarding work and company achievements as a collaborative goal with the desire to go above and beyond.
• Integrity - treat the company and teammates with upmost respect, operating on strong moral codes to drive company values and culture.
• Sense of Urgency – drive forward each day with speed, agility, and flexibility to capture unrealized opportunities and avoid potential risks for the business.
• Entrepreneurial Spirit – act like an owner, challenging the status quo, asking the right questions, and actively seeking ways to innovate and improve.
• Adaptability – be fluid with ND Paper's continuous evolution while driving change in a