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Buckman

Corporate Account Manager

QC, Canada

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Job details

Experience: Minimum 7-10 years of sales, account management, or technical service experience in the pulp and paper industry.
Posting language: English

Original job description

Description

Corporate Account Manager

Buckman – Montreal, Canada

Location: Montreal, Canada

Language: English and French

Travel: up to 40%

Buckman is a privately held, global specialty chemical company with headquarters in Memphis, TN, USA, committed to safeguarding the environment, maintaining safety in the workplace, and promoting sustainable development. Buckman delivers exceptional service and innovative solutions to our customers globally in the pulp and paper, leather, and water treatment sectors to help boost productivity, reduce risk, improve product quality, and provide a measurable return on investment.

Position Summary

Lead the development and execution of strategic account plans for Buckman's largest and most complex corporate customers within the pulp and paper industry. This role is responsible for driving sustainable revenue growth, improving profitability, reducing customer attrition, increasing customer satisfaction, and strengthening executive-level relationships while ensuring alignment between corporate strategy, regional execution, and customer business objectives. The position is critical to maintaining business continuity, protecting existing revenue, identifying growth opportunities, and advancing Buckman's long-term strategic position within key accounts.

Key Outcomes/Responsibilities

Deliver Sustainable Revenue Growth Across Strategic Corporate Accounts

Key Actions

Develop and execute annual strategic account plans aligned with customer and Buckman objectives.
Identify and pursue new growth opportunities across multiple customer locations.
Expand share of wallet through new products, technologies, and service offerings.
Lead commercial growth initiatives and customer business reviews.

Protect Existing Revenue and Reduce Customer Attrition

Key Actions

Maintain regular engagement with key decision-makers and executive stakeholders.
Identify customer risks, competitive threats, and business retention opportunities.
Develop mitigation and recovery plans for at-risk business.
Ensure timely resolution of customer concerns and service issues.

Build Trusted Executive-Level Customer Relationships

Key Actions

Establish strategic relationships with senior leaders across assigned corporate accounts.
Serve as the primary corporate point of contact for customer leadership teams.
Facilitate executive business reviews and long-term planning discussions.
Strengthen Buckman's position as a strategic business partner.

Improve Account Profitability

Key Actions

Utilize value-based selling principles to increase customer value and margin contribution.
Lead contract negotiations and commercial discussions.
Review account financial performance and implement profitability improvement strategies.
Manage pricing discipline and value realization initiatives.

Lead Cross-Functional Account Execution

Key Actions

Coordinate activities across Sales, Technical Service, Marketing, Supply Chain, Operations, and Product Management.
Ensure alignment between customer expectations and internal execution.
Lead account-specific projects and strategic initiatives.
Drive accountability for customer commitments and project deliverables.

Improve Customer Satisfaction and Long-Term Partnership Value

Key Actions

Develop a comprehensive understanding of customer goals, challenges, and operational priorities.
Deliver solutions that support customer productivity, sustainability, and business objectives.
Conduct regular account reviews and customer feedback discussions.
Promote continuous improvement and partnership development.

Support Strategic Account Succession and Knowledge Transfer

Key Actions

Document critical customer relationships, account strategies, and growth opportunities.
Ensure continuity during account transition activities.
Facilitate knowledge transfer and organizational learning.
Maintain uninterrupted customer engagement and business execution.

Generate Accurate Business Forecasts and Strategic Insights and stay abreast of key market intelligence

Key Actions

Maintain account forecasts, business opportunities, and strategic pipeline information.
Provide management with market intelligence, competitive assessments, and account risk evaluations.
Support annual planning and budgeting processes.
Utilize data and analytics to support business decisions.
Monitor industry trends, competitive activities, and customer investment plans.

Strengthen Buckman's Market Position within the Corporate Accounts

Key Actions

Identify opportunities to grow Buckman's strategic influence within key accounts.
Promote innovative solutions that differentiate Buckman from competitors.
Support long-term corporate growth initiatives across the portfolio of accounts across North America.

Basic Qualifications

Bachelor's degree in Business, Engineering, Pulp & Paper Science, Chemistry, or related field.
Minimum 7-10 years of sales, account management, or technical service experience in the pulp and paper industry.
Demonstrated success managing large strategic accounts and multi-site customer relationships.
Strong commercial acumen with experience in value-based selling, contract negotiations, and growth strategy development.
Ability to develop executive-level relationships and influence decision makers.
Strong project management and cross-functional leadership skills.
Experience with financial analysis, profitability management, and sales forecasting.
Ability to travel extensively throughout Canada.
Self-driven and motivated.
Bilingual - English and French Speaking.

We appreciate the interest of recruitment partners, but we are not engaging external agencies for this role.

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More about this job

Responsibilities

The Corporate Account Manager at Buckman will build and run annual account plans for large corporate customers, grow revenue, and protect existing business. The role also involves building relationships with senior customer leaders and coordinating internal teams to deliver on customer commitments.

Requirements

Candidates need 7 to 10 years of sales, account management or technical service experience in pulp and paper, a relevant bachelor's degree, and strong commercial, negotiation and financial skills. Bilingual English and French and the ability to travel extensively across Canada are required.

Skills

Strategic account planning
Value-based selling
Contract negotiation
Sales forecasting
Financial analysis
Profitability management
Pricing strategy
Project management
Cross-functional leadership
Customer retention
Market intelligence
Competitive analysis
Pulp and paper industry knowledge
Business development
CRM systems
Data analysis
Business review facilitation
English
French

Keywords

account management
key account management
strategic account planning
sales
revenue growth
contract negotiation
value-based selling
pulp and paper
specialty chemicals
forecasting
profitability analysis
executive relationships
cross-functional leadership
bilingual
French
travel
Montreal
B2B sales
customer retention
market intelligence

Seniority

Senior

Languages

English
French

Fields of study

Business
Engineering
Pulp & Paper Science
Chemistry

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Work requirements

Jobs in Canada