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Regional Sales Manager - Paper Machines

Jobot

Houston, TX

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JOB DETAILS
SALARY
$140,000–$160,000 Per Year
SKILLS
Budget Management, Budgeting, Coaching, Communication Skills, Competitive Research, Contract Negotiation, Corporate Communications, Corrective Action, Cross-Functional, Customer Escalations, Customer Satisfaction, Customer Support/Service, Documentation, Equipment Maintenance/Repair, Establish Priorities, Finance, Financial Analysis, Financial Management, Financial Planning, Forecasting, Geography, Gross Margin, Leadership, Legal, Major Accounts, Manufacturing, Market Development, Market Trend Analysis, Onboarding, Operational Expenditure (OPEX), People Management, Performance Management, Performance Metrics, Performance Reviews, Pricing, Problem Solving Skills, Product Marketing, Product Support, Regional Sales, Reporting Dashboards, Resource Management, Return on Investment (ROI), Revenue Growth, Revenue/Sales Reporting, Root Cause Analysis, Safety Standards, Safety/Work Safety, Sales, Sales Forecasting, Sales Management, Sales Pipeline, Sales Strategy, Sales Support, Sales/Support Engineering (SE), Software Development, Software Engineering, Strategic Accounts, Strategic Planning, Succession Planning, Team Building, Team Player, Technical Sales, Variance Analysis, Willing to Travel
LOCATION
Houston, TX
POSTED
2 days ago
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This Jobot Job is hosted by: Julia Toms
Are you a fit? Easy Apply now by clicking the "Quick Apply" buttonand sending us your resume.
Salary: $140,000 - $160,000 per year

A bit about us:

This role leads commercial performance for Paper Machine Clothing (PMC) product and services in the Pulp & Paper industry and other industrial accounts across the region, working closely with a team of direct reports to own regional budgets, forecasting, strategic account plans, resource allocation, and team development. Drive profitable revenue growth through disciplined financial management, issue resolution, adoption of Sales Process, competitive market response, and strong cross functional collaboration.

Why join us?

Job title: Regional Sales Manager – Paper Machine Services
Business area: Pulp & Paper Service
Working location: Southwest or open to Southeast, US Remote with Approximately 70–75% in territory: Coverage may include LA, TX, AL, and MS. – Also, a Midwest Opening
Compensation: $140k– $165k+ base (may extend depending on experience) and 20–25% bonus (based on individual and company performance)

Job Details

Role Overview
Lead commercial performance for Paper Machine Clothing (PMC) products and Paper Machine Rolls across the assigned region.
Note: Though this role includes on-site mill presence, the focus is not machine crawling. The emphasis is:
  • regional team leadership
  • coaching & developing application and technical sales engineers
  • credibility using mill/process language
  • client engagement at plant/mill level

The Regional Sales Manager will own regional budget delivery, forecasting, adoption of sales process, customer issue escalation, and cross-functional coordination.
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Expanded Scope Context
  • Team Composition:

Reports include Application Sales Engineers and Technical Service Engineers (example: Connor-level talent).
  • Role expects strong coaching discipline and ability to translate customer needs into PMC/Rolls solutions — technical curiosity is required, though technical execution is handled by direct reports.
  • Must understand or quickly absorb pulp & paper terminology (rolls, web, fiber, steam systems, sheet properties) to maintain credibility.

________________________________________
Markets & Territory Strategy
  • Primary target geography: Southwest region
  • Actively broadening candidate pool to Southeast-based hires willing to relocate
  • Geographic ownership may expand depending on seniority

________________________________________
Product Alignment
  • PMC + Rolls portfolio
  • Important nuance by region:

Southwest
  • More traditional RSM scope
  • Balanced PMC + Rolls focus
  • Strategic growth focus, building PMC penetration while sustaining rolls base

Midwest (Companion Opening Mentioned)
  • Separate role focused on both product lines
  • Territory is smaller but deeper
  • Current bench strength:

o Strong Rolls seller already in region
o Ideal candidate brings heavier PMC expertise
  • Hiring due to internal movement, not new headcount

Role Summary:
Lead commercial performance for Paper Machine Clothing (PMC) product and services in the Pulp & Paper industry and other industrial accounts across the region, working closely with a team of direct reports to own regional budgets, forecasting, strategic account plans, resource allocation, and team development. Drive profitable revenue growth through disciplined financial management, issue resolution, adoption of Sales Process, competitive market response, and strong cross functional collaboration.

Core responsibilities & Expectations:
  • Financial management and analysis
  • Deliver and manage the regional budget and financial plan.
  • Monitor monthly, quarterly, and annual performance and identify root causes for variances.
  • Create and implement corrective action plans to meet financial targets.
  • Market awareness and forecasting
  • Monitor competitor activity, regional market dynamics, and customer trends.
  • Produce rolling three month sales forecasts and provide weekly forecast updates.
  • Identify market opportunities and adjust regional strategy proactively.
  • Sales process and account strategy
  • Advocate for and ensure adoption of the PFR Sales Process across the region.
  • Lead account strategy reviews for top accounts and personally engage key targets.
  • Coach the team to prioritize high value activities and maintain disciplined pipeline management.
  • Resource allocation and growth
  • Allocate sales and support resources to maximize coverage and ROI.
  • Reserve and promote time for proactive growth activities and strategic pursuits.
  • Set stretch targets and challenge team members to exceed performance expectations.
  • Team operations and development
  • Manage and develop a team of direct reports, overseeing day to day operations including expense approvals and equipment tracking.
  • Assist with customer escalations, complex pricing discussions, and contract negotiations.
  • Facilitate onboarding, training, capability assessments, development plans, and regular performance reviews.
  • Promote and enforce health and safety standards, including safety meetings and updates.
  • Communication and cross functional collaboration
  • Clearly communicate company objectives and regional priorities to the team.
  • Drive alignment with support, product, marketing, and operations to remove blockers for the field.
  • Ensure accurate customer documentation and communication in WebCRM.


Key performance indicators
  • Revenue attainment versus regional target
  • Forecast accuracy
  • Budget variance reduction and speed of corrective actions
  • Customer satisfaction for major accounts
  • Effective issue resolution
  • Employee engagement, coaching and development
  • PFR Sales Process adoption and adoption of WebCRM
  • Gross margin and margin improvement for the region.


Qualifications and experience
  • Education: Bachelor’s degree Engineering, Business, Finance, or related field
  • Experience: 7+ years in regional sales, technical sales or commercial leadership; experience in Pulp & Paper or similar industrial sector, manufacturing,
  • Financial skills: Strong budgeting, variance analysis, and forecasting capability.
  • Leadership: Proven track record of hiring, coaching, succession planning, and performance management with experience leading direct reports.
  • Sales execution: Demonstrated success leading account strategy, complex deals, issue resolution and process adoption.
  • Systems: Proficient with data-driven dashboards and reporting.
  • Travel: Ability to travel frequently within the region.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

Interested in hearing more? Easy Apply now by clicking the "Quick Apply" button.

Jobot is an Equal Opportunity Employer. We provide an inclusive work environment that celebrates diversity and all qualified candidates receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, age (40 and over), disability, military status, genetic information or any other basis protected by applicable federal, state, or local laws. Jobot also prohibits harassment of applicants or employees based on any of these protected categories. It is Jobot’s policy to comply with all applicable federal, state and local laws respecting consideration of unemployment status in making hiring decisions.

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About the Company

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Jobot

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COMPANY SIZE
100 to 499 employees
INDUSTRY
Staffing/Employment Agencies
FOUNDED
2018
WEBSITE
http://www.jobot.com