Sales Manager, LATAM

Multiple factors, including Individual experience, skills and abilities will determine where an employee is ultimately placed in the pay range.

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The Global Cellulose Fibers (GCF) Sales Manager, Latin America will report to the LATAM Global Sales Leader. The position will lead and manage all commercial activities in market channels to profitability growth in the Latin America and Mexico.

• Manage all sales activities in Latin America. Primary objective is to develop new business, maintain existing business and maximize overall profitability for GCF pulp assets and services
• Help facilitate and morph the commercial strategy to have the most commercial effectiveness and returns for the business. Top and bottom line. Curate, manage and develop (if needed) the appropriate sales channels for each of the countries and products going into LATAM
• Lead customer strategic initiatives and profitability enhancement efforts
• Managing multinational accounts in the territory.
• Develop and execute sales plans to meet or exceed volume, price, mix, accounts receivables, inventory, and CVM targets as well as achieve long term growth. Develop, maintain and execute customer sales plans
• Manage and execute contracts, uphold governance and compliance
• Work closely with our Supply Chain, Marketing, Sustainability, Product Development, E-business, and Manufacturing teams to ensure we are able to meet the objectives set for our customers and our internal organizations
• Lead the commercial activities of all accounts under their responsibility to ensure we properly position our Pulp in the market – determine and communicate value propositions, identify, select, and develop customers, negotiate and execute customer contracts
• Manage the credit and risk portfolio of our customers along with the Credit teams, to ensure we select financially sound customers and properly managing our receivables
• Understand the dynamics of the pulp market and effectively communicate the impacts to the appropriate people throughout the organization, as a way to help the organization understand the direction of the market and set the strategies for our Pulp business.
• Partner with support organizations (Operations, Customer Service, Mills, Finance, Credit, Marketing etc.) to ensure margin and service optimization.
• Provide annual budgetary projections and monthly forecasts of pulp demand and prices
• Facilitate processing of customer complaints and credits

• Solid B2B commercial/team sales experience, presents well and polished
• Native Spanish speaker and understanding of the Lat Am culture would be considered as a plus
• Bachelor’s degree required in related field
• Experience with negotiation techniques and working knowledge of large scale commercial B2B trading.
• Knowledge of B2B supply chain concepts and export trade
• Strong oral and written communication skills, with ability to articulate value propositions attention to details while capable of being succinct, negotiate contracts, and identify and engage various stakeholders.
• Flexible business thinker – proven ability to provide customer solutions, overcome objections, delivery results, and keep pace with emerging channels and increasing competition.
• International and domestic travel is required
• Ability to work in a global environment with multinational team and customers.
• Customer Focus, Business Acumen, Global Literacy, Drive for Results, Decision Quality, Planning, Dealing with Ambiguity, Learning on the Fly, Presentation Skills, Interpersonal Savvy, Composure, Command Skills, Critical Thinking

Our GCF business helps customers transform renewable cellulose fibers into essential everyday products. Our safe, high-quality pulp forms the basis for a wide range of applications like towel and tissue products, diapers, feminine care, incontinence and other personal care products that promote health and wellness. In addition, our specialty pulp serves as a sustainable raw material used in construction materials, paints, coatings and more.

GCF generated $2.8B in revenue in 2024 and has 3,300 employees globally, with nine manufacturing…