Job Description

What if you were given the opportunity and responsibility to make a difference? It is time to embrace your Infinite Possibilities. This is your opportunity to be part of International Paper, a Fortune 500 company and global leader in paper and packaging products. IP is known for our commitment to the environment and to cutting-edge technology. We have spent more than 100 years creating new ideas, and we are looking for people who can collaborate to help us build on our history, while creating future success. We are committed to attracting, preparing, promoting and supporting our teams. At International Paper, you control your destiny. We offer benefits, challenges, global opportunities and total rewards. When we say Infinite Possibilities, we mean it.

The National Accounts Representative has responsibility to identify potential customers, develop winning value propositions, and secure fiber and other recycled products to maximize enterprise value. This position will work closely with other members of the national accounts team, customer service, commercial team, operations/plant team, and recovered fiber mill team.

The position will report to the Manager of National Accounts. The successful candidate will be located in either the International Paper global headquarters, Memphis, TN or a Recycling and Recovered Fiber facility.

Key Functions:

* Apply cold calling techniques to seek out and develop new suppliers/customers.
* Develop and present both verbal and written recycling proposals to potential suppliers/customers.
* Analyze suppliers recycling programs to maximize recovery and operational efficiency.
* Conduct profitability analysis on existing and potential new suppliers/customers.
* Negotiate purchase prices and maintain current knowledge of the recycling industry supply and demand trends.
* Work closely with the recovered fiber team and mill system to provide low cost, high quality recovered fiber.
* Work closely with the commercial team to source supply for key customers.
* Interface effectively with other IP departments and maintain open communications with stakeholders.
* Understand various types of recycling equipment (balers, compactors), and able to analyze supplier needs, & evaluate the economics of an implementation strategy.
* Develop a clear understanding of customers' businesses and critical needs through frequent interactions/visits to customer locations.
* Address customer needs promptly and effectively either through customer service and direct relationships with key decision makers.
* Ability to travel a minimum of 50% of time

Key Challenges

The external environment, including technology, competition, markets:

* Helping to position the business to respond to the significant impact of cyclical shifts in recovered material markets
* Understanding key supplier/customer needs and trends to help International Paper provide a competitive advantage
* The internal environment, including the interaction with others (both inside and outside the business), policies, and practices:
* Collaborate across all three business channels (plants, brokerage, and national accounts) and customer service
* Improve International Paper Recyclings capabilities by expanding the services and materials recovered in the market place
* Collaborate with all key stakeholders and their teams to foster diversity and inclusion
* Work closely with our customer service team to execute opportunities to be more effective through team work

Knowledge and Skills Requirements:

* Safety advocate for self and others
* 5+ years of successful business to business sales experience, knowledge and experience in the solid waste and recycling industry preferred (including recycling plant operations, commercial sales, brokerage, supply chain and end product manufacturing)
* Experience cold calling, with success in developing and closing contracts with new suppliers / customers
* Demonstrated working knowledge of segmenting, targeting, positioning, and customer value management to include proven capability with pricing strategies, contract negotiations, and supply chain value
* Proven analytical capability, with knowledge of profitability models, industry trend reports to discern viable business from substandard
* Must exhibit high integrity and trust
* Ability to communicate effectively using various modes (verbal, email, text, written)
* Action oriented, with demonstrated history of strong results and desire to win
* Team player, with ability to influence without direct authority, and collaborate with others to drive desired results
* Proficient using MS Office Suite tools, with strong capability using WORD, EXCEL, and PowerPoint
* Bachelor Degree in Business, Engineering or related field preferred
* Travel 50% domestic

Key Competencies:

* Leadership (Motivating others, Organizational Agility, Interpersonal Savvy)
* Customer Focus
* Creativity
* Timely Decision Making
* Business Acumen
* Action Oriented
* Process Management
* Problem Solving
* Integrity and Trust
* Drive for Results

International Paper is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.

Memphis TN 38197