Director of Corporate Sales

Sales Memphis, Tennessee Memphis, TN



Job Success Profile

Director of Corporate Sales, Paper Technologies



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.  Buckman is in the middle of a digital transformation of its businesses and focused on building the capabilities and tools in support of this. 


Position Summary 

The Director of Corporate Sales creates the strategy and aligned budget, develops a winning team, and owns the execution of actions to drive exceptional results for our Customers and Buckman.   This role is responsible for championing a high safety culture, setting the strategy to win, building a customer obsessed sales team and delivering results.  This role will collaborate with New Business Development, Marketing, and SD to ensure the Corporation delivers both highly profitable growth plan and superior Customer Experience.


Main Success Metrics 

          Safety Leader

          Revenue, GP, and MPC (absolute & YoY growth)

          Pipeline health (# of opportunities, size of opportunities, conversion rates, days at each stage)

          # of new customers & applications won

          Share of wallet on corporate accounts

          $ overdue & average days outstanding

          Aged inventory

          Attrition rates

          New technology sales (absolute and % of total sales)

  •        Team Utilization of sales tools
  •        Associate Development/Succession Plan
  •        Performance Management of Team 


Competencies Needed for Success 

  •        Job Competencies – Results Leadership:  
  •      Focus on Results - Consistently achieving results, even under tough circumstances. 
  •      Plans and Aligns Planning and prioritizing work to meet commitments aligned with organizational goals. 
  •      Ensures Accountability - Holding self and others accountable to meet commitments. 
  •        Job Competencies – People Leadership: 
  •      Builds Effective Teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.  
  •      Develops Talent - Developing people to meet both their career goals and the organization’s goals. 
  •      Collaborates - Building partnerships and working collaboratively with others to meet shared objectives. 
  •      Engages & Inspires - Creating a climate where people are motivated to do their best to help the organization achieve its objectives. 
  •        Job Competencies – Thought Leadership: 
  •      Decision Quality - Making good and timely decisions that keep the organization moving forward. 
  •      Possibility Thinking - Creating new and better ways for the organization to be successful. 
  •      Customer Focus - Building strong customer relationships and delivering customer-centric solutions. 
  •      Technical Job Knowledge - Applying specialized, technical job knowledge that is needed to perform the job successfully. 
  •        Job Competencies – Self: 
  •      Manages Ambiguity- Operating effectively, even when things are not certain or the way forward is not clear. 
  •      Nimble Learning - Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder. 

Minimum Requirements to Apply 

  • Education Level completed: 
  • Bachelor's degree (BA/BS) from four-year college or university 
  • Pulp & Paper, Chemical Engineering, Chemistry, or Biology. Pulp & Paper Degree preferred. 
  • Experience: 
  • 10 years + proven sales record and or years related experience and/or training 
  • 10 years + leading high performing sales team
  • Successful selling record, preferably in chemical sales. Specific training in pulp and paper science 
  • desirable.  
  • Mastery at Insight Selling
  • Demonstrated understanding of business/finance and terminology desirable. 


Preferred Qualifications  

  • Master of Business Administration or Business school certification program.
  • 10 years + proven sales management record and or years related experience and/or training 
  • 10 years + of chemical or pulp and paper industry experience.
  • P&L management for a region or territory.
  • Solid understanding of smart digital solutions and can identify customer opportunities.  
  • Demonstrated understanding of business/finance and terminology desirable.