Regional Sales Manager - Canada - Kadant Black Clawson

KADANT BLACK CLAWSON LLC is an established leader in equipment and systems for the international pulp and paper process industries.  For 150 years, we’ve helped our customers reduce their input costs and improve efficiency through innovative products and technologies.  Our sustainability efforts have been nationally recognized, and Kadant is also listed on the New York Stock Exchange (KAI).  Our state-of-the-art manufacturing facility is located in Lebanon, OH, where we design and manufacture our products for customers across the globe.

We currently seek to fill the position of Regional Sales Manager to sell Kadant Black Clawson Aftermarket products and Capital Equipment by deploying value-added process knowledge, troubleshooting skills, and technical expertise in a predominantly pulp and paper mill customer base, all while advancing KBC’s mission of being a forward-thinking, collaborative, and ethical business.

The ideal candidate will reside in Eastern Canada and will work remotely from their home office. Position requires travel to Canadian customers, both on the east and west coasts.

• Meets or exceeds forecasted sales quota.
• Plans and executes a commercial strategy for growing territory sales and moving customers forward on a relationship continuum.
• Visits customers or prospective customers in the field. Plans a call schedule and submits timely, up-to-date itineraries and customer call reports.
• Utilizes technical skills to assist customers in solving process, operating, and mechanical problems, which will serve as a catalyst for relationship development.
• Utilizes process and equipment knowledge to recommend to customers the optimal KBC based solution to their operating needs.
• Develops and demonstrates to customers the superior value proposition of KBC recommended solutions.
• Provides the Director of Sales with regular customer feedback, recommendations, and concerns regarding specific accounts and the market in general.
• Assists in the negotiations for new contracts with customers.
• Collects and transfers information for new equipment and process proposals to the Applications Department.
• Keeps corporate office, RSMs, and other sales personnel advised on the state of competition, including competitive prices, promotional activities, sales efforts, products and product claims, new sales techniques, and acceptance of competition by trade.
• Submits accurate, complete, and timely expense reports.
• Creates and delivers technical sales presentations for customers.
• Assists in the collection of accounts receivable, if requested.

• Excellent verbal and written communication, including professional presentation skills.
  • Demonstrates bilingual proficiency in French and English to engage effectively with customers, build trust, foster strong relationships, and address client needs with cultural sensitivity and precision.
• Strong interpersonal and customer service skills.
• Outstanding sales and negotiation skills.
• Strong analytical and problem-solving skills.
• Ability to function well in a high-paced and at times stressful environment.
• Proficient with Microsoft Office Suite or related software.
• Uses Salesforce to ensure the timely and accurate recording and updating of call reports, sales opportunities, and all relevant customer information in order maintain an organized and insightful CRM.
• Demonstrates KBC values of personal accountability, discipline, trust, and proactive action.
• This position requires a bachelor’s degree in Mechanical or Chemical Engineering, Pulp & Paper Science, or a related field from an accredited college or university. 
• A strong technical background with a minimum of five (5) years of sales or process related experience in the pulp and paper industry is desired.
• When visiting customers or manufacturing facilities, must be able to move around the facility, and negotiate obstacles (ramps and uneven floor surfaces) with exposure to a typical mill or manufacturing environment

Travel Required

Must be able to handle prolonged and frequent travel.  Approx. 60%

Equal Opportunity Employer M/F/Disability/Veteran