VP, Commercial - Pulp & Paper

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POSITION SUMMARY:

We are seeking a commercially driven and results-oriented leader to manage and grow our Pulp & Paper business unit. In this role, you will be responsible for leading the commercial strategy, driving sales execution, and coordinating cross-functional efforts to deliver value to customers across the pulp and paper value chain. You will also be accountable for building, leading a developing a high-performing team, ensuring alignment on strategic goals and execution excellence. This role is central to developing customer relationships, identifying growth opportunities, and supporting the broader strategic goals of the commercial organization.

ESSENTIAL FUNCTION:

• Lead, inspire and develop the commercial team, fostering a culture of accountability, collaboration and continuous improvement.

• Lead the commercial execution for the Pulp & Paper business unit, including the development and implementation of account strategies, pricing guidance, margin improvement and customer engagement plans.

• Build and maintain strong relationships with key customers, ensuring a deep understanding of their needs, challenges, and growth drivers.

• Identify and pursue new business opportunities within the pulp and paper sector. Leverage market trends and customer insights to inform commercial initiatives and prioritize resource allocation.

• Collaborate with Product Management, R&D, and Marketing to align product and technology roadmaps with customer demand and growth priorities.

• Lead and coach the sales team to achieve revenue and profitability targets, including key account strategies, contract negotiations, pricing execution, and pipeline development.

• Support the sales team with technical knowledge, value propositions, sales tools, and training. Ensure alignment on messaging, product positioning, and commercial priorities.

• Contribute to demand forecasting, sales budgeting, and strategic planning processes. Monitor performance metrics and collaborate on gap-closing plans when necessary.

• Serve as the internal advocate for customer needs and requirements, ensuring feedback is captured and integrated into commercial and product development strategies.

• Define and execute commercial strategies to penetrate new markets, expand share in core segments, and respond to evolving customer and regulatory needs in the pulp and paper industry.

• Coordinate closely with Supply Chain, Operations, Finance, and Technical Service teams to ensure customer requirements are met and business goals are achieved.

MINIMUM POSITION QUALIFICATIONS:

• Bachelor’s degree in Chemical Engineering, Business, or related field; MBA a plus

• 5–8 years of commercial experience in the pulp and paper industry or adjacent sectors

• Demonstrated success in sales, business development, or commercial strategy roles

• Proven experience in leading, developing, and motivating teams to achieve business objectives

• Strong communication, negotiation, and relationship-building skills

• Ability to work cross-functionally and influence without direct authority

• Willingness to travel (up to 30–40%) for customer meetings and site support

DuBois provides equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, gender expression, genetic information, service in the military, veteran status, or any other protected status in accordance with applicable federal, state, and/or local law and/or regulation.