Commercial Growth Representative

About the role

Senior commercial leader responsible for developing and advancing growth strategies that expand market share, improve profitability, and strengthen International Paper’s competitive position within targeted markets and customer segments. Identifies and evaluates strategic growth opportunities, translates market and customer insights into actionable business strategies, and influences commercial priorities across the organization. Works in close partnership with Sales, Manufacturing, Customer Success, Pricing, Finance, and Segment Leadership. Serves as a key driver of enterprise growth initiatives and provides strategic leadership for complex commercial opportunities. Operates with a high degree of autonomy and independent judgment, influencing decisions that impact revenue growth, resource prioritization, customer investment strategies, and long-term business performance. Success is measured by the ability to shape commercial direction, accelerate strategic growth, and deliver sustainable value creation across a portfolio of opportunities.

Responsibilities

• Commercial Growth Strategy
  • Develop and recommend commercial growth strategies that support segment revenue, profitability, and market expansion objectives.
  • Identify emerging customer needs, market opportunities, competitive threats, and industry trends, and translate findings into actionable growth initiatives.
  • Evaluate market attractiveness, customer potential, and strategic fit to prioritize opportunities and recommend pursuit strategies.
  • Influence commercial priorities through data-driven analysis and strategic recommendations provided to Commercial and Segment Leadership.
• Strategic Opportunity Leadership
  • Serve as the commercial leader for complex growth opportunities involving multiple facilities, business units, customer stakeholders, and functional teams.
  • Direct opportunity pursuit strategies from qualification through implementation, ensuring alignment with enterprise objectives and profitability expectations.
  • Lead development of business cases, opportunity assessments, implementation strategies, and executive-level recommendations.
  • Evaluate strategic tradeoffs involving revenue growth, profitability, operational feasibility, customer value, and long-term business impact.
• Executive Customer Engagement
  • Establish and maintain relationships with executive-level customer stakeholders to understand business priorities, growth objectives, and emerging market needs.
  • Identify opportunities to expand strategic partnerships by aligning customer requirements with International Paper’s capabilities and long-term value proposition.
  • Influence customer decision-making through consultative engagement and strategic solution development.
• Cross-Functional Commercial Leadership
  • Lead cross-functional teams through influence to evaluate opportunities, remove barriers, align resources, and execute commercial strategies.
  • Partner with Manufacturing, Customer Success, Pricing, Finance, Supply Chain, and Sales leadership to ensure strategic opportunities are aligned with operational and financial objectives.
  • Facilitate alignment among diverse stakeholder groups to drive timely commercial decisions and successful execution.
• Market Development & Competitive Strategy
  • Assess market trends, customer behavior, competitor activity, and industry dynamics to identify opportunities for growth and differentiation.
  • Develop recommendations regarding market expansion, customer prioritization, product mix optimization, and commercial investment decisions.
  • Support the development of segment growth plans by providing customer, market, and competitive intelligence insights.
• Business Performance & Financial Impact
  • Analyze commercial opportunities using financial, operational, and strategic metrics to determine overall business value.
  • Assess profitability implications, return on investment, capacity utilization impacts, and long-term value creation associated with growth opportunities.
  • Influence business decisions by providing strategic recommendations that balance revenue growth, profitability, customer needs, and operational capabilities.
• Leadership & Organizational Influence
  • Serve as a trusted advisor to Commercial Leadership regarding growth opportunities, market dynamics, commercial risks, and investment priorities.
  • Influence organizational decision-making through effective communication, business acumen, and strategic insight.
  • Promote a culture of accountability, collaboration, customer focus, and continuous improvement across the commercial organization.

Requirements

• Bachelor’s Degree in Business, Marketing, Finance, Supply Chain, Engineering, or a related field required.
• Advanced Business Education or equivalent commercial leadership experience preferred.
• Minimum 8–10 years of progressive experience in commercial leadership, business development, strategic sales, market development, or related business functions.
• Demonstrated success developing and executing commercial growth strategies that delivered meaningful business impact.
• Experience leading complex, cross-functional initiatives involving multiple stakeholders and business functions.
• Experience evaluating financial, operational, and strategic tradeoffs to support business decision-making.
• Experience presenting recommendations and influencing decisions at senior leadership levels.

Skills

• Strategic Thinking
• Market Insight
• Commercial Acumen
• Decision Quality
• Enterprise Perspective
• Change Leadership
• Executive Presence
• Negotiation & Influence
• Financial Analysis & Business Case Development
• Customer-Centric Leadership
• Cross-Functional Influence
• Organizational Agility

Benefits

• Health, welfare and retirement plans including Medical, Dental, Life insurance
• Flexible Spending Accounts
• Short-term and Long-term Disability
• 401(k) with Company-funded retirement contributions
• Paid Time Off
• Education & Development (including Tuition Reimbursement)
• Student Loan Repayment Assistance
• Voluntary Benefits including insurance for home, auto, vision and pets

Pay

$152,900 – $253,800. Multiple factors, including individual experience, skills and abilities will determine where an employee is ultimately placed in the pay range. Variable pay may provide additional opportunities for financial awards. This job is eligible to participate in IP’s annual and long-term incentive plans.