Sales Executive- Canada East

About the role

This position drives profitable growth, ensures customer retention, and strengthens relationships within assigned accounts in Canada East (remote). The Sales Executive serves as the primary point of contact for strategic guidance and account growth, focusing on revenue expansion, profitability optimization, and long-term customer satisfaction in the pulp and paper, leather, and water treatment sectors.

Responsibilities

• Drive year-over-year revenue growth through cross-selling, upselling, and identifying new opportunities within existing and new customers.
• Handle orders and customer requirements by communicating effectively with customers or distributors.
• Prevent customer attrition and maintain long-term relationships to support retention.
• Report sales forecasts using Connected Planning (Ackumen) and manage opportunities in Dynamics; monitor pipeline health, including tracking opportunities, conversion rates, and time spent at each stage.
• Increase share of wallet across accounts through strategic account development and relationship management.
• Optimize product mix aligned with customer needs and profitability goals in collaboration with technical and functional teams.
• Identify and execute profitability improvement opportunities, including strategic price adjustments as required.
• Coordinate with internal teams to substitute or rationalize products for improved cost-efficiency and profitability.
• Develop and maintain relationships with key decision-makers to enable account penetration and retention.
• Conduct regular strategic reviews and business reviews with customers to assess value delivered and identify opportunities.
• Implement the 8 Business Management Standards (8BMSs) where applicable and act as the key point of contact for customer accounts.
• Build multi-level relationships across customer functions (operations, purchasing, etc.) and resolve issues proactively.
• Meet or exceed sales, gross profit (GP), and MPC budgets for the assigned area.
• Manage customer credit limits, oversee receivables, and ensure overdue receivables are below target.
• Support inventory turnover by promoting and selling aged inventory through targeted outreach.
• Ensure alignment with contractual obligations and manage costs in line with account profitability.
• Partner with customer service, planning, lab, R&D, and supply chain teams to align on goals and support commercial strategies.
• Collaborate with field service teams to maintain high service standards.
• Monitor application results, conduct tests, and troubleshoot process issues quickly.
• Write and maintain accurate service reports and manage customer equipment to ensure uptime and reliability.
• Adhere to Buckman and customer safety policies, including HCAS and stewardship standards.
• Complete Behavior-Based Safety (BBS) programs and conduct Job Safety Analysis (JSA) to proactively identify and mitigate workplace hazards.

Requirements

• Bachelor’s Degree in Chemistry, Engineering, Business Administration, or a related field.
• 1 year or less of experience in sales or application of chemical products in industry.
• Knowledge of industrial processes related to the pulp and paper, leather, or water treatment sectors.
• Proficiency in using sales and planning tools such as Connected Planning (Ackumen) and Dynamics.
• Up to 60% travel required.

Skills

• Drives Results: Consistently achieves results, even under challenging circumstances.
• Plans and Aligns: Prioritizes work to meet commitments aligned with organizational goals.
• Collaborates: Builds partnerships and works effectively with cross-functional teams.
• Customer Focus: Builds strong customer relationships and delivers customer-centric solutions.
• Nimble Learning: Actively learns through experimentation and adapts to new challenges.