Regional Sales Manager East
Regional Sales Manager East Buckman – Remote Location: RemoteLanguage: EnglishTravel: up to 75% 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. Position Summary The Regional Sales Manager for the Northeast is responsible for leading and managing all sales activities within the region, with a primary focus on retaining and growing existing customer business while developing new opportunities. This role oversees key strategic accounts and ensures strong alignment between customer needs, business objectives, and Buckman’s value proposition. The RSM is accountable for driving revenue growth by coaching and supporting Sales Executives, identifying and prioritizing growth opportunities, and ensuring consistent execution of business management practices, including program manuals, QBRs, mutually agreed customer goals, and continuous improvement initiatives. Preventing attrition of existing business while building a healthy pipeline of new projects is a core responsibility. This position involves developing and executing regional sales strategies, reviewing sales performance, forecasts, and CI value delivery, and using this information to guide decisions and set priorities. The RSM is also responsible for maintaining strong customer relationships, supporting issue resolution as needed, and ensuring a high level of customer satisfaction across the region. Additionally, the RSM works closely with internal teams to align resources, support strategic initiatives, and develop talent within the sales organization to ensure long‑term regional success. Key Outcomes/ResponsibilitiesOutcome: Sales Growth & Revenue Management Actions:- Develop and execute regional sales strategies aligned with sales division plans.- Retain existing customers and expand business through new applications.- Identify and penetrate new markets and industries.- Report forecasts using tools like Ackumen and Dynamics.- Conduct innovation workshops and manage strategic customer meetings. Outcome: Profitability (GP% and MPC) Actions:- Select optimal product lines to meet customer needs and maximize GP%.- Manage pricing that aligns with market demands and ensure maximized profitability.- Manage expenses and assets effectively, ensuring clear value with each decision.- Ensure contract compliance and alignment with customer expectations. Outcome: Customer Relationship Management Actions:- Build and maintain strong relationships with key decision-makers.- Conduct regular business reviews and strategic meetings.- Take leadership role in resolving customer complaints/claims safeguard company reputation.- Support customer onboarding and loyalty initiatives. Outcome: People Management & Development Actions:- Recruit, coach, retrain high performers, and mentor sales associates.- Develop succession plans and training matrices.- Conduct performance reviews and manage incentives/discipline.- Foster a culture of teamwork, accountability, and continuous improvement.- Sponsor and oversee training requirements for team Outcome: Safety Compliance Actions:- Implement and monitor global safety plans.- Ensure CAS and HCAS is applied for each application, audit the audits, and propose improvements.- Ensure SOPs are developed and followed at all customer sites.- Lead by example in following safety rules and standards.- Attend and sponsor key safety initiatives and meetings; internally and Buckman Outcome: Strategic Planning & Execution Actions:- Align strategies with regional and divisional directives.- Lead execution of business plans and budgets, in line with regional and global directives.- Participate in regional or global workgroups and product line initiatives, as required.- Report on strategic project progress. Outcome: Sales Operations & Compliance Actions:- Ensure implementation and effective use of sales tools (SAW, BEST, CVI, Ackumen, etc).- Collaborate with supply chain for optimal practices.- Manage field assets and inventory. Outcome: Marketing, Commercialization & Continuous Improvement Actions:- Support product launches and commercialization processes.- Identify target opportunities and drive case study generation.- Participate in trade shows and industry workshops, as required.- Identify cost reduction and efficiency opportunities.- Lead and document continuous improvement (CI/TCO) projects.- Motivate for capital expenditures and track global CI metrics. Basic Qualifications
- Education Requirements: Bachelor’s Degree (BA/BS) from four-year college or university or equivalent industrial experience
- Pulp & Paper, Chemical Engineering, Chemistry, or Biology Degree preferred
- 5+ years related experience and/or training in pulp, paper, and water treatment
- Specific training in pulp/paper science or packaging desired
- Demonstrated understanding of business/finance terminology desirable
- Drives Engagement - Creating a climate where people are motivated to do their best to help the organization achieve its objectives
- Ensures Accountability - Holding self and others accountable to meet commitments
- Collaborates - Building partnerships and working collaboratively with others to meet shared objectives
- Communicates Effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences
- Develops Talent - Developing people to meet both their career goals and the organization's goals