Specification Sales Representative - South Central

Company Overview:
Stora Enso is an integrated paper, packaging and forest products company producing publication and fine papers, packaging board and wood products, all areas in which the Company is a global market leader. In North America, we are one of the leading producers of coated papers for magazine publishing, catalogs, retailers, direct mail and corporate collateral. Stora Enso global sales totaled EUR 13.2 billion in 2005. We have 46,000 employees in more than 40 countries on five continents including 4,900 employees in North America. For more information please visit our website, www.storaenso.com.

Stora Enso is an Equal Employment Opportunity Employer, relying on the diversity of our workforce to drive innovations and growth. We offer competitive salaries and benefits, as well as opportunities for professional growth.

Purpose of Position:
The Specification Sales Representative position is responsible for developing and maintaining effective working relationships with paper specifiers on a direct call basis; working closely with Account Managers to promote the sale of Stora Enso’s value added papers and enhance profitability of accounts. This position will cover the South Central Region to include, Atlanta Florida and the Carolinas.

Essential Job Responsibilities:
•Convey and persuade customers on how Stora Enso products and services can benefit their company and product qualify.
•Represent the Stora Enso organizational reputation, image and brand in an effective and positive manner.
•Profile and cultivate new client opportunities and determine if a relationship should be established. Establish relationships with creative clients and their end users who are the top drivers of print in the given market(s). Share leads and strategies within the Fine Paper division.
•Maintain current client relationships through open channel of communication to ensure continued satisfaction (e.g. keep abreast of how projects are going, find out if needs are being met, and resolve issues/concerns).
•Expand networks through participation in professional and industry associations, community activities, and indirect sales or marketing activities.
•Use effective listening skills to better understand the motives and needs of the client. Ask questions that will help you better understand these needs and motives. Be able to clearly describe the driving business factors that motivate the client.
•Present solutions that meet customer needs such as educational seminars (Ed), Virtual and actual mill tours, provide advice about appropriate print and paper combinations.
•Develop and deliver effective sales presentations and follow up after your presentation to ensure the momentum is maintained in the account.
•Apply Company Key Account Criteria, including profitability, to potential customers in a market area, i.e., ability to generate orders of significant profit and volume.
•Determine the main competitors at each key account, track their progress, and minimize their impact.
•Monitor accounts to ensure volume, mix and revenues are in line with forecasts.
•Create and update account management procedures for own contacts (SEAM or other SE database)
REQUIREMENTS
•BS/BA degree and 3+ years experience/knowledge of printing paper markets.
•Demonstrable track record of success calling on creative community.
•Possess excellent skills in the areas of communication, collaboration, organization and decision making.
•Ability to adapt to many audience and situations along with a strong ability to persuade.
•Ability to travel 50%.
•Or any equivalent combination of education, training and experience.