Technical Account Manager

Position Summary

This role integrates technical, commercial, and account management responsibilities to drive profitable growth within the tissue/towel market segment.  The position serves as the technical-commercial lead for assigned accounts and new product development initiatives, translating customer manufacturing, performance, and sustainability requirements into differentiated value propositions. The role partners cross-functionally with operations, quality, engineering, technology, supply chain, and finance to deliver technically sound, economically compelling solutions while strengthening long-term customer relationships.

Safety, health, and environmental stewardship take precedence over all duties in this position.

Key Responsibilities

Strategic Account & Market Leadership

• Own and execute account plans aligned with divisional objectives, including volume growth, margin improvement, and market share expansion.

• Lead the technical-commercial interface with converters and end users, developing deep, multi-level relationships from plant operations through executive leadership.

• Monitor market trends, competitive activity, and technical developments to inform strategy and proactively identify growth opportunities.

Technical Value Creation & New Product Development

• Act as a technical subject-matter partner to customers by understanding their converting equipment, specifications, performance criteria, and application requirements.

• Collaborate with engineering, quality, and operations teams to develop, test, and commercialize new products, grades, and service offerings.

• Translate customer process challenges into actionable internal development projects, including trials, qualifications, and continuous improvement initiatives.

• Support value proposition development by quantifying performance improvements, material efficiencies, and operational benefits.

Commercial Execution & Financial Discipline

• Lead pricing strategy as well as margin management for assigned accounts.

• Maintain detailed account analytics including sales, volume forecasts, gross margins, competitive positioning, specifications, and contract terms.

• Support sales and operational planning (S&OP) through accurate forecasting and demand insights.

• Manage commercial agreements including pricing structures, supply agreements, inventory programs, and confidentiality agreements.

• Ensure disciplined management of AR/DSO and working capital objectives.

Cross-Functional Leadership & Collaboration

• Serve as the primary commercial liaison across operations, quality, technology, engineering, procurement, and finance to ensure alignment on account strategies.

• Champion internal communication to ensure flawless execution of customer programs from development through commercialization.

Customer Satisfaction & Continuous Improvement

• Lead resolution of complex technical or commercial issues by coordinating cross-functional resources to ensure timely, effective outcomes.

• Conduct regular business and technical reviews covering performance, quality, delivery, innovation pipelines, and value creation.

• Promote a continuous improvement mindset focused on operational optimization and customer success.

Required Qualifications

• Bachelor’s degree required; preference for engineering, materials science, chemistry, business, or related technical discipline.

• 7–10+ years of experience in packaging and paper manufacturing environments with a strong blend of technical and commercial responsibilities.

• Demonstrated success in strategic or national account management and complex opportunity development.

• Proven ability to quantify and communicate technical and financial value.

• Strong analytical, presentation, and business acumen.

• Proficiency with CRM systems and advanced use of Excel, PowerPoint, and Word.

Preferred Experience & Skills

• Experience supporting new product development or technical commercialization projects.

• Working knowledge of converting processes, raw materials, and performance-based specifications.

Location & Travel

• Location Mid-West (Indianapolis, IN; Chicago, IL preferred). Position will cover a few accounts on the West Coast that will require travel to these areas.

• Travel required to customer sites, manufacturing facilities, and internal meetings as business needs dictate. Travel will be at least 50%.

Core Personal Attributes

• High integrity with a strong commitment to safety and compliance.

• Customer-focused, technically curious, and results-driven.

• Structured, methodical approach to complex problem-solving.

• Willingness to challenge the status quo and drive continuous improvement.

Compensation:

This is a progression position, and salary will be determined based on experience and business needs. The annual base salary range for this role is as follows:

• Account Manager: $124,800 - $140,400, plus an annual target bonus of 12.5% of base salary.