Job Summary:

The General Manager of Sales & Marketing drives market share, revenue, and profitability growth across all paper product segments (e.g., packaging board, printing/writing, or specialty papers). This leadership role aligns sales strategies with mill production capabilities, manages key corporate accounts, and builds high-performing regional teams to meet expanding domestic and international market demands.

Role & responsibilities

Key Responsibilities

1. Strategic Planning & Business Growth

- Market Strategy: Design and execute commercial strategies to boost market share in targeted paper segments.
- Portfolio Optimization: Align the sales mix (commodity vs. specialty grades) to maximize mill margin returns.
- Target Setting: Establish and track annual sales budgets, volume targets, and price-volume growth models.

2. Sales & Account Management

- B2B Client Relationships: Secure and manage long-term contracts with major packaging firms, publishers, and distributors.
- Pipeline Management: Monitor regional sales pipelines and demand forecasts to ensure consistent sales flow.
- Contract Negotiations: Lead high-value contract negotiations, credit terms, and annual pricing agreements.

3. Marketing & Brand Positioning

- Sustainability Branding: Market eco-friendly initiatives, including FSC-certified, recycled, and low-carbon footprint product lines.
- Competitive Intelligence: Track pulp market fluctuations, chemical costs, and competitor pricing to pivot market strategies.
- Product Launches: Lead go-to-market strategies for new paper grades and value-added product developments.

4. Operations & Supply Chain Collaboration

- Production Alignment: Partner with Mill Operations and Supply Chain to match client demand with production schedules.
- Inventory Control:



Monitor finished goods inventory levels to balance stock availability with minimal working capital.
- Quality Feedback: Channel client technical feedback back to R&D; and QA teams to refine product specifications.

5. Team Leadership

- Performance Management: Mentor and lead regional sales managers, technical service teams, and marketing executives.
- Capability Building: Implement technical sales training programs regarding paper properties and application performance.

6. Market Analysis & Reporting

- Analyse market trends, competitor activities, and customer preferences to identify growth opportunities.
- Prepare and present sales reports, forecasts, and business performance reviews to senior management.
- Recommend pricing strategies and promotional activities to boost sales.

7. Payments

- Oversee the entire sales cycle, from lead generation to payment collection.

Preferred candidate profile Qualifications & Experience:

- Education: Bachelors degree in Business, Marketing, Chemical Engineering, or Paper Technology. An MBA is highly preferred.
- Experience: 1215+ years of B2B sales experience, with at least 5 years in a senior leadership role allied businesses / manufacturing industry.
- Industry Knowledge: Deep understanding of paper grades, pulp pricing structures, mill operations, and sustainable packaging trends.
- Skills: Solid negotiation, executive presence, data-driven forecasting, and supply chain synchronization skills.
- Travel: Willingness to travel up to [40%] to visit client sites, production plants, and regional offices.

Key Skills & Competencies:

- Deep understanding of paper grades, GSM, and technical specifications.
- Strong negotiation and relationship management skills.
- Excellent communication and leadership abilities.
- Proficiency in MS Office (Excel, PowerPoint, Word) and CRM tools.
- Ability to work under pressure and deliver results within deadlines.

📌 General Manager - Sales & Marketing (Paper & Packaging Division) (Tirunelveli)
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📍 Tirunelveli