Business Development Manager- National Accounts

Solaris Paper is a leading North American manufacturer of premium towel and tissue products serving Away-from-Home (AFH) markets. They are seeking a results-driven Business Development Manager to join their National Accounts team, responsible for identifying and securing new national business opportunities to drive revenue growth and expand market share.

Responsibilities:

• Develop and execute strategic business development plans aligned with Solaris Paper' growth objectives
• Identify, qualify, and win new national and regional end-user accounts across hospitality, healthcare, foodservice, education, commercial real estate, government, and other key verticals
• Build and maintain executive relationships with key decision-makers while partnering with distribution channels to deliver value-added solutions
• Create and execute Joint Business Plans (JBPs) and conduct Quarterly Business Reviews (QBRs) with strategic customers and distributor partners
• Drive end-user pull-through strategies that strengthen distributor engagement and increase market share
• Collaborate with Sales, Marketing, Product Management, Customer Experience, and Supply Chain to successfully implement new business opportunities and national customer rollouts
• Maintain a disciplined sales pipeline using CRM tools to accurately forecast opportunities and manage pipeline performance
• Represent Solaris Paper at industry trade shows, buying groups, and professional associations including ISSA, BOMA, IFMA, AAHOA, and other key industry events
• Monitor competitive activity, customer trends, and market dynamics to identify new growth opportunities
• Achieve and exceed annual sales, profitability, market share, and EBITDA objectives

Requirements:

• Proven success in business development, national account sales, or strategic account management
• Experience selling through distribution to national or regional end-user customers
• Strong executive presence with outstanding relationship-building and negotiation skills
• Strategic thinker with the ability to identify opportunities and convert them into profitable long-term business
• Excellent communication, presentation, and organizational skills
• Experience utilizing CRM systems to manage pipelines and forecast business
• Willingness to travel nationally for customer meetings, trade shows, and industry events
• Experience selling within the janitorial and sanitation (Jan-San) industry is a strong advantage
• Existing relationships with distributors, buying groups, or end users in the Away-from-Home (AFH) market are highly desirable