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Manager,Pulp Wood & By-Product Sales in Nanaimo at Western Forest Products

Date Posted: 3/13/2018

Job Snapshot

Job Description

With the overarching objective of Defining a Higher Standard, the Manager, Pulp Wood and By-Product Sales is responsible for managing the largest residual supply on the Coast of BC and is tasked with managing key contractual arrangements, optimizing trade and logistics opportunities to reduce costs, implement strategies that mitigate customer and product risks and developing new targeted products of scale for selected customers.


Safety & Environmental Performance

  • Provide leadership in safety and environmental stewardship by demonstrating and ensuring the adherence of company safety and sustainability processes and procedures.
    Financial Performance
  • Work with the Finance team to ensure all operational decisions are based on sound financial analytics;
  • Work with the Credit department to ensure accounts stay within approved credit limits;
  • Work with the senior management and executives to develop effective and innovative strategies that reduce costs of meeting our contractual obligations and developing new target products of scale for selected customers; and
  • Work with Planning and Logistics to utilize appropriate delivery methods that meet customer requirements at the lowest possible cost.


  • Provide leadership and direction to drive efficiency and accuracy within the Company’s Fibre Supply team;
  • Creates and sustains a culture of accountability and continuous improvement;
  • Provide leadership by promoting the principles of LEAN in all tasks and assignments;
  • Drive strategic alignment with Logistics to deliver world class transportation efficiencies and costs;
  • Drive strategic alignment with Timberlands and Manufacturing to identify and pursue highest margin opportunities for residual and pulp log sales;
  • Protect Western’s reputation by delivering on commitments, managing issues, engaging support from senior leadership and legal as required; and
  • Provide line supervision to the Company’s By-Products Sales Coordinator.

Core Responsibilities

  • Develop and implement the strategic plan and measurable initiatives to:
  • Sell the highest margin, targeted product mix to achieve geographic diversification for pulp wood and By-Product sales with a focus on solidifying market share and strong customer base as well as increasing our rate of return on residual;
  • Implement strategic partnerships with select customers to drive maximum values and efficiencies;
  • Manage contractual commitments with existing contract purchasers;
  • Successfully mitigate risk while growing margin through new product and customer development;
  • Optimizing sales and ensuring fair and equitable trades with selected customers – contributing positively to the financial performance of WFP;
  • Leverages our product offerings and scale to surpass benchmark pricing when it is advantageous to do so;
  • Eliminate business risk caused by customer operational disruptions;
  • Develop a forward looking plan for hog and work to balance with contractual commitments and customer needs;
  • Provide cost effective procurement of chips from alternative sources when required.



Job Requirements


  • Bachelor Degree in Business, Forestry or related discipline
  • RPF designation an asset
  • Scaling Ticket an asset


  • Proven track record in building positive, respectful and mutually beneficial relationships,
  • Demonstrated aptitude and ability to create structure and transparency in complex situations,
  • Ability to negotiate in a high paced environment and demonstrate positive financial returns on balance of trades;
  • Minimum 7 years’ experience in sales, preferably in the forest products industry;
  • 3 + years leading a sales team is a preference;
  • Knowledge of all of the applications and grade requirements for lumber;
  • Knowledge of Western Red Cedar, Whitewood and Yellow Cedar market segments, sales channels and customers.