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Key Account Manager

Posting Start Date: Jan 21, 2021

Location: St-Bruno, QC, CA

Company: Cascades


Founded in 1964, Cascades produces, converts and markets packaging and tissue products that are composed mainly of recycled fibers. The Company employs 11,000 employees, who work in more than 90 production units located in North America and Europe. With its management philosophy, half a century of experience in recycling, and continuous efforts in research and development as driving forces, Cascades continues to deliver the innovative products  that customers have come to rely on.



The Containerboard Packaging Group, a division of Cascades, is the largest containerboard producer in Canada, and is also a top converter of corrugated products in the country. The Group manufactures a wide range of products made from recycled fibres for its North American customers in the food, beverage and consumer products sectors, among many others. The Division, which employs close to 3,400 people, owns six containerboard mills and nineteen corrugated products plants in Canada and the United States.

Your challenge!


Reporting to Vice-President Sales, the Key Account Manager is able to qualify sales opportunities, oversee the sales pipeline for key accounts and coordinate sales team efforts for optimal delivery. The Key Account Manager supports their team in the development of customer value propositions and offers integrated solutions in line with business opportunities, customer needs and market context in order to achieve sales targets. In addition, this role is responsible for building and maintaining relationships with as many key contacts/decision makers as possible inside the customers organization and enhancing a long-lasting strategic partnership. The Key Account Manager maximizes sales growth by closely following the development and performance of major accounts, providing input and direction on operating plans and tactics. Finally, this role works closely with the marketing function to develop a deep understanding of the industries (growth, trends, customers, competitive positioning) and provide insights for the key account ranking calibration.

Pourquoi travailler chez Cascades

  • Programme d’avantages sociaux;
  • Conciliation travail-famille (télétravail, horaire flexible);
  • Programme d’aide aux employés (PAE);
  • Centre de formation;
  • Plan de gestion de carrière à long terme;
  • Environnement de travail axé sur le partage des connaissances et la valorisation des réussites individuelles et d’équipe.

Job Responsibilities




  • For growing and maintaining Cascades revenues with strategic customers;
  • For developing sales strategies in line with territory/market and BU strategy and objectives.




  • For validating customer quotation and pricing for key accounts based on margin ranges from Marketing;
  • For supporting contract creation and negotiation for key accounts;
  • For approving and following up on account plan goals for key accounts according to established guidelines;
  • For facilitating integration and ensuring coherent customer approach among Cascades SBUs;
  • For building and developing key relationships at all levels of the accounts organization.



  • Strong leadership, communication, customer-facing skills and judgment;
  • Deep understanding of Cascades products and services offerings across the organization;
  • Ability to bring cross-functional teams to work collaboratively and efficiently in a matrix structure environment;
  • Ability to tackle an account from all angles;
  • Capacity for strategic thinking and drawing correlations between data and the customers/Cascades context;
  • Strong ability to build relationships at all levels of the organization (Cascades and customers);
  • Ability to work with C-Suite.

Cascades believes in the success of an inclusive organization that values diversity within its team. All qualified candidates will be considered for this position in a fair manner.

Use of the masculine in our communications refers equally to both men and women.


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