Territory Sales Manager–Canadian Locations and Buffalo, NY, Sustana Recovery

Sustana is the leading manufacturer of sustainably produced, premium recycled fiber and paper, utilizing post-consumer material to create high-quality, low carbon footprint products. We have 12 different locations across North America in three different segments of the pulp and paper industry (Paper, Fiber and Recovery). Since August 2023, we acquired Hanna Paper, now Sustana Recovery. Sustana Recovery is committed to providing wastepaper management solutions that meet the specific needs of each of their customers, ensuring that they have access to the most efficient and cost-effective wastepaper management solution for their unique requirements. With this strategic acquisition, Sustana is committed to continuously investing in the stability and the sustainability circle of its supply chain.

Function: Sales

Title: Territory Sales Manager - Sustana Recovery, Canadian Locations and Buffalo, NY

Location: Based in Montreal, Markham or Buffalo, NY

YOUR MANDATE

The Territory Sales Manager leads Sustana Recovery’s Wastepaper Sales operations across Québec, Ontario and Buffalo, NY divisions, overseeing sales teams. This role is responsible for driving profitable revenue growth, strengthening supplier and customer partnerships to ensure an effective, high-performing regional sales organization. The incumbent will develop strategic sales plans, identify new business opportunities, and manage key accounts across his wastepaper recycling sector. The Territory Sales Manager must demonstrate strong leadership, deep market identification and the ability to guide pricing.

BENEFITS

At Sustana we offer our employees full benefit package to include:

Competitive Salary and a bonus program
A group insurance program including medical, dental and vision insurance for employees and their families
Pension plan
An employee Assistance Program
Three half-days per year to participate in activities that promote social well-being, sustainability, or charitable initiatives

KEY RESPONSIBILITIES

Lead and develop a regional sales team covering Ontario, Quebec and New York, setting clear goals and performance expectations.
Support the onboarding of new CRM tool ensuring that all sales personnel are utilizing the tool to help manage current customers and grow their territory.
Develop and execute sales strategies that achieve revenue, volume, and margin targets.
Manage the strategic direction of the site ensuring that there is full alignment with inbound volume and the outbound sales strategy.
Build, maintain, and expand relationships with suppliers, recycling mills, brokers, and industrial customers.
Identify emerging market opportunities, new customers, and material supply sources to support regional growth.
Oversee contract negotiations, pricing strategies, and service agreements to ensure long-term profitability.
Monitor market trends, grade pricing, supply dynamics, and competitor activity to adjust strategies proactively.
Partner with procurement, logistics, and operations teams to optimize inventory levels, material flow, quality, and transportation efficiency.
Manage inventory grades and levels ensuring that all material is shipped within expected time frame.
Manage budgets, forecasts, and reporting for sales performance, revenue, and profitability.
Ensure compliance with company policies, sustainability standards, and industry regulations.

QUALIFICATIONS

Minimum of 7 years of sales or procurement experience, preferably in recycling, wastepaper, fiber trading, manufacturing, or related supply chain environments.
Bachelor’s degree in business, marketing, or a related field is preferred
Proven leadership experience managing multi-location or cross-border sales teams.
In-depth understanding of wastepaper grades, end markets, logistics, and recycled fiber supply chains (preferred).
Strong negotiation and contract management skills with a track record of closing complex commercial agreements.
Proficiency in Microsoft Word and Excel
Demonstrated ability to analyze market trends, interpret financial data, and develop strategic sales plans.
Capacity of navigation through at a fast-paced and competitive marketplace
Excellent communication, relationship building, and stakeholder management abilities.

OTHER INFORMATION

The Territory Sales Manager will be expected to travel to Sustana facilities across Canada and U.S. to visit customers, prospect locations and visit the sites within their geography as needed. Overnight travel will be minimal.

Sustana provides equal employment opportunities to all applicants for employment and prohibits discrimination and harassment of any type without regard to race, colour, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

Sustana

Open Positions

Territory Sales Manager-Canadian Locations and Buffalo, NY