Client Manager - Pulp & Paper

Who We Are

We are an international group of consultants united in the goal of helping our customers revolutionize their approach to business challenges with the use of digital technologies. Combining automation and software development with “traditional” engineering, the companies we work with are able to obtain visibility into their own operations and control.

Who We’re Looking For

Though over 1,700 strong (and growing!), Radix operates like anything but a large company. When you join our company, you will help us as a Client Manager - Pulp & Paper:

The Client Manager is responsible for leading Radix’s relationship with assigned clients, ensuring trust, continuity, and disciplined long-term growth.

Reporting to the VP of Sales within the CRO organization, the Client Manager acts as the Client Leader for designated accounts. This role owns the client relationship as a system—including executive engagement, strategic positioning, and growth orchestration, while Business Units retain ownership of pricing, technical proposals, delivery execution, and P&L.

The Client Manager does not manage delivery or close individual deals. Instead, the role ensures that Radix engages clients in a coherent, senior, and governed way, aligning internal teams to client priorities and enabling sustainable expansion over time.

Essential Job Responsibilities

• Act as Client Leader for assigned clients, owning relationship health, trust, and strategic positioning.
• Develop and maintain a client strategy and client vision and plan, aligned with Radix priorities and Radix’s long-term objectives.
• Lead executive-level engagement with client stakeholders, ensuring appropriate seniority, consistency, and follow-through.
• Identify, qualify, and prioritize growth opportunities within the client, balancing ambition with delivery capacity and risk.
• Orchestrate internal teams—including Account Managers, Technical Sales, Strategic Partnerships, Practices, and Business Units—to ensure coordinated client engagement and disciplined pursuit execution.
• Ensure opportunities are properly governed before execution, with pricing, margin, and delivery commitments owned by the appropriate Business Unit
• Partner with Executive Sponsors (when assigned) to strengthen positioning, manage escalations, and support strategic expansion.
• Lead client governance forums (e.g., QBRs), ensuring preparation, alignment, and follow-up in coordination with Business Units.
• Monitor relationship health and risks, escalating issues early within the CRO governance model.
• Provide regular visibility to the VP of Sales and CRO on client status, risks, and growth progress.

Required Qualifications

• 8–12 years of experience in enterprise client-facing roles within professional services, consulting, engineering, or complex B2B environments.
• Demonstrated ability to manage complex client relationships and multiple stakeholders, influencing outcomes without formal authority.
• Experience operating in matrixed organizations, coordinating sales, technical, and delivery teams.
• Strong communication and relationship management skills, with comfort engaging senior client stakeholders.
• Bachelor’s degree required; advanced degree or equivalent experience preferred.
• Prior experience in consulting or transformation-oriented environments.
• Exposure to multi-year, multi-program client engagements.
• Familiarity with technology-enabled or digital transformation initiatives.

Success Measures

• Relationship health and client trust
• Retention and expansion readiness of assigned clients
• Quality and governance of growth opportunities
• Effectiveness of internal orchestration
• Absence of unmanaged escalations or delivery surprises

ROLE-SPECIFIC ADDENDUM

Position Context

Radix has worked with some of the largest pulp and paper companies in the world, including International Paper, Georgia Pacific, and Westrock amongst others. We’re in growth mode and are expanding our commercial team. We’re specifically focusing on adding proven, commercially capable talent with market knowledge, enterprise client engagement acumen, digital trasnformation services delivery know-how, and existing client relationships to drive and have our own commercial relationships with our clients. This position will ensure enterprise clients in the pulp & paper industry and Radix achieve successful outcomes by paring client needs/objectives/strategy initiatives with Radix’ solutions and capabilities. Although the technical team will be responsible for technical proposal and delivery, the Client Manager will define where, why, how, and with whom we will succeed in assigned accounts and provide the necessary client specific insights to ensure commercial success. The Client Manager will be responsible for positioning Radix services across scopes ranging from short-term assessments, base system upgrades, technology roadmaps, multi-site improvement/optimization initiatives all the way to large-scale digital transformation initiatives. The ability to form and maintain a trusted advisory relationship with clients is paramount.

Required Domain / Industry Experience

• Demonstrated commercial acumen – proven ability to engage with clients at the executive level (CEO/CIO/CDO/CFO, VP Innovation, VP Discruption, VP Supply Chain, VP Operations, VP Technology, etc) to position transformative enterprise deals
• Experience engaging in both enterprise headquarters as well as experience traveling to and engaging with site personnel (plant manager, manager operations, operational excellence, etc).
• Project based digital transformation Services Delivery sales experience
• Pulp & Paper industry experience and relationships
• Pulp and Paper network across ecosystem players
• Pulp and Paper digital Technology Stack familiarity
• Prior experience delivering digital transformation to the pulp and paper industry
• Experience pursuing and closing multi-level, multi departmental deals
• Experience pursuing and closing multi-month pursuit cycles

Client & Portfolio Characteristics

• The Client Manager will be responsible for managing approximately 10-20 multi-billion dollar enterprise accounts.
• US & Canada focus with some potential to engage European and other global clients
• Focus on integrated pulp/paper/box plant clients
• Experience with specialty paper is a plus but not strictly required

Technical or Capability Focus

Examples:

• Digital transformation execution know-how
• Data platforms – historians such as Aveva PI, Aspen IP.21, Dataparc and view layers such as Pi Vision, ParcView, etc. Familiarty with MES layers, familiarty with process control and APC.
• OT/IT integration – leveraging cloud solutions to drive enterprise value. Contextualization layers, cloud analytics,
• Process/Energy optimization
• Supply chain optimization

Success Profile for This Assignment

The most successful candidates will have the ability to dream the deal and work with internal and external stakeholders to make it happen. Success will require going above and beyond to source deal flow and not rely exclusively on our marketing campaigns or inbound inquiries. Success in this assignment requires credibility with operations leaders, the ability to translate digital concepts into business value, and strong orchestration skills across technical and delivery teams.

Ideal but not strictly required:

· Pulp mill operations experience

· Pulping Process know-how

· Software Sales and Software Services experience from edge to plant to cloud.

· Familiarty with AI/ML

· Experience presenting at industry events

• Contract Negotiation capability including Master Service Agreements