Sales Leadership RR&Es 2011

1. Sales Leadership RR&Es 2011

2. Role : Director of Sales – EAST/WEST Responsibilities : Responsible for the sales strategy and execution of that strategy in half of the Fine Paper North American trade area. Responsible for the direction and development of a regional sales organization. Accountable for sales performance in the region by delivering results in volume, revenue, and mix to meet NP Fine Paper objectives. Manage strategic customer relationships at head-quarter levels to protect and grow NP Fine Paper market share with each key customer. Manage regional selling expenses in line with corporate budget objectives and scale of business. Expectations : Measure performance of sales team by utilizing the framework of DSMP model for Distribution, Sales, Mix and Profit Develop a viewpoint of customer profitability with Max tools provided by business analyst to assist in strategy with key customers Create and support development plans for high potential sales people to build bench strength in line for succession planning Manage Strategic Account Planning in a regular cadence with management levels of key customers utilizing scorecards to track and measure results Drive sales and marketing programs with key customers to achieve mutually agreed upon sales plan objectives. Drive Supply Chain programs with customers in collaborative effort between sales team and market area CLM (Customer Logistics Manager) Protect and grow share with key customers. Target a minimum of 45% or greater share of total customer WTC sales. Manage customer credit communications as first line responders when credit team requests support for slow pay and unearned discounts Meaningfully differentiate for customers our supplier position vs. our competition in the marketplace to position NP as “desired, not required”. Support technology applications including all customer facing applications including Oracle and a full EDI suite. .

3. Role : Director of Sales – Packaging and Label REVIEW THIS SLIDE WITH EAC Responsibilities : Responsible for the direction and development of a sales group of specialists focused on growth in the packaging and label channel. Accountable for sales performance in North American markets by delivering results at or above forecast in volume, revenue, and mix to meet NP Fine Paper objectives. Develop and Direct our focus on end users and specifiers for both packaging and label business to grow our share in this channel Manage strategic customer relationships at head-quarter levels for key accounts to protect and grow NP Fine Paper market share with each key customer. Manage selling expenses for specialists team in line with corporate budget objectives and scale of business. Expectations : Measure performance of sales team by utilizing the framework of DSMP model for Distribution, Sales, Mix and Profit Develop a viewpoint of customer profitability with Max tools provided by business analyst to assist in strategy with key customers Create and support development plans for high potential sales people to build bench strength in line for succession planning Manage Strategic Account Planning in a regular cadence with management levels of key customers utilizing scorecards to track and measure results Drive marketing programs with key customers to achieve mutually agreed upon sales and marketing plan objectives. Develop and implement sales initiatives that drive new business by focusing on end users, printers, designers to create pull through of product sales Drive Supply Chain programs with customers in collaborative effort between sales team and market area CLM (Customer Logistics Manager) Protect and grow share with key customers. Meaningfully differentiate for customers our supplier position vs. our competition in the marketplace to position NP as “desired, not required”. Support technology applications including the use of the Oracle Sales Reporting System, SPOT and new blackberry and iPod Touch applications. .

4. Role : Specialty Accounts Responsibilities : Responsible for the sales and account management of all top specialty customers purchasing both custom and branded products direct Accountable for sales performance of these accounts by delivering results in volume, revenue, and mix to meet NP Fine Paper objectives. Manage strategic customer relationships at headquarter levels to protect and grow NP Fine Paper market share with each key customer. Drive innovation in sales, marketing and supply chain programs with strategic partners Manage selling expenses to support growth with strategic direct customers in line with corporate budget objectives and scale of business. Expectations : Plan, develop, and execute market selling plans for each strategic partner specialty account Create an innovation platform for both Avery Dennison and Taylor Corp aligned with their strategic direction Develop a viewpoint of customer profitability with Max tools provided by business analyst to assist in strategy with key customers Responsible for pricing, contract negotiation, conflict resolution, and accountability for results with each key customer. Develop marketing programs with CMM (Customer Marketing Manager) and key customers to achieve mutually agreed upon sales and marketing plan objectives. Drive Supply Chain programs with customers in collaborative effort between sales team and market area CLM (Customer Logistics Manager) Protect and grow share with key customers. Target a minimum of 50% or greater share of total customer sales in our category. Meaningfully differentiate for customers our supplier position vs. our competition in the marketplace to position NP as “desired, not required”. Support technology applications including the use of the Oracle Sales Reporting System, SPOT and new blackberry and iPod Touch applications. .

5. Role : Director of Sales – Technology Papers • Responsibilities : • Responsible for the development of Sales Strategy focused on opportunities in technology papers including Digital, Color Copy and OEM’s. • Work in conjunction with VP Fine Paper, Sales Directors, CLM’s, Marketing and field sales to achieve sales objectives. Develop marketing and supply chain programs with key customers. Utilize Strategic Account Planning process as primary planning and objective setting tool • Coordinate development of appropriate sales reports, scorecards to support field developed SAP’s. Insure a priority focus on Technology Papers through accountability for performance at the field level • Create an OEM strategy to align Neenah Paper with OEM’s resulting in new product development or alliances that will enhance our technology papers market presence and acceptance. • Identify and evaluate opportunities for cross channel selling strategy between Fine Paper and Technical Products • Coordinate with marketing dissemination of competitive information related to products and strategies Expectations : Achieve budgeted 2011 sales as follows: $4.5 million in defined digital products category, achieve $1.6 million in color copy market. Create customer, channel, and market specific strategies that will drive expected results. Key area of focus will be the merchant distribution channel including paper stores. Insure key markets are adequately supported by local inventory programs to support dynamic growth in the segment. Define markets and expectations for appropriate support with VP Fine Paper and Sales Directors. Develop competitive benchmarking process to insure product parity or superiority Interface with marketing in the development of appropriate sales training, sales tools and brand/product strategies. Evaluate current knowledge base and training needs to insure sales expertise and develop educational programs for sales (ex. R.I.T.) Evaluate current knowledge base and training needs for appropriate Technical Products opportunities

6. Role : District Sales Manager Responsibilities :REVIEW THIS SLIDE WITH BJH (for WRM) Responsibility for the direction and development of a District Sales Team that covers at least 3 top 10 market areas. Accountable for sales performance in the district by delivering results in volume, revenue, and mix to meet NP Fine Paper objectives. Manage strategic customer relationships at regional levels to protect and grow NP Fine Paper market share with each key customer. Drive sales, marketing and supply chain programs with key customers through the Strategic Account Planning process Manage selling expenses for the District in line with corporate budget objectives and scale of business. Expectations : Plan, develop, and execute market selling plans with direct reports for each major market area Focus selling efforts 40% on printers, designers, agencies and end users, 30% on managing merchant accounts and 30% on new or direct account development. Lead team to prospect, develop new business by implementing a target account process. Create and build selling expertise in the areas of pricing, contract negotiation, conflict resolution, and accountability for results with each key customer. Utilize the Strategic Account Planning tools and scorecards meetings to protect and grow share with key customers. Drive marketing programs with key customers to achieve mutually agreed upon sales and marketing plan objectives. Drive Supply Chain programs with customers in collaborative effort between sales team and market area CLM (Customer Logistics Manager) Protect and grow share with key customers. Target a minimum of 40% or greater share of total customer WTC sales. Meaningfully differentiate for customers our supplier position vs. our competition in the marketplace to position NP as “desired, not required”. Support technology applications including the use of the Oracle Sales Reporting System, the website, SPOT , blackberry and iPhone applications. .

7. Appendix