Paul Chesworth

Manage a portfolio of assigned strategic customers: deepening relationships, understanding their business, needs, growth plans, packaging requirements and sustainability goals.

Develop account plans for each key customer: set objectives, strategies, actions and success metrics (revenue growth, margin improvement, share of wallet, new product/solution adoption).

Identify opportunities for value creation: product optimization (cost, performance, sustainability), supply chain/logistics improvements, full packaging solutions, new business models such as e-commerce or circular offerings. Present and negotiate proposals for packaging solutions and services (from concept/design through manufacture, logistics and after-sales) ensuring alignment with customer business objectives. Drive cross-functional collaboration: work with R&D, operations, logistics, procurement, sustainability teams to deliver tailored solutions and ensure service excellence.

Monitor account performance: sales volumes, margins, profitability, service KPIs (on-time delivery, quality, sustainability metrics), and take corrective action where needed. Forecast, track and achieve sales and margin targets for accounts; provide regular account reports and business reviews.

Maintain a high level of customer satisfaction: act as trusted adviser, manage issues/resolutions, ensure continuous improvement and retention of key accounts. Stay updated on market, industry and competitor trends in packaging, especially in corrugated, e-commerce and sustainable logistics packaging; bring insights and shape VPK's offering accordingly.

Represent VPK externally: attend customer meetings, trade shows, networking events, and act as ambassador for our sustainability and innovation credentials. Support the development of new business within the region: identify new potential key accounts, support tenders, drive pipelines, and assist in contract negotiation.

Key Account Manager - VPK Group

(2025-09)

Manage a portfolio of assigned strategic customers: deepening relationships, understanding their business, needs, growth plans, packaging requirements and sustainability goals.

Develop account plans for each key customer: set objectives, strategies, actions and success metrics (revenue growth, margin improvement, share of wallet, new product/solution adoption).

Identify opportunities for value creation: product optimization (cost, performance, sustainability), supply chain/logistics improvements, full packaging solutions, new business models such as e-commerce or circular offerings. Present and negotiate proposals for packaging solutions and services (from concept/design through manufacture, logistics and after-sales) ensuring alignment with customer business objectives. Drive cross-functional collaboration: work with R&D, operations, logistics, procurement, sustainability teams to deliver tailored solutions and ensure service excellence.

Monitor account performance: sales volumes, margins, profitability, service KPIs (on-time delivery, quality, sustainability metrics), and take corrective action where needed. Forecast, track and achieve sales and margin targets for accounts; provi

Business Development Manager - Smurfit Westrock, Mold - Mold

(2014-11 - 2025-09)

Responsible 100% for Smurfit Kappa Mold new business development.

• Set and agree overall, sales targets, objectives and strategy with Sales Director.
• Define and develop new business opportunities.
• Co-ordinate all contact with customers to achieve close liaison at all levels and the consistent promotion of Smurfit Kappa.
• Work closely with Business Development Team, Estimators, Design, Customer Service, Technical and Production to ensure new business goals are achieved smoothly and effectively.
• Operate a market intelligence service and provide samples of competitive products for monitoring.
• Contribute to formation of sales policy and product development.
• Discuss business matters across all customer company levels – Owner, Directors, Managers, Purchasing, Technical, Production etc. and develop excellent and very strong relationships.
• CRM super user.
• Give detailed company, capability and product presentations, which are designed to identify new product development, plan for growth initiatives.
• Focus on increasing business at newly won customers and achieving successfully. Developing new business, all sectors. Produce appropriate sector and customer plans, market surveys etc. Utilise Value Selling techniques to maximise sales opportunities.

Account Manager Packaging & Forest - Walki Ltd

(2007-11 - 2014-10)

€12-13m T/O in total, covering 2 x sales positions Jan 2011-Sept 2013 Selling LDPE/HDPE/PET extrusion coated paper and board into Food, Agriculture, Building, Industrial etc. Liaising with suppliers to learn all new developments in paper/board/plastic technology and promote to customer base (Metsa, Billerud, UPM, Iggesund, Sabic, etc into Blue chip customers – Graphic Pkg, Jiffy, MMP, and end users).

• Set and agree overall, sales targets, objectives and strategy with the SBA Director.
• Define and develop new business opportunities.
• Negotiate agreements with customers to achieve Company objectives.
• Identify and record full details of customer equipment, personnel, plans, consumptions, end-uses, markets, competitive pricing and key factors affecting buying decisions.
• Operate a market intelligence service and provide samples of competitive products for monitoring.
• Contribute to formation of sales policy, product development and purchasing strategy for SBA.

Account Manager - Hydro Polymers Ltd - Co. Durham

(2001-09 - 2007-11)

• Achieve planned sales objectives in designated area (Technical and Performance Products), whilst developing and maintaining long-term customer relationships at new and existing accounts.
• Co-ordinate market data for designated Product Groups to facilitate focused sales and technical activity by enhancing input to strategic thinking.
• Achieve or exceed sales and contribution targets by maintaining regular customer contact, negotiating to achieve agreed optimized objectives and promoting the company image.
• Establish customer data, and then prepare sales forecasts as an aid to short and long-term production and corporate planning.
• Conduct annual U.K. market surveys in the designated product group, and recommend strategic sales and technical action to enhance market position.
• Led Hydro TPE Vaycron Team, looking into new product areas, opportunities above the existing typical markets.

External Sales Co-coordinator - AlphaGary Ltd - Melton Mowbray

(1999-09 - 2001-10)

In 2000, I increased AlphaGary's Wire and Cable Sector by volume and gross margin. This led to me being wholly responsible for the UK General Purpose TPE & PVC Extrusion Sector; Medical Sector and Regulated TPE Sector which were more commercially and technically demanding.

• Responsible for initiating, developing, and maintaining sales.
• Negotiation with customers, (owners, directors, technical and commercial/purchasing staff), to achieve sales targets and service levels.
• Setting appropriate pricing levels in conjunction with AlphaGary's KPI's.
• Produce appropriate sector and customer plans leading to their implementation.
• Ongoing development of technical expertise.
• Ensure customers fully benefit from AlphaGary support, maintain customer care initiative at all accounts.

Account Manager - EVC Ltd - Helsby

(1992-03 - 1999-09)

• Responsible for establishing, maintaining and developing contacts and relationships with customers (owners, directors, technical and commercial/purchasing staff) to achieve sales targets and service levels.
• Negotiate prices and terms of payment within agreed limits.
• Monitor and report upon Customer, competitor and overall market activities.
• Produce appropriate sector and customer plans leading to their implementation.
• Ongoing development of technical expertise.
• Receiving orders, checking availability and allocating stock as appropriate.
• Raising dispatch documentation and arrange delivery.
• Liaise with production planning to arrange ex-make orders to meet customer requirements and ensure effective & efficient stock holding.
• Provide support to Account Managers and maintain customer care initiative for key accounts.
• Organise campaign production for specific product makes.
• EXPORT OFFICER for the rest of the world & CWE business providing correct and accurate documentation for Customs procedures such as Letters of Credit, Certificates of Origin, all having to meet strict deadlines.

O Level - English Language, Mathematics, Art & Design, Physics, Engineering Drawing, History, Welsh - Ysgol Bryn Offa (1978 - 1983)

A Level - Art & Design; Design, Craft & Technology - Yale VI Form College (1983 - 1985)