Fort James

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Building top sales force is key to successful change in business model

The Client
Fort James Corporation is a leading international consumer products company, producing paper-based products such as tissues and toilet paper for use in both private residences and public establishments. Popular brands include Brawny, Dixie, Mardi Gras and Soft 'n Gentle. Fort James is a major competitor in its marketplace, with annual sales of $7.2 billion and 60 manufacturing facilities in the U.S., Canada and fifteen other countries. They employ approximately 28,000 people worldwide.

The Challenge
Fort James' business objective was to remain a strong competitor in the paper products market as they switched from a broker network to a direct sales business model. The biggest hurdle would be building a top rate sales team that could maintain current sales figures. This would be a big change for Fort James since they had not needed to manage sales in the past.

The Solution
To spearhead the project, Fort James turned to their long-time PrincetonOne recruiter. The recruiter outlined a long-term plan that included the hiring of at least 60 account managers, sales managers and marketing personnel that would comprise the sales team. Within two years, the sales infrastructure was in place and plans for more gradual expansion were taking shape. All future hires will be handled through Fort James' PrincetonOne account executive who will work as the single point-of-contact between Fort James and PrincetonOne.

For further information, please contact:
Jeff DiPaolo
Vice President, PrincetonOne
(440) 243-5151 Ext 225
Jeff.DiPaolo@PrincetonOne.com

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