{"id":4071,"date":"2024-01-16T13:50:57","date_gmt":"2024-01-16T13:50:57","guid":{"rendered":"https:\/\/www.rayonier.com\/stories\/?p=4071"},"modified":"2025-05-08T15:01:52","modified_gmt":"2025-05-08T15:01:52","slug":"what-does-a-timber-marketing-manager-do","status":"publish","type":"post","link":"https:\/\/forestrycareers.com\/stories\/what-does-a-timber-marketing-manager-do\/","title":{"rendered":"Exploring Careers in Forestry: What Does a Timber Marketing Manager Do?"},"content":{"rendered":"\n<p><strong>As the forest products market goes through its ups and downs, Rayonier\u2019s timber marketing managers bring stability to the company by ensuring healthy sales regardless of changes in the economic environment.<\/strong><\/p>\n\n\n\n<!--more-->\n\n\n\n<p>Forestry careers offer a unique blend of working outdoors and contributing to environmental sustainability. In this article, we delve into the role of Timber Marketing Managers, their significance in forestry, and the pathways to becoming a part of this dynamic field.<\/p>\n\n\n\n<ul>\n<li><a href=\"#role\">What is the role of a timber marketing manager?<\/a><\/li>\n\n\n\n<li><a href=\"#importance\">The importance of timber marketing managers in forestry<\/a><\/li>\n\n\n\n<li><a href=\"#valuable\">How valuable is a stand of timber?<\/a><\/li>\n\n\n\n<li><a href=\"#relationship-management\">The value of relationship management in timber sales<\/a><\/li>\n\n\n\n<li><a href=\"#impact\">Understanding the impact of timber marketing managers<\/a><\/li>\n\n\n\n<li><a href=\"#become-a-timber-marketer\">How do you become a timber marketer?<\/a><\/li>\n\n\n\n<li><a href=\"#aspiring-timber-marketers\">How do aspiring timber marketing managers get hands-on experience?<\/a><\/li>\n\n\n\n<li><a href=\"#future-opportunities\">Future opportunities in timber sales<\/a><\/li>\n<\/ul>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"1000\" height=\"563\" src=\"https:\/\/www.rayonier.com\/stories\/wp-content\/uploads\/2024\/01\/Casey_LaCasse_2_hjcy3h.jpg\" alt=\"Forester walking in forest looking up at trees\" class=\"wp-image-4090\" srcset=\"https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2024\/01\/Casey_LaCasse_2_hjcy3h.jpg 1000w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2024\/01\/Casey_LaCasse_2_hjcy3h-300x169.jpg 300w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2024\/01\/Casey_LaCasse_2_hjcy3h-768x432.jpg 768w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><figcaption class=\"wp-element-caption\">Timber Marketing Manager Casey LaCasse assesses a stand of timber.<\/figcaption><\/figure>\n\n\n\n<h2 id=\"role\">What is the Role of a Timber Marketing Manager?<\/h2>\n\n\n\n<p>Timber marketing managers\u2014or TMMs, as we like to call them\u2014sell timber to sawmills, wood pulp businesses, log exporters and other buyers for companies like Rayonier. TMMs work to get the best possible value out of the trees we have invested in and nurtured for decades.<br><br>At a high level, tasks include:<\/p>\n\n\n\n<ul>\n<li>Developing and implementing strategies for a timber sale.<\/li>\n\n\n\n<li>Assessing the quality and quantity of timber resources.<\/li>\n\n\n\n<li>Understanding market demand and trends.<\/li>\n\n\n\n<li>Negotiating contracts with buyers.<\/li>\n\n\n\n<li>Ensuring harvesting practices align with sustainable forestry principles.<\/li>\n<\/ul>\n\n\n\n<p>Timber marketing managers act as a bridge between forestry operations and the marketplace, aiming to maximize profitability while promoting responsible resource management.<\/p>\n\n\n\n<h2 id=\"importance\">The Importance of Timber Marketing Managers in Forestry<\/h2>\n\n\n\n<blockquote class=\"wp-block-quote\">\n<p>Timber marketing managers\u2019 strategic decisions and adaptability contribute significantly to the overall health of the timber market. <\/p>\n<\/blockquote>\n\n\n\n<p>Adapting to changing market dynamics is a cornerstone of the role. TMMs navigate challenging markets, overcome obstacles, and strategically position timber products to thrive in a dynamic environment, showcasing their resilience and strategic foresight.<br><br>\u201cWhen Rayonier <a href=\"https:\/\/www.rayonier.com\/stories\/what-happens-during-a-timber-harvest\/\" target=\"_blank\" rel=\"noreferrer noopener\">harvests timber<\/a>, it needs to be sold no matter what the market conditions are,\u201d says Kevin Pilemalm, our Senior Timber Marketing Manager on the Olympic Peninsula in Washington State.<br><br>Many factors affect timber sales, such as the overall economic climate, weather conditions that impact logging activities, and local production expenses. These factors are in constant flux and can affect costs and logistics. Our TMMs adapt to these changes to get our forest products to markets.<br><br>In addition to this mental calculus, TMMs manage long-standing relationships with <a href=\"https:\/\/www.rayonier.com\/stories\/what-does-a-logger-do\/\" target=\"_blank\" rel=\"noreferrer noopener\">loggers<\/a> and buyers in their local communities, ensuring steady, productive business partnerships.<br><br>Kevin and the other TMMs admit this is a demanding role, but they also relish the challenge of it.<br><br>\u201cIt\u2019s like a jigsaw puzzle,\u201d says Casey LaCasse, one of our Timber Marketing Managers based in Northeast Florida. \u201cYou have to put all these pieces together to make the sale work.\u201d<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"1000\" height=\"389\" src=\"https:\/\/www.rayonier.com\/stories\/wp-content\/uploads\/2023\/06\/logs-2.jpg\" alt=\"Pile of logs after a harvest\" class=\"wp-image-3693\" srcset=\"https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2023\/06\/logs-2.jpg 1000w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2023\/06\/logs-2-300x117.jpg 300w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2023\/06\/logs-2-768x299.jpg 768w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><\/figure>\n\n\n\n<h2 id=\"valuable\">How Valuable is a Stand of Timber?<\/h2>\n\n\n\n<p>The value of a stand of timber depends on various factors. When determining value, Timber Marketing Managers assess the species composition, age, size and overall health of the forest stand.<\/p>\n\n\n\n<p>\u201cTo sell timber, you need to have a strong understanding of the value of trees and what provides that value,\u201d says Casey.<br><br>Many of our TMMs have been in forestry for decades and they understand the factors that impact timber values, such as tree species.<br><br>At Rayonier, we grow several different species. In the U.S. South, we grow pines such as loblolly, slash and longleaf, which require 20 to 25 years to mature. In Washington State and Oregon, hemlocks, firs, and hardwoods require more growing time\u2014sometimes 40 years or more.<br><br>\u201cIn the Pacific Northwest, we grow cedars and other hardwoods,\u201d says Kevin. \u201cSome of our most valuable trees are export logs that we sell to local facilities to ship overseas.\u201d<br><br>TMMs lead teams of foresters that evaluate each stand of trees to determine pricing. In addition to species, these foresters analyze other factors that affect value, including height, diameter, straightness, and quality.<br><br>Foresters record specifications for each stand of trees and TMMs use this data to find the right buyer.<br>TMMs often negotiate directly with prospective buyers, especially if they know a particular buyer\u2019s needs. Other times, they use a bidding system in which they publish the data and buyers bid for the timber.<br><br>By understanding these factors, Timber Marketing Managers can ensure that the value of the timber is maximized.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"1000\" height=\"667\" src=\"https:\/\/www.rayonier.com\/stories\/wp-content\/uploads\/2024\/01\/Timber-Marketing-Manager-Kevin-Pilemalm-8.jpg\" alt=\"Man on the phone working in a forest at a harvest operation\" class=\"wp-image-4091\" srcset=\"https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2024\/01\/Timber-Marketing-Manager-Kevin-Pilemalm-8.jpg 1000w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2024\/01\/Timber-Marketing-Manager-Kevin-Pilemalm-8-300x200.jpg 300w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2024\/01\/Timber-Marketing-Manager-Kevin-Pilemalm-8-768x512.jpg 768w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><figcaption class=\"wp-element-caption\">Senior Timber Marketing Manager Kevin Pilemalm talks to a timber buyer while checking in on a harvest operation.<\/figcaption><\/figure>\n\n\n\n<h2 id=\"relationship-management\">The Value of Relationship Management in Timber Sales<\/h2>\n\n\n\n<p>Developing strong relationships is paramount for Timber Marketing Managers. TMMs engage in effective communication and negotiation to build trust and secure long-term partnerships with buyers, forestry teams, logging contractors, and other stakeholders in the wood product supply chain.<br><br>It\u2019s critical that TMMs understand the value of timber and keep their finger on the pulse of the log market, but selling timber doesn\u2019t come down to a simple math equation.<br><br>\u201cThe highest price doesn\u2019t always get the log,\u201d says Ian Thompson, another Senior Timber Marketing Manager on our Pacific Northwest team. \u201cWe have long-term relationships with our customers. I\u2019m not going to pull wood away from one mill just because another customer we haven\u2019t worked with in years comes up with a big offer that will only last two months.\u201d<br><br>Ian works with about a dozen regular customers, many of them local mills that have a steady demand for our forest products.<br><br>\u201cEverybody\u2019s trying to be profitable and we\u2019re all in this together,\u201d he says. \u201cWe have to get through the down markets and thrive when the markets are good. It\u2019s about nurturing those relationships, keeping them healthy.\u201d<\/p>\n\n\n\n<h3>Hiring the right loggers for Timber Harvesting<\/h3>\n\n\n\n<p>Our TMMs also hire and coordinate with local logging businesses and trucking fleets to harvest our trees and deliver them to buyers. Developing healthy relationships with these companies is just as important to the overall success of timber sales.<br><br>When deciding which contractors to work with, TMMs look at several factors. Here again, it\u2019s not a simple answer where the best bid gets the contract.<br><br>\u201cProductivity is not number one,\u201d says Ian. \u201cFirst and foremost is safety. Then compliance with regulations and sustainable forestry initiatives. And then productivity comes next. We want them to be as productive as is feasible and reasonable. It comes down to hiring good contractors that understand the rules.\u201d<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"1000\" height=\"667\" src=\"https:\/\/www.rayonier.com\/stories\/wp-content\/uploads\/2024\/01\/Alabama_Employees_2023_RHP_20_zu2all.jpg\" alt=\"Two men working at a timber operation discussing strategy\" class=\"wp-image-4089\" srcset=\"https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2024\/01\/Alabama_Employees_2023_RHP_20_zu2all.jpg 1000w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2024\/01\/Alabama_Employees_2023_RHP_20_zu2all-300x200.jpg 300w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2024\/01\/Alabama_Employees_2023_RHP_20_zu2all-768x512.jpg 768w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><figcaption class=\"wp-element-caption\">Timber Marketing Managers and the foresters who work with them consider several factors when deciding which contractors to work with on harvests and deliveries. Here, Technical Forester Josh Petty talks to one of our Alabama contractors.<\/figcaption><\/figure>\n\n\n\n<h2 id=\"impact\">Understanding the Impact of Timber Marketing Managers<\/h2>\n\n\n\n<p>Timber Marketing Managers play a crucial role in balancing economic goals and environmental sustainability. <\/p>\n\n\n\n<p>They contribute to overseeing harvesting practices that minimize ecological impact and ensure compliance with certification standards like a <a href=\"https:\/\/forests.org\/standards\/\" target=\"_blank\" rel=\"noreferrer noopener\">Sustainable Forestry Initiative\u00ae certification<\/a>. Sustainability standard compliance is a vital part of every stage of the forest lifecycle. Learn more about how forestry companies prove they\u2019re sustainable by going behind the scenes on a recent <a href=\"https:\/\/www.rayonier.com\/stories\/how-forestry-companies-prove-theyre-sustainable\/\" target=\"_blank\" rel=\"noreferrer noopener\">sustainable forestry certification audit<\/a>.<\/p>\n\n\n\n<h2 id=\"become-a-timber-marketer\">How Do You Become a Timber Marketer?<\/h2>\n\n\n\n<p>Becoming a Timber Marketing Manager (TMM) is a journey that requires a combination of formal education, practical experience and mentorship from industry leaders. The TMM role requires deep knowledge of forestry as well as communication and negotiation skills\u2014a blend of attributes that takes time to develop.<\/p>\n\n\n\n<h3>Education needed to become a Timber Marketing Manager<\/h3>\n\n\n\n<p>Aspiring Timber Marketing Managers typically pursue degrees in forestry, natural resource management, or a related field. Relevant coursework may cover forest economics, marketing and sustainable forestry practices.&nbsp;<\/p>\n\n\n\n<p>Many of our TMMs have degrees in forest management, which serve as the foundation they have built upon with their time in the industry.&nbsp;<\/p>\n\n\n\n<p>This educational background equips them with the necessary tools to navigate the complex landscape of timber marketing.<\/p>\n\n\n\n<h3>Developing skills through Work Experience<\/h3>\n\n\n\n<p>Many of our TMMs have worked in forestry for decades. Chuck Beck, our TMM in Oklahoma, has been in forestry for 25 years and says his earlier experiences in silviculture (the science of growing trees) gave him a strong knowledge base to build on.<br><br>\u201cI\u2019ve gone through a full rotation,\u201d he says. \u201cThat\u2019s a unique situation to harvest trees that you planted\u2014to get to see the outcome of those genetics.\u201d<br><br>This work experience allows TMMs to intimately understand the entire lifecycle of the timber they market, enhancing their strategic decision-making.<\/p>\n\n\n\n<h3>Taking advantage of mentorship from Industry Leaders<\/h3>\n\n\n\n<p>A key component of career development is leveraging the invaluable insights and feedback from the leaders around you.<\/p>\n\n\n\n<p>Ian started his career with the U.S. Forest Service. He worked on a timber marking crew, painting trees that were to be cut. He also served on a fire crew. And later he worked as a technician in private forestry, selecting trees for thinning operations.<\/p>\n\n\n\n<p>He got negative feedback at one job when he marked trees that the timber cutter said were too close together. The trees\u2019 crowns were intertwined, making it nearly impossible to harvest one without damaging the others.<br><br>\u201cI got a lot of criticism as a young forester,\u201d he says. \u201cIt was good because every bit of that helped me in moving forward.\u201d<br><br>Ian also recommends negotiation courses for aspiring TMMs to develop the skills to relate with customers.<br><br>\u201cCommunication is key,\u201d he says. \u201cIt\u2019s important to ask questions and hear not just what the other person is telling you but also what they\u2019re not telling you. It helps to understand their business needs.\u201d<\/p>\n\n\n\n<h2 id=\"aspiring-timber-marketers\">How do Aspiring Timber Marketing Managers get hands-on experience?<\/h2>\n\n\n\n<p>Gaining practical experience through internships is crucial, and we provide such opportunities through our summer internship programs.<br><br>These programs are designed to immerse upcoming foresters in the industry while providing valuable mentorship. Learn more about <a href=\"https:\/\/www.rayonier.com\/stories\/putting-our-rayonier-interns-in-the-center-of-the-action\/\" target=\"_blank\" rel=\"noreferrer noopener\">our internship programs here<\/a>, and discover how you can be at the center of the action, gaining insights that will shape your future in timber marketing.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"1000\" height=\"667\" src=\"https:\/\/www.rayonier.com\/stories\/wp-content\/uploads\/2024\/01\/Winch-Assist_Machine_Forks_xdhyny.jpg\" alt=\"3 men working at a logging operation and discussing the strategy\" class=\"wp-image-4092\" srcset=\"https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2024\/01\/Winch-Assist_Machine_Forks_xdhyny.jpg 1000w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2024\/01\/Winch-Assist_Machine_Forks_xdhyny-300x200.jpg 300w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2024\/01\/Winch-Assist_Machine_Forks_xdhyny-768x512.jpg 768w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><figcaption class=\"wp-element-caption\">Regularly communicating with contractors and customers is a critical part of a Timber Marketing Manager\u2019s role.<\/figcaption><\/figure>\n\n\n\n<h2 id=\"future-opportunities\">Future Opportunities in Timber Sales<\/h2>\n\n\n\n<p>The future of timber marketing holds exciting opportunities, including technological advancements and sustainable forest management practices.<br><br>Kevin, our Senior TMM in Washington State, says the forestry workforce is aging and will need new talent to fill these roles in coming years.<br><br>\u201cForestry is a good way to earn a living and support a family,\u201d he says.<br><br>He and the other TMMs look forward to welcoming young foresters who want to broaden their skills and learn how to make the most out of every tree we grow.<\/p>\n\n\n\n<p>We hope this article helped you understand the Timber Marketing Manager&#8217;s role, including a comprehensive understanding of the career path, responsibilities, and impact associated with forestry careers in timber marketing. If you\u2019re interested in a TMM career at Rayonier, you can learn more about working for us at <a href=\"https:\/\/www.rayonier.com\/careers\/grow-with-us\/\" target=\"_blank\" rel=\"noreferrer noopener\">rayonier.com\/careers<\/a>.<\/p>\n\n\n\n<div class=\"blogListHubpotForm\">\n  <div class=\"content\">\n    <div class=\"headerCopy\">\n      <div class=\"header\">\n        Never miss a story!\n      <\/div>\n      <div class=\"copy\">\n        Sign up to receive new stories and other Rayonier news.\n      <\/div>\n    <\/div>\n    <div class=\"formWrap\">\n      <script charset=\"utf-8\" type=\"text\/javascript\" src=\"\/\/js.hsforms.net\/forms\/v2.js\"><\/script>\n      <script>\n        hbspt.forms.create({\n          region: \"na1\",\n          portalId: \"4233229\",\n          onFormSubmit: function($form){\n                   ga(\"send\", \"event\", \"Form\", \"Submit\", \"Stories Newsletter Form\"); fbq(\"track\", \"Lead\", { content_name: \"Stories Newsletter Form\" }); sendDataLayerPushFormEvent('Stories Newsletter Form - Blog');\n                },\n          formId: \"9ee8a77e-b037-46cb-b16d-caef7471d325\",\n          version: \"V2_PRERELEASE\"\n        });\n      <\/script>\n    <\/div>\n    <div class=\"disclaimerCopy\">\n      * By subscribing, you agree to receive emails from Rayonier and accept our \n      <a href=\"https:\/\/www.rayonier.com\/privacy-policy\/\" target=\"_blank\" rel=\"noopener\">\n      Privacy Policy\n      <\/a>\n      . You can unsubscribe at any time.\n    <\/div>\n  <\/div>\n<\/div>\n\n\n\n<figure class=\"wp-block-image size-large\"><a href=\"https:\/\/forestrycareers.com\/\"><img decoding=\"async\" loading=\"lazy\" width=\"1024\" height=\"461\" src=\"https:\/\/www.rayonier.com\/stories\/wp-content\/uploads\/2025\/05\/Ray-ForestryCareer-CTA-2-2-1024x461.jpg\" alt=\"\" class=\"wp-image-4697\" srcset=\"https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2025\/05\/Ray-ForestryCareer-CTA-2-2-1024x461.jpg 1024w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2025\/05\/Ray-ForestryCareer-CTA-2-2-300x135.jpg 300w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2025\/05\/Ray-ForestryCareer-CTA-2-2-768x346.jpg 768w, https:\/\/forestrycareers.com\/stories\/wp-content\/uploads\/2025\/05\/Ray-ForestryCareer-CTA-2-2.jpg 1080w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure>\n","protected":false},"excerpt":{"rendered":"<p>As the forest products market goes through its ups and downs, Rayonier\u2019s timber marketing managers bring stability to the company by ensuring healthy sales regardless of changes in the economic environment.<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"ryn_post_video":"https:\/\/youtu.be\/TJ0is6OvoLs"},"categories":[5,63,1],"tags":[10,7],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.8 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>Careers in Forestry: What Does a Timber Marketing Manager Do?<\/title>\r\n<meta name=\"description\" content=\"Understand the role of a timber marketing manager, their significance in forestry and the pathways to have a career in this dynamic field.\" \/>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link rel=\"canonical\" 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