Director of Sales, Packaging

Responsibilities: Own and drive the execution of sales strategies to achieve profitable growth leveraging direct sales team and national account management resources for the Healthcare markets. Lead the development of market segment and account specific business plans and initiatives to identify, acquire, expand and retain customers and drive profitable revenue growth. Be a source of leadership and inspiration that will foster teamwork and results company wide. Coach, teach and develop members of HC team to achieve optimal performance and job satisfaction. Establish a consistent internal and external sales communication cadence that clarifies priorities, shares customer and market insights, and assigns ownership for follow-up actions. Leverage and drive best in class usage of Salesforce (CRM), LinkedIn Navigator, and other company tools and technology as applicable. Partner with Demand Planning and Sales/Operations teams leveraging S&OP Process from the Customer/Sales point of view, supporting Supply Chain and Operational goals. Drive development and execution of strategic account and capture plans that define customer priorities, decision-makers, competitive positioning, value propositions, cross-selling opportunities, action owners, and milestones. Coordinate resources across PPC to present a unified customer solution. Conduct weekly pipeline reviews with direct reports to validate opportunity qualification, customer requirements, decision processes, estimated value, close timing, next steps, and barriers to conversion. Maintain sufficient qualified pipeline to support growth objectives and ensure Salesforce reflects current opportunity status. Achieve or exceed annual new business growth targets (Go Get) by partnering with direct reports to identify and close opportunities. Aid in the design and implementation of a marketing strategy that focuses on short and long term growth objectives. Partner with the Estimating team to analyze pricing trends and win/loss outcomes, identify competitive threats and opportunities, and translate findings into improved value propositions, financial planning, and selling strategies. Maintain overall responsibility for teams personnel issues, including hiring, terminations, employee performance appraisals, succession planning, identifying training needs and developing staff. Maintain close communication with other sales leaders, Marketing, Operations and Engineering to strategize and analyze potential packaging solutions for the marketplace. Continue to leverage and demonstrate the company’s core values, mission, vision, and strategies. Manage departmental budgets, travel, and selling expenses to support business priorities, evaluate return on investment, and achieve approved financial targets. Prepare and maintain sales forecasts and account outlooks; explain material changes, risks, and opportunities to the Chief Revenue Officer and align assumptions with Finance, Demand Planning, and Operations. Build relationships with executive sponsors and key commercial, technical, procurement, and quality stakeholders at strategic accounts. Lead periodic business reviews to assess results, service issues, innovation priorities, and opportunities for mutual growth. Partner with Quality, Engineering, and Operations to clarify customer specifications, documentation expectations, qualification requirements, and change-notification needs before making commercial commitments. Escalate requirements that need technical or quality approval. Facilitate teams on-boarding new business from opportunity development through sampling, trials, qualification, and commercialization. Confirm responsibilities, milestones, and customer communications to support an orderly transition into ongoing production. Lead commercial negotiations within established approval guidelines, coordinating with Finance and other appropriate functions on pricing, payment terms, supply commitments, and contractual risks. Obtain required approvals before committing the Company. Monitor customer retention risks, competitive activity, and service concerns; coordinate cross-functional recovery plans with clear owners and follow-up commitments, and communicate progress to customers and leadership. Review revenue, gross profit, new business wins, retention, pipeline conversion, forecast accuracy, and selling expenses against approved plans. Use results to prioritize account actions, coaching, and resource allocation.

Qualifications: 10+ years of progressively responsible sales experience with at least 5 years of sales management responsibility. BA or BS in Sales, Business, Marketing, or related field required.

Required Skills: Successful track record in leading sales efforts in packaging or print; industry related field. Experience with consultative, solution selling. Proven experience in key account management and targeted cross-selling. Demonstrated ability and desire to train, develop, evaluate and supervise team members. Demonstrated ability to sell ideas, concepts, and programs both internally and externally. Excellent communication and organizational skills, ability to build rapport rapidly. Proven ability to teach sales representatives how to develop new accounts, as well as maintain and renew existing accounts. Proven ability to translate client needs into concrete solutions. Experience setting product/project scope parameters, setting pricing policies, and contract negotiation. Hands-on work style; capable of “doing” and “delegating”.Creative and flexible; capable of generating ideas or building on the ideas of others. Ability to travel as required (up to 50% at times).Proficient with Microsoft Office (i.e. Word, Excel, PowerPoint) and have the capability to learn other software packages. Ability to develop actionable market and account plans, interpret sales and margin data, and translate analysis into clear priorities and corrective actions. Demonstrated discipline in pipeline management, sales forecasting, and CRM data quality, with the ability to coach others in consistent use of sales processes and tools.