Job description

The Director of Packaging Accounts is responsible for leading the pursuit of expansion and renewal business with a set account base. A successful DPA will coordinate the complete sales cycle process and lead the cross-functional pursuit team (Operations, Pricing and Sales) providing clear direction on strategy to include pricing, service, value proposition and presentation message. The focus for this position is on expansion and renewal of existing business, margin protection and sales and operations coordination.

Director of Packaging Accounts

The Director of Packaging Accounts acts at the company’s leader in achieving the long-term loyalty of our customers and managing all sales activities in the IPD. This is accomplished through a combination of taking ownership of key account relationships and providing leadership, motivation and direction to our sales force. Ultimately, this position is the focal point in our company’s long- term strategy to develop expansion sales growth through in-depth selling with IPD customers and through the acquisition of new statements of work with those customers.

Responsibilities

• Manage and oversee the IPD’s sales direction and functions, including development of sales techniques, approaches and measurement standards.
• Strive to exceed the company’s sales volume and margin objectives.
• Manage, support and cultivate the development and growth of the IPD sales force.
• Nurture the close working relationships with our valued customers.
• Maximize account penetration via in-depth selling.
• Coordinate efforts between the company’s sales force and operations to achieve excellent customer service.
• Ensure that the company’s IPD sales force alerts senior management to any possible customer problems by immediately communicating complete and accurate information to all parties involved within the company.

• Respond swiftly, thoroughly and effectively to customer crises to assure satisfactory resolution. Conduct regularly scheduled reviews with the company’s IPD sales force to discuss in-depth account reports, new opportunities, customer problems, competition, industry swings, new product information and introduction and organizational relationships.
• Act as the point-person for all departments when sales-related issues arise.
• Establish selling prices, manage customer pricing agreements and approve deviations within company policy.
• Support and assist in the implementation of all company policies including credit and collections policies.
• Lead regular sales meetings.
• Measure success of the team through use of a CRM
• Develop and maintain a yearly business plan that includes programs for improving the profitability of the IPD Account base.
• Contributes to building a positive team spirit.
• Inspires and motivates employees to perform at a high level.
• Make recommendations to the company for better results, which should include better methods, systems and procedures.
• Select, hire and train sales team.

Ideal Candidate Experience

• Five or more years in managing and leading a sales team with annual sales exceeding $50 million.
• 10 or more years either selling packing to Fortune 500 manufacturing firms or leading a sales team selling into these companies.
• Proven ability to create and negotiate large, Long Term Supply Agreements.
• Proven track record of recruiting, hiring and training sales talent.
• Proven track record of creating sales budgets and attaining associated quotas.
• Ability to quickly learn new product lines.

Education

Bachelor's degree business administration, material handling, finance, or related field. MBA is a plus.

Skills

• Ability to listen, write and speak, inform and give instructions effectively
• Develops and delivers effective presentations
• Effective interpersonal skills
• Effective negotiation skills

• Demonstrates customer service skills
• Demonstrates problem solving skills
• Ability to manage multiple assignments and tasks, set priorities, and adapt to changing conditions and work assignments
• Ability to effectively think, speak and act without preparation
• Expert experience in price, cost, margin and value analysis
• Professional use of Microsoft Excel

Travel - 50% Travel

Job Type: Full-time

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Schedule:

• Monday to Friday

Supplemental pay types:

• Bonus pay

Work Location: Multiple Locations

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