Director of Sales, Packaging

Algonquin IL
Posted 6 days ago

One of our clients in the Algonquin, IL area is seeking a Director of Sales.

The company is a 30 year old custom packaging and manufacturing company that specializes in selling to the Beauty, Food, Health and Chemical markets.

We’re looking for somebody that can be in a player/coach role (selling 60% of the time and managing 40% of the time) and there is flexibility to work from home.

As you grow the team, our expectation is for you to be managing more and selling less.

However, 80% of your selling will be managing current clients and growing them.  In other words, you will very rarely be going after completely cold business.

Sales Role – 60% of time

  • Be a diligent “hunter” … qualify, identify and close new accounts and sales opportunities
  • Develop and manage strategic relationship with all customers
  • Retain and grow existing accounts, while managing target account margins
  • Achieve assigned performance metrics, activity and results
  • Be a collaborative team member
  • Deliver proposals/price quotes
  • Stay current on industry trends and competitive landscape
  • Be dedicated to personal career development … continue training and education
  • Develop account sales budgets and penetration plans with management
  • Educate and train customers around industry trends and capabilities
  • Support Account Managers and other team members in order to maintain and improve customer satisfaction levels
  • Populate CRM system with all sales and opportunity activity
  • Develop and make presentations about products and services to prospects and customers

Sales Manager – 40% of time

  • Develop overall company sales strategy that is in alignment with the overall company growth strategy as developed by the Leadership Team
  • Achieve assigned performance metrics … activity and results
  • Design and deploy sales and marketing support systems and tools to improve sales productivity and performance
  • Develop and execute strategic staffing and recruiting plan for the Sales, Customer Support and Marketing Teams
  • Lead, Manage (coach and mentor) and hold Accountable all members of the Sales, Customer Support and Marketing Teams for their performance
  • Participate as a member of the Leadership Team
  • Develop annual sales quotas for teams and territories, projecting expected unit sales volume, revenue dollars and profit dollars for existing and new products
  • Design and assign performance metrics and accountabilities for the Sales, Customer Support and Marketing Teams
  • Design and implement lead generation and client retention strategies designed to increase sales and enhance gross profit margins by analyzing trends and results
  • Develop sales pricing processes and guidelines by monitoring costs, competition, and supply and demand
  • Develop expense budgets
  • Mentor, evaluate and train members the Sales, Customer Support and Marketing Teams
  • Develop sales and marketing compensation plans that drive the desired behavior
  • Develop annual sales award programs
  • Conduct regular sales and marketing team meetings and 1-2-1’s with members
  • Make joint sales calls with sales team, as needed
  • Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.

Authority:

  • Establish product and pricing strategy; set pricing per deal as necessary up to a 5% discount off list pricing on deals less than $25,000
  • Discipline employees as needed within HR guidelines
  • Manage company expenses within guidelines
  • Commit to ship/delivery dates within guidelines

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