As the Director of Sales for packaging products, you will be selling a variety of packaging consumables (Boxes, Labels, Packing & Shipping Supplies, Storage Racking, etc.). You will start as an individual contributor without direct reports, calling on potential clients and leveraging other divisions' large sales teams and client base to grow the packaging consumable business. As you develop the business and grow the division, the next step will be to hire and manage a small sales team. You will sell to various clients and companies that purchase packaging consumables across all industries (Food & Beverage, Manufacturing, Automotive, Retail, Printers, etc.). The decision-makers are primarily warehouse managers, purchasing departments, mid-level managers, and sometimes C-level executives. This newly created role reports to the Vice President of Packaging, manages national accounts, performs market research and development, and identifies ideal and targeted accounts, sales, marketing, and promotion strategies. The territory is Canada-wide, requiring a minimum of one week a month of overnight travel. The base salary is $160,000 - $170,000 plus commissions. 

COMPENSATION & BENEFITS:

• $160,000 to $170,000 Base Salary, Plus Bonuses

• OTE in the first year is $185,000 - $215,000

• OTE in the second year is $195,000 - $225,000

• Health Benefits - Company Paid

• Company Pension Plan

• Profit Sharing (Companywide Bonus)

• Expense Account

• Monthly Vehicle Allowance

• Education Reimbursement

• Laptop

• Cellphone

• Company Social Events

THE COMPANY & CULTURE:

Our client is a leading distributor of commercial print and business papers, specialty products, and graphic solutions. They are a family-owned company that has been in business for 100 years with over 600 employees, 19 regional locations, and custom manufacturing facilities across Canada. The parent company is one of the largest pulp, paper, packaging, tissue, newsprint, and plywood distributors, with over 2300 employees in 48 cities across North America and 26 countries worldwide. The packaging consumable business is underdeveloped; they are a minor player with significant growth potential. They recognize their employees are the most valuable resource and believe in cultivating talent. Competitors include companies like U-Line, Bunzl, and Crawford Packaging, and it is a highly competitive space. Top clients include Staples, Transcontinental Printing, and John Deere, among others. 

OFFICE LOCATION & SALES TERRITORY:

• Head office is in Woodbridge

• Work from Office 3 days/week

• The sales territory is Canada-wide.

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS:

• Must have a minimum of 5+ year in a similar role

• Strong industry knowledge and understanding of packaging materials, processes, and equipment

• Experience developing strategy, marketing programs, and presenting to the executive team.

• Strong knowledge of product marketing and brand management

• Strategic sales planning and budgeting skills

• Superior ability to lead and elevate employees

• Ability to manage multiple projects and priorities

• Ability to identify and maintain knowledge of key contacts within the region and establish multi-level relationships

TECHNICAL SKILLS:

• Excel - Intermediate

• PowerPoint - Expert

• Word - Expert

• Google Drive/Docs - Intermediate

• Online Demos - Expert

THE PRODUCT / SERVICE / SOLUTION

• Boxes

• Labels

• Packaging and Shipping Supplies

• Janitorial & Seasonal Supplies

• Safety Supplies

• Storage Racking Solutions

• Material handling equipment

• Moving supplies

• Any consumables required for packaging.

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION-MAKER(S):

• Retail

• Office Supplies

• Food Processors

• Food Packaging

• Manufacturing

• Brewing and Beverage

• Industry, Distribution

• 3rd Party Logistics & Freight Handlers

• Industrial Manufacturing

• Automotive Manufacturing

•  Construction & related suppliers

•  Essentially, any business vertical that requires packaging consumables.

• The decision makers are primarily warehouse managers, purchasing departments, mid-level managers, and, in some cases, C-level executives.

• Final decision makers on the client side: Warehouse Manager, Purchasing Manager, or Mid-level Manager

SALES CYCLE / PRODUCT VALUE / ACCOUNT SIZE:

• Average project size is $1,000 +

• Average revenue by customer is $100K +

• Average length of sales cycle is up to 12 months

COMPETITIVE ADVANTAGES:

• Customized Solutions

• National Footprint and Global Buying Power

• Can leverage existing client relationships from other divisions within the company

TYPICAL DAY & DUTIES:

Key Responsibilities

Under the guidance of the Vice President of National Packaging & Facility Solutions, the Sales Director-National Packaging Accounts will be instrumental in evolving the growth of our client's packaging business across national and multi-region geographies.

Strategic Sales and Business Development:

• Identify and pursue new customer account opportunities and leverage existing accounts to build comprehensive programs across multiple regions within the packaging segment.

• Develop and execute strategic plans to achieve sales targets and revenue goals.

• Ensure seamless communication of the status of programs and the achievement of regional performance targets to VPs, General Managers, and Sales Consultants

Customer Engagement:

• Maintain direct and meaningful interactions with critical regional and national customers, ensuring their needs are understood and met;

• Negotiate contracts with clients, ensuring terms are mutually beneficial and aligned with company policies

Strengthened Relationships:

• Work closely with local sales, administration, warehousing & logistics teams to ensure seamless fulfillment of customer requirements

• Collaborate with marketing teams to develop materials and campaigns that promote packaging solutions across multiple geographic regions

• Establish and maximize trusted partnerships with key vendors to effectively achieve strategic initiatives and goals

Marketing Investment and Innovation:

• Actively contribute to identifying product lines and untapped opportunities to drive growth.

Participate in regional marketing initiatives and support the production of strategically tailored promotional pieces

• Stay abreast of industry trends, market dynamics, and emerging technologies in the packaging industry

Leadership Development:

• Provide exceptional leadership, motivation, and developmental guidance while upholding accountability to management and sales staff within each region;

• Leverage dedicated sales consultants to target sales opportunities across multiple regions.

• Remain flexible and adaptable to changing trends and dynamics within the packaging industry.

• Take on other duties as assigned.

 OVERNIGHT TRAVEL:

• 25% +/- (5 days +/- per month)

 SUPPORT & TRAINING:

• Job Shadowing

• Self-directed/Ad-Hoc

• Off-Site Training (supplier tours, etc.)

• External Courses & Certifications

• 3-4 weeks of sales training

• 3-4 weeks of technical training

WHY YOU SHOULD APPLY:

• Career Advancement Opportunities

• Work-Life Balance

• Strong Reputation within the Industry