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Director of Sales, F+B NA

Date: Oct 26, 2020

Location: Lincolnton, NC, US

Company: Aptar Group

Position Title:  Director of Sales

Location: Charlotte, NC area Mukwonago, WI (areas preferred) or near major airport 

Department:  Food + Beverage Sales

Position Reports To: President, Food + Beverage North America

Open Date: October 26, 2020                                                                    Closing Date: November 9, 2020

 

 

Primary Purpose Summary

Responsible for creation and execution of commercial strategy for defined group of customers, both existing core customers as well as identified targets/prospects, primarily classified as national accounts within our NA Food + Beverage markets.  Work with sales team on objective setting, and support actions of individual team members to drive results.  With support from GMD organization (BDM’s and Regional Marketing), and senior Management, the Sales Director will be expected to drive growth through management of existing core business, penetration of new targeted customers, expansion into new targeted application fields and by leveraging the broad range of Aptar dispensing solutions.

 

Primary Duties & Responsibilities:

Manage existing business with National Account customer ownership

  • Results - working with team of direct reports, meet or exceed annual sales budget, including existing business and growth targets (KPI’s include units, revenue, profit, pipeline value).
  • Leadership – lead your organization in creating and sustaining our competitive advantage with customers.  Involve the necessary internal resources to effectively manage business, and set the standard for service excellence.
  • Support – work with team members to deliver Aptar Food + Beverage innovation presentations and/or application field analysis reviews with customers included in new business development strategy.
  • Value Creation - develop an understanding of the unique environment within each customer (needs, problems, people, opportunities, etc.), and develop a plan to improve penetration and value creation (using Customer Value Management tools) leading to profitable and sustained growth.
  • Relationships - develop meaningful relationships with key customer personnel, targeting Director level and above in various key functional areas. Involve senior management to deepen the relationships between Aptar Food + Beverage and our key existing and prospective customers.
  • Network – create and leverage external networks to strengthen overall position with key customers, as well as gain access/insight to key information related to overall customer strategic direction.
     

Implement targeted customer and territory strategies – as defined through Sales/GMD priority application field targets.

  • Prepare – collaborate with Business Development to understand application field analysis and cascade overall deliverable through sales team to establish defined actions to penetrate customer targets and create new opportunity.
  • Perform - Working with sales team to establish initial meetings, plus plan appropriate follow up meetings and activity to deliver targeted results
  • Apply similar elements as defined above
     

Focus on continuous improvement in leading, developing, selecting and sustaining a world class sales organization capable of exceeding performance expectations for a high growth business.

 

  • Develop and implement best practices to continually improve effectiveness of commercial organization and measurement through KPI’s.
  • Continually learn about new products and industry trends, gaining key technical or competitive insight, and guiding the organization as we expand business in new Application Fields and/or with new technology.
  • Continual assessment and implementation of leading development methods/formal training to be used for enhancing team performance.
  • Build strong accountability within the commercial organization to share information openly, leveraging methods such as Customer Relationship Management to improve information sharing and control effectiveness.
  • Continue to drive proper customer experience centered on creative solutions, service and strong relationships between sales team and customers that add value and result in a defendable competitive advantage.

 

Required Qualifications:

  • Bachelor’s degree, Business concentration preferred
  • Minimum 10 years key account management with minimum three years of sales management or similar experience
  • Packaging experience required with prior Food + Beverage packaging preferred
  • Demonstrated ability to achieve sustained results
  • Strategic thinker, able to develop creative solutions to address customer/market needs and challenges
  • Knowledge of Food and Beverage markets, with a preference for specific experience in this field to include relevant filling process requirements, and how our products/technology will react in our customer operational environment
  • Basic technical proficiency, and capability to understand relevant technology and recognize how these can be applied to generate more effective and efficient customer engagement and management
  • Experience working with large and medium sized clients, including demonstrated capability to navigate organizational complexity to develop key relationships and drive results

 

Other Requirements:

Willing to travel extensively – as much as 60-70%

Overview of Competencies by Cluster

  • Results oriented driver of commercial initiatives that support growth strategies.
  • Proven leadership capabilities
  • Relationship development capability.  Ability to leverage existing network and develop/maintain higher level relationships within customers, co-suppliers, design firms, etc.
  • Strategic thinker, able to develop creative solutions to address customer/market needs and challenges.
  • Excellent communication skills, both verbal and written. 
  • High level experience in commercial contract review and negotiation, including legal and IP matters.
  • Demonstrate a general proficiency in finance and operations.
  • Implement customer value management philosophy.

 

 

 


Nearest Major Market: Charlotte
Nearest Secondary Market: Concord