Sales Director

Director of Sales – Packaging Cost Strategy

A growing organization focused on helping food manufacturers and restaurant brands improve how they buy packaging is seeking a Director of Sales to expand market presence and build relationships with procurement and supply chain leaders across North America.

This role works directly with companies that purchase large volumes of paper and plastic packaging, helping them develop strategies to better understand supplier pricing, negotiate more effectively with packaging manufacturers, and reduce packaging costs.

The organization’s approach centers on helping clients build a strategy that gets them to the price they should be paying for packaging — not simply accepting the price offered by suppliers.

This is an ideal opportunity for a sales professional who understands the packaging supply chain, manufacturing cost drivers, and procurement decision-making within the food processing and foodservice industries.

The role involves long sales cycles, executive-level engagement, and consultative selling with procurement and supply chain leaders responsible for packaging spend.

Key Responsibilities

• Develop new business with food manufacturers, restaurant brands, and foodservice organizations seeking to improve packaging procurement strategies.
• Engage senior leaders across procurement, supply chain, operations, and packaging development teams.
• Help organizations better understand packaging supplier pricing structures and cost drivers.
• Support customers in developing strategies to negotiate more effectively with packaging manufacturers.
• Manage complex sales opportunities from initial engagement through contract close.
• Expand relationships within existing client accounts and identify opportunities for additional initiatives.
• Partner with marketing to generate pipeline through targeted outreach, industry engagement, and thought leadership.
• Represent the organization at packaging industry events, food industry conferences, and customer strategy meetings.
• Maintain visibility into pipeline activity and client engagement metrics.

What You Bring

• 5+ years of B2B sales experience working with the packaging industry, particularly with companies serving food processors or restaurant markets
• Strong understanding of paper packaging, plastic packaging, and foodservice packaging products
• Experience engaging procurement, supply chain, or operations leadership responsible for packaging purchasing decisions
• Ability to discuss packaging cost drivers, manufacturing economics, and supplier pricing structures
• Demonstrated success managing long-cycle, consultative sales processes
• Excellent communication, negotiation, and relationship-building skills
• Bachelor’s degree or equivalent professional experience
• Successful candidates understand how packaging purchasing decisions are made and the operational realities behind packaging manufacturing.

Relevant knowledge may include

• Packaging product development and design considerations
• Cost drivers in paper and plastic packaging manufacturing
• Packaging manufacturing processes and equipment considerations
• Supplier pricing structures and procurement strategies
• Total cost of ownership for packaging programs
• Negotiation dynamics between packaging buyers and packaging manufacturers

Candidates who have worked closely with packaging procurement teams, packaging engineering groups, supply chain leaders, or packaging manufacturers will excel in this role.

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