Sales Director, Printing & Packaging
Michelman
 Cincinnati, OH

Currently, we have a great opportunity available for a Sales Director to join our Printing & Packaging Group, which can be performed remotely, working from a home office. You will lead the financial success and profitable sales growth to meet aggressive organizational goals.

This dynamic role will help increase sales growth into the Printing & Packaging industry. You will collaborate with scientists, business development, and marketing to create new solutions to technical problems in this industry. You should have a natural curiosity to understand your customers' challenges, structure and industry value chain and will find opportunities to use Michelman's expertise to develop and sell technical solutions. You will also enjoy achieving these goals in a collaborative environment, with objectives that are aligned with the business plan.

Primary Responsibilities

  • Lead and engage a team of remote Key Account Managers, Territory Sales Managers and Inside Sales Representatives
  • Establish individual sales and performance targets for sales associates to ensure achievement of Annual Sales Plan
  • Lead by example, coach, and monitor associate performance; Provide feedback (positive and improvement-oriented), training, coaching and support for associate's personal development plans and goals
  • Conduct key account and customer reviews on a periodic basis
  • Review customer account strategies and monitor progress and areas of concern
  • Intervene in accounts, projects or with customers, as required
  • Participate in sales calls with Territory Sales Managers and Business Development Managers to assist with challenging accounts or projects, stay up-to-date with market issues and provide coaching to your direct sales team
  • Maintain appropriate staffing levels by recruiting, selecting, orienting, training and engaging associates
  • Approve pricing policies and strategies, as appropriate, to support the overall sales strategy
  • Work closely with marketing to launch new products, voice of customer programs, and innovation dialogues in order to drive new sales through Michelman's Concept to Commercialization process
  • Monitor use of sales tools by direct reports and ensure maintenance of customer, sales and project information, observing established processes
  • Prepare reports, including forecasting
  • Managing the team to excellence in sales forecasting, in partnership with Michelman's Supply Chain organization to meet customer demand
  • Ensure Territory Sales Managers follow up on leads generated and tracked through inside sales, following established program, and provide appropriate feedback regarding disposition
  • Maintain professional, technical and leadership knowledge by attending educational workshops, reviewing professional publications, establishing personal network and participating in professional societies
  • Increase sales velocity and manage our customer segmentation
  • Assist colleagues with questions/issues within your area of expertise/responsibility
  • Collaborate within a matrixed global environment

Other

  • Approximately 50% travel by car and plane to support Territory Managers & Key Account Managers in order to visit a diverse base of customers
  • Perform related duties as assigned or as the situation dictates

Critical Competencies, Knowledge, Skills, and Abilities

  • Experience in web-based converting required
  • Experience leading and/or managing others effectively, including motivational skills, coaching & relationship building
  • Understanding of the Printing & Packaging industry such as Digital Printing, Film & Paper Converting, Flexible Packaging, Paper Converting & Specialty Printing – market, competitors, large customer opportunities
  • Ability to solve problems
  • Knowledge and enthusiasm for sustainable packaging
  • Effective sales and negotiation skills
  • Ability to collaborate with external and internal teams
  • Strong interpersonal skills including verbal communication and written communication

Education and Experience

  • Bachelor's degree in a technical field or equivalent experience; Master's preferred
  • 7 years' experience successful selling in the Printing & Packaging industry
  • 3 years' leadership experience
  • Chemistry knowledge

Work Hours

Michelman's standard work hours for this role is Monday – Friday from 8am – 5pm EST.

Note: The statements above are intended to describe the general nature and level of work being performed by people assigned to the job. They are not construed to be an exhaustive list of responsibilities, duties and skills required of personnel. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

About Michelman

Michelman is proud of the values-focused work environment that we have crafted. We pride ourselves in our focus on our values of integrity, respect, and success. With our dedication to your technical and professional growth in addition to our rigorous onboarding experience, we guarantee that you will find yourself challenged in new ways. We offer an excellent salary, incentive and benefits package in a dynamic, empowered team environment.

No phone calls please. Michelman does not hire individuals who use tobacco products. All candidates will receive a drug test prior to beginning employment which will include a test for tobacco products.

It is Michelman, Inc. policy to seek and employ qualified persons in all jobs in a manner which will ensure equal employment opportunity as well as administer personnel actions in a manner as to not discriminate against any person on the basis of race, religion, national origin, age, sexual orientation or disability. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Michelman is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans