Commercial Lead-Food & Beverage

TEMPERPACK•Richmond, VA

9d•Remote

About The Position

The primary role of the Commercial Lead is to build and execute profitable growth strategy in one of TemperPack’s core end markets. The Commercial Lead serves as the voice of the customer and market, owning the commercial lifecycle of new and existing solutions—from opportunity identification and customer discovery through New Product Introduction, go-to-market execution, pricing, contracting, and revenue scale. To be successful, the Commercial Lead partners closely with Product Marketing, R&D, Operations, and Finance to ensure solutions are commercially viable, launch-ready, and aligned with customer value, sustainability goals, and thermal performance requirements. The role includes full ownership of revenue and growth targets, pipeline development, complex deal execution, and strategic customer collaboration, as well as representing TemperPack with senior decision-makers, partners, and at industry events. The role requires the management of direct resources as well as leadership of cross functional teams to ensure success.

Requirements

Minimum 10 years of previous sales or procurement experience in packaging. Cold chain, protective or technical sales experience preferred.
Minimum 5 years sales leadership experience.
Customer oriented with excellent communication, presentation and project management skills.
Consistency in words and actions that demonstrate the core values of teamwork and integrity.
Ability to deeply understand technical aspects of the business.
Fluency in selling change, building ROI and explaining thermal results to stakeholders within prospects’ organizations.
Diligent use of CRM to track sales cycle, plan testing and deployment schedules, document solutions requirements and forecast onboarding timelines.
25-50% travel to company and client locations as needed.
Bachelor’s degree in a related discipline preferred, or similar professional experience.

Responsibilities

Serve as a subject matter expert in the company’s strategic planning process, representing the voice of the customer, market dynamics, and commercial feasibility.
Own the commercial aspects of New Product Introduction. Provide structured customer, market, and competitive input into the product roadmap owned by the NPI team. Ensure roadmap priorities are grounded in validated customer demand, willingness to pay, and scalability considerations
Collaborate cross-functionally with R&D, operations, marketing, and sales to ensure products are commercially viable, launch-ready, and positioned for successful market adoption.
Lead opportunity identification, customer discovery, and business case development for new solutions.
Partner closely with Product Marketing to shape and execute go-to-market strategies for new and existing solutions.
Own revenue and growth targets for assigned products, segments, or customer groups. Develop and execute growth plans that balance new customer acquisition, expansion within existing accounts, and penetration of priority verticals. Monitor performance against targets, identify gaps, and proactively adjust commercial strategies to deliver sustainable, profitable growth.
Lead the development and execution of pricing strategies in close collaboration with finance and operations. Ensure pricing decisions reflect cost realities, supply chain constraints, customer value perception, and long-term profitability goals.
Partner with finance and operations to understand profitability drivers and incorporate them into customer negotiations, GTM strategies, and account management decisions.
Own strategic customer collaboration plans with key accounts and partners. Act as the senior commercial point of contact for priority customers, ensuring strong alignment between customer needs and TemperPack’s innovation, growth, and sustainability objectives.
Able to analyze the market, define new addressable targets and prioritize prospecting efforts to build a robust and actionable pipeline in this segment.
Responsible for all aspects of the sales process: identifying targets, establishing a pipeline, crafting and delivering compelling proposals to prospective customers, building a network of distribution partners, contract development and negotiation and closing new client business for the Company.
Able to think strategically, adept at selling across levels and roles, delivering compelling customer value propositions and linking solutions to the customer’s ESG strategy and thermal requirements.
Build successful partnerships with key decision makers, provide on-going strategic insights and continually identify future value-added solutions based on the changing market dynamics and industry trends.
Manage and lead cross-functional teams to ensure we have the required bench strength and SME’s across the organization.