Director of Sales, Healthcare Packaging

PPC FLEX•Buffalo Grove, IL

8h•$135,000 - $185,000

About The Position

The Director of Sales – Healthcare leads, coaches, and develops a national sales team to deliver profitable growth, deepen customer relationships, and strengthen accountability for sales execution. The Director translates business objectives into market, account, and individual sales plans while promoting a company-wide approach to selling PPC’s capabilities and solutions. The role drives execution of the sales strategy for Healthcare markets in support of annual and long-term business plans. It partners with sales leaders and cross-functional teams—including Marketing, Operations, Supply Chain, Engineering, and Finance—to align customer needs with manufacturing capabilities, support product development and customer initiatives, and achieve financial and business objectives. The role balances new business development, existing account growth, customer retention, and disciplined commercial execution. During the Director’s absence, these responsibilities are covered by the Chief Revenue Officer.

Requirements

10 or more years of progressively responsible sales experience, including at least 5 years of sales management responsibility.
Bachelor of Arts or Bachelor of Science in Sales, Business, Marketing, or a related field.
Successful track record leading sales efforts in packaging, print, or a related industry.
Experience with consultative, solution-based selling.
Experience in key account management and targeted cross-selling.
Ability to train, develop, evaluate, and supervise team members.
Ability to sell ideas, concepts, and programs internally and externally.
Excellent communication and organizational skills and ability to build rapport rapidly.
Ability to teach sales representatives to develop new accounts and maintain and renew existing accounts.
Ability to translate client needs into concrete solutions.
Experience setting product or project scope parameters, pricing policies, and negotiating contracts.
Hands-on work style and ability to both perform work directly and delegate.
Creative and flexible approach, including generating ideas and building on others’ ideas.
Ability to travel as required, up to 50% at times.
Proficiency with Microsoft Office, including Word, Excel, and PowerPoint, and ability to learn other software packages.
Ability to develop actionable market and account plans, interpret sales and margin data, and turn analysis into priorities and corrective actions.
Discipline in pipeline management, sales forecasting, and CRM data quality, and ability to coach others in consistent sales processes and tool usage.
Ability to lead cross-functional teams and influence decisions without direct authority while balancing customer needs with manufacturing capabilities, capacity, profitability, and service commitments.
Ability to navigate complex customer buying processes and collaborate with technical and quality stakeholders on specifications, product qualification, and commercialization for Healthcare applications.
Strong executive presentation, negotiation, and business review skills, including communicating value, addressing objections, and building relationships at multiple levels of customer organizations.
Understanding of ISO 13485 certification and supplier/customer requirements.

Nice To Haves

Flexible packaging experience.
Salesforce CRM and LinkedIn Navigator experience.
Experience with clean room flexible packaging.

Responsibilities

Drive sales strategies and use direct sales and national account resources to achieve profitable growth in Healthcare markets.
Develop segment-specific and account-specific business plans and initiatives to identify, acquire, expand, and retain customers.
Promote teamwork and results company-wide, and coach and develop the Healthcare team.
Establish regular internal and external sales communications to clarify priorities, share customer and market insights, and assign follow-up ownership.
Promote effective use of Salesforce CRM, LinkedIn Navigator, and other applicable company tools and technology.
Partner with Demand Planning and Sales/Operations teams through the S&OP process to support Supply Chain and Operational goals.
Develop and execute strategic account and capture plans, coordinating company resources to present unified customer solutions.
Conduct weekly pipeline reviews, maintain qualified pipeline coverage, and ensure Salesforce opportunity information is current.
Achieve or exceed annual new-business growth targets in partnership with direct reports.
Assist in designing and implementing marketing strategies for short- and long-term growth.
Partner with Estimating to analyze pricing trends, win/loss outcomes, competitive conditions, and opportunities, and apply findings to value propositions and selling strategies.
Manage team personnel matters, including hiring, terminations, performance reviews, succession planning, training needs, and staff development.
Communicate with sales leaders, Marketing, Operations, and Engineering about packaging solutions for the marketplace.
Demonstrate and reinforce the company’s core values, mission, vision, and strategies.
Manage departmental budgets, travel, and selling expenses in line with business priorities and approved financial targets.
Prepare and maintain sales forecasts and account outlooks; explain changes, risks, and opportunities to the Chief Revenue Officer and align assumptions with Finance, Demand Planning, and Operations.
Build relationships with strategic-account executive sponsors and commercial, technical, procurement, and quality stakeholders; lead periodic business reviews.
Work with Quality, Engineering, and Operations to clarify customer specifications, documentation, qualification, and change-notification requirements before commercial commitments; escalate matters needing technical or quality approval.
Coordinate onboarding of new business from opportunity development through sampling, trials, qualification, and commercialization, confirming responsibilities, milestones, and customer communications.
Lead commercial negotiations within approval guidelines, coordinate on pricing, payment terms, supply commitments, and contractual risks, and obtain required approvals before making commitments.
Monitor retention risks, competition, and service concerns; coordinate recovery plans and communicate progress to customers and leadership.
Review revenue, gross profit, new-business wins, retention, pipeline conversion, forecast accuracy, and selling expenses against plans, and use results to prioritize account actions, coaching, and resources.
Perform other related duties as requested by the Supervisor/Manager, as business needs require.