Sales Director-Life Sciences

TEMPERPACK • Richmond, VA

1d • Remote

About The Position

TemperPack is a rapidly growing company based in Richmond, Virginia; Lansing, MI and Las Vegas, NV. We design and manufacture innovative, sustainable packaging components for cold-chain shipping of food and pharmaceutical products. The markets we serve have an urgent need for disruptive, sustainable alternatives to replace the wide array of non-sustainable packaging materials conventionally used in the cold-chain, such as Styrofoam coolers. Our aspiration is to provide packaging solutions that customers and end-consumers feel great about using. The primary role of the Life Sciences Sales Director is to position TemperPack to win and grow in the Life Science market. She/he will have deep market knowledge, be able to carefully segment the market in order to assess where to play and win with TemperPack’s product offerings. The Life Science Sales Director will be experienced in complex solution selling and will be able to determine optimal pathways to accelerate growth of sales while maximizing value for TemperPack. This leader will have experience with the unique challenges of Life Sciences for adopting new packaging solutions including testing and approval processes, regulatory requirements, etc. The role includes all aspects of the Sales function: prospecting, matching customer needs with solutions, communication between customers and company, representation of company at events and trade shows, travel to customer sites as often as necessary, and continued evaluation of Company sales efforts and recommended improvements.

Requirements

• Minimum 5 years of previous sales or procurement experience in life science, Cold chain, protective, or technical sales experience.
• Background in engineering, sales, and/or general management with experience in Life Science packaging / materials.
• Strong interpersonal and communication skills.
• Exceptional business and financial acumen, with an ability to envision business pathways to maximize market penetration and value of TemperPack’s solutions.
• Contract development and negotiation.
• High level of energy, motivation, and persistence driven by a strong desire to grow a business.
• Willingness to travel up to 50% as needed.
• Demonstrated ability analyze markets, define new addressable spaces, and prioritize targets to deploy new technology
• Skilled in value-selling and creating compelling, quantified value propositions for clients
• Able to map customer organizations, identify decision makers, and penetrate beyond the wall of customer Procurement
• Strong track record of running deals start to completion.

Nice To Haves

• Cold-chain packaging / materials experience.
• Experience in advocating for sustainable packaging/materials solutions. Deep understanding of the ESG trends in Life Sciences, and how to position the differentiated, sustainable value of TemperPack’s products.
• NA & European market experience.

Responsibilities

• Responsible for all aspects of the sales process: identifying targets, establishing a pipeline, crafting and delivering compelling proposals to prospective customers, building out TCO models, closing and converting new business for the Company.
• Build successful partnerships with client business leads and key decision makers at existing customers that are assigned; provide on-going strategic insights and continually identify future value-added solutions based on the changing market dynamics and industry trends.
• Build pipeline of opportunities where we have high probability to convert.
• Able to think strategically and develop compelling customer value propositions and link solutions to the customer strategy and requirements.
• Track changing market conditions and customer feedback to inform new product offerings and to evolve sales strategy.
• Collaborate across the company, leveraging cold-chain knowledge, tools and other resources to drive TemperPack’s value into the marketplace.
• Build and maintain relationships with key internal and external customers; assist as needed with problem solving and customer relationship management.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 101-250 employees