Sales Director- WaveKraft

TEMPERPACK•Richmond, VA

18h

About The Position

WaveKraft is a revolutionary packaging system developed by TemperPack that places equipment at or near customers’ sites, providing significant logistics savings and producing a host of new value engineered solutions for thermal and protective packaging applications. To be successful, the WaveKraft Sales Director will need to deeply under customers' needs and creatively find ways the WaveKraft platform can help solve those problems. The role includes all aspects of the Sales function: prospecting, matching customer needs with solutions, communication between customers and company to solve complex packaging problems, negotiating supply contracts, building ROI models, representation of company at events and trade shows, travel to customer sites as often as necessary and continued relationship management.

Requirements

Minimum 5 years of previous sales or procurement experience in packaging machinery. Cold chain, protective or technical sales experience preferred.
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 test results to stakeholders within prospects’ organizations.
Diligent use of CRM to track sales
25% travel to client locations as needed.

Responsibilities

Responsible for all aspects of the sales process: identifying targets, establishing a pipeline, crafting and delivering compelling proposals to prospective customers, contracting and closing new client business for the Company.
Ability to analyze markets, define new addressable targets and prioritize prospecting efforts to build a pipeline to deploy this new technology.
Build successful partnerships with client business leads and key decision makers, provide on-going strategic insights and continually identify future value-added solutions based on the changing market dynamics and industry trends.
Able to think strategically and develop compelling customer value propositions and link solutions to the customer strategy and requirements.
Expert in cold-chain and/or protective packaging industry that can understand the role of integrating machinery into customer operations and a razor/razor-blade consumables model amidst changing market conditions.
Fluency in building ROI and explaining payback to Finance leaders within prospects’ organizations.
Collaborate across the company, leveraging packaging and machinery 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.
Understand the parts and service offering and drive sales in this aspect of the platform.
Diligent use of CRM to track sales cycle, forecast deployment schedules and project manage implementations in partnership with the manufacturing team.
Gather, analyze, and share customer technical information and feedback to inform future design and capability expansion to advance the product offering.