Sales Manager - In-Mold Labels (IML)

Multi-Color Corporation Recruiting • Atlanta, IN

12d

About The Position

The Sales Manager leads commercial activity and new business development for Multi-Color Corporation’s in-mold labeling (IML) business across a North American territory. The role manages existing customer relationships, develops new opportunities, converts market insights into account plans, and is accountable for profitable growth, a reliable opportunity pipeline, and effective customer and internal-team execution. The position reports to the Sales Director North America.

The role works closely with production, quality, customer service, R&D, pricing, supply chain, and finance teams to meet customer commitments and build long-term partnerships. It combines commercial development with technical engagement in packaging and in-mold labeling, taking opportunities from customer brief and technical evaluation through quotation, trials, approval, and industrial launch. Regular travel across the United States and Canada is expected.

Requirements

• A bachelor’s or master’s degree in business, engineering, packaging, or a related field, or equivalent relevant experience.
• Strong B2B sales and business development experience in packaging, labels, plastics, or a related technical industry.
• A track record of growing accounts, winning projects, and managing commercial negotiations across complex sales cycles.
• Experience working with production, quality, and technical teams to take customer projects from concept to launch.
• Commercial judgment to balance customer value, growth, margin, and operational feasibility.
• Structured account and pipeline management, reliable forecasting, and disciplined follow-through.
• Entrepreneurial mindset and initiative to develop new markets, customers, and applications.
• Strong relationship-building and negotiation skills across cultures and levels of seniority.
• Clear, proactive communication and ability to coordinate colleagues who do not report directly to the role.
• Comfort discussing technical requirements and learning from trials, complaints, and lost projects.
• Willingness to travel regularly across the United States and Canada.

Nice To Haves

• Familiarity with in-mold labeling, printing, or plastic packaging.

Responsibilities

• Develop and execute a regional sales plan aligned with IML strategy, revenue targets, and margin objectives.
• Prioritize target segments, countries, and accounts based on market potential, customer needs, and MCC capabilities.
• Monitor the sales pipeline, competitive landscape, customer risks, and growth opportunities, and translate insights into action.
• Prepare forecasts and account plans, maintain CRM data, and report progress, risks, and support needs to the Sales Director.
• Manage assigned customer relationships, including converters, packaging manufacturers, and brand owners, from operational contacts to senior decision-makers.
• Build annual account plans to protect existing business, expand share of wallet, and identify new projects and applications.
• Lead pricing, terms, and agreement negotiations within approved authority while considering profitability and payment discipline.
• Coordinate with global key account managers when multinational customers overlap the territory, agreeing on account roles and a consistent customer approach.
• Develop new IML opportunities from customer brief through technical evaluation, quotation, trials, approval, and industrial launch.
• Work with R&D and technical teams to position appropriate label construction, innovation, and sustainability solutions for each application.
• Track project milestones, resolve obstacles early, conduct win-loss reviews, and pursue recovery of lost opportunities where feasible.
• Partner with production plants, customer service, quality, supply chain, pricing, and finance to deliver reliable service and resolve customer issues.
• Escalate quality, capacity, payment, and supply risks promptly; coordinate corrective actions and communicate progress to customers.
• Represent customer needs and market insights in regional and global discussions and share practices and opportunities across sales teams.
• Identify and research prospective customers and market segments, initiate outreach, qualify opportunities, and arrange meetings and demonstrations.
• Prepare presentations, proposals, and samples and ensure effective communication between prospects and internal teams.
• Gather and share industry trends, competitor activity, and customer feedback to help refine MCC’s offerings.
• Maintain accurate lead, activity, and pipeline records in CRM systems and other sales intelligence and prospecting tools.
• Travel regularly across the United States and Canada.

Benefits

• Competitive compensation.
• Medical, dental, vision, disability, and life insurance.
• 401(k).
• Paid holidays: New Year’s Day, Memorial Day, Fourth of July, Labor Day, Thanksgiving, the day after Thanksgiving, Christmas Eve, Christmas Day, and two floating holidays.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager