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Rollstock Business Development Director

Employer
Sealed Air
Location
Charlotte, NC
Closing date
Jun 2, 2023

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Profession
Physician
Specialty
Medical Management
Responsible for commercial success of targeted high growth Cryovac® Brand Packaging offerings, specifically Plant Based Rollstock (PBR) also known as Plantic, conventional plain and printed (both flexo and digital) rollstock, and any new rollstock developments to meet and exceed budgeted sales goals. Develop marketing and sales plans in conjunction with Protein and Fluid/Adjacencies Platform Sector Leads, Rollstock Portfolio Lead, Field Marketing, Strategic Accounts, Sales and Field Based Rollstock Sales Specialists. Lead internal team of rollstock business development specialists to meet annual growth targets.

Responsibilities:
  • Lead Rollstock Business Development team enabling them to identify and develop sales opportunities at new rollstock accounts and rollstock opportunities at existing accounts. Cold calling as well as relationship selling a must.
    • Maintain a focus on sales penetration at new accounts and existing accounts. Focus should be on growth, not day to day account maintenance activities.
    • Deliver sales results on key growth programs in Americas Region: all rollstock with a focus on digital and flexo printed rollstock, Plant Based Rollstock (PBR) and other key new Rollstock solutions.
  • Drive sales of Cryovac® Brand Packaging rollstock and plant based rollstock solutions utilizing:
    • Insight Led Approach to include effect of plant based rollstock on processors carbon footprint or greenhouse gas score, reduced plastics in packaging
    • Sound financial reasoning (TCO and ROI selling)
    • Emphasize value selling and maintaining a premium price in the marketplace
  • Be the source of market intelligence in the rollstock space for Cryovac® Brand Food Packaging, Americas, including competitive commercial offering and performance.
  • Maintain working relationships with sector marketing, product portfolio, field marketing, supply chain, commercial food sales teams and I&D to deliver Growth Program goals.
  • Lead the PBR steering team, working directly with portfolio, supply chain operations, quality, supply chain engineering, and I&D to focus activity to meet stated growth goals. Plus, coordinating the international perspective of PBR with responsible marketing and sales leads in Mexico.
  • Generate Leads into C4C for sales teams from retail packaging in competitive material.
  • Ensure C4C opportunities for assigned growth programs are up to date and accurate.
  • Provide insight to Integrated Business Planning (IBP) demand process including monthly slide deck build for all rollstock growth programs in North America.
  • Responsible for WAVE reporting for NAM rollstock growth programs.
  • Lead monthly calls with Rollstock Business Development Team and Field Based Rollstock Sales Specialists with emphasis on growth.
  • Report out commercial progress to XLT level on Plant Based Rollstock.
  • Liase with Kurrary NAM and Plantic Australia.
  • Maintain relationships with key equipment vendors in the rollstock space.

Required Qualifications:

•      BA/BS Degree in Business, Packaging Science, Food Science or Meat Science.

•      5 years' experience in sales and/or marketing role

•      Motivated to achieve large growth targets

•      Ability to lead a team of direct reports and indirectly lead in other disciplines

•      Ability to maintain a cold calling sales process and coach team to same process

•      Navigate complex customer organizations

•      Ability to Travel ~50% of the time.

•      Valid Passport required for travel into Canada, Mexico and Central America.

•      Valid driver's License

Additional Qualifications:

•      Excellent interpersonal and communication skills to allow for successful interactions with customers and Cryovac® Brand Packaging sales teams as well as the various functional support organizations within Sealed Air.

•      5+ years' experience in packaging applications

•      Food packaging applications proficiency.

•      Proficient with Microsoft Office Applications: Word, Excel and Powerpoint.

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