Graham Packaging is a leading manufacturer of sustainable packaging. From the kitchen to the laundry room, Graham Packaging is part of your everyday life. They’re the kind of people you want as your friends and neighbors as well as your partners and suppliers. By building strong relationships and creating value for our customers, our employees embody the innovative spirit that’s inherent to Graham. We truly are people building a better tomorrow.

This Director, Sales position is a great opportunity to have an impact on Graham Packaging Company's (GPC) strategic goal to drive year over year top line growth.  Reporting to the VP of Sales and/or VPGM, the successful candidate will be responsible for managing a team of National Account Managers as well as developing business across a broad range of technical, marketing and procurement levels for high profile US Accounts.  

Key Accountabilities: 

• Document and execute on strategic key account plans; gain organizational alignment on needs/support
• Oversee day-to-day account management issues, drive urgency for resolution
• Support the development and execution of marketing plans needed to support business
• Monitor competitors’ products, including share of wallet, marketing initiatives, and innovation needs; provide feedback to leadership team and supporting functions
• Develop volume & revenue AOP for the sales division, focused on maximizing mix/profitability – deliver on AOP
• Accurately forecast sales & proactively to close gaps vs AOP
• Set performance goals and KPIs – provide status report on regular frequency
• Develop and maintain positive relationships with key clients, including negotiating and closing on major contracts
• Identify and pursue funnel opportunities to support business goals for growth
• Define optimal sales force structure; hire and develop staff to support business vertical needs
• Set expectations for use of standardized tools and processes to support the sales function such as CRM and LAMP
• Determine trade show activities and develop participation strategy and targets
• Managing internal Business Case through the Graham chain of command
• Maintaining ultimate responsibility for all activity within account portfolio
• Driving cost savings initiatives aligned with the GPC plant initiatives.
• Directing supply chain optimization and productivity improvement programs between the customer and GPC
• Coordinating new development programs with VP of Sales and Marketing as GPC launches new designs
• Lead a Team of National Account Managers
• Support Marketing Team

 

Requirements:

• Must be capable of financial and strategic planning within the customer base understanding fixed costs, variables costs, and basic financial model for manufacturing
• Demonstrated experience in leading a commercial team
• Technical understanding of specifications
• 10 years of technical sales experience with exposure within multiple levels of the customer's organization
• Excellent oral and written communications skills
• BA/BS Required; preference in technical field -  MBA Preferred
• Minimum of 4 years Commercial management experience
• Have effectively managed a Fortune 500 customer/account
• Travel 50-60% of time

Graham Packaging is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, sex (including pregnancy), sexual orientation, religion, creed, age, national origin, physical or mental disability, gender identity and/or expression, marital status, veteran status or other characteristics protected by law.