Director - Sales Excellence & Development

Director, Sales Excellence & Development

The Director, Sales Excellence & Development is responsible for building the capabilities, processes, and programs that enable Pregis' commercial organization to achieve sustainable growth. This role leads the development of sales professionals and sales leaders by driving onboarding, coaching, training, leadership development, and sales effectiveness initiatives across the organization.

Reporting to the VP, People & Rewards, this individual will partner closely with Sales Leadership, Revenue Operations, Marketing, Category Management, and Learning & Development to improve sales productivity, accelerate new-hire ramp time, strengthen leadership capability, and support commercial growth.

This is a highly visible, enterprise-level role that provides broad exposure across the commercial organization and offers an excellent development opportunity for future sales, commercial, category management, or general management leadership positions.

• Lead the strategy, design, and delivery of sales development programs across the employee lifecycle, from onboarding through advanced development.
• Own and continually improve the Pregis sales training curriculum, including Dimensions in Professional Selling (DPS), product training, sales leadership development, and onboarding programs.
• Partner with Sales Leadership to identify capability gaps and implement targeted development solutions.
• Conduct periodic field travel and ride-alongs to assess effectiveness and identify coaching opportunities.
• Evaluate training effectiveness through participant feedback, performance metrics, and business outcomes.

• Design and deliver development programs for Regional Sales Managers and other commercial leaders.
• Support the onboarding and development of new sales managers.
• Coach sales leaders on performance management, talent development, accountability, and leadership effectiveness.
• Partner with HR to align commercial development efforts with broader leadership and talent management strategies.

• Develop and manage KPIs that measure onboarding effectiveness, sales readiness, productivity, and sales performance.
• Partner with Revenue Operations and Sales Leadership to analyze performance data and identify opportunities to improve sales productivity and effectiveness.
• Support the development of sales playbooks, best practices, and performance frameworks.
• Help drive adoption of commercial processes, CRM tools, enablement technologies, and sales methodologies.

• Partner with Marketing, Revenue Operations, and Category Management to develop sales tools, playbooks, messaging, and customer-facing resources.
• Ensure sales teams are equipped to effectively communicate value propositions, competitive differentiators, product benefits, and sustainability solutions.
• Support commercial readiness for new product launches and strategic growth initiatives.
• Participate in Voice of Sales activities and champion continuous improvement initiatives across the commercial organization.

• Participate in customer interactions, field visits, and commercial meetings to maintain a strong understanding of customer needs and market trends.
• Support customer and channel partner training initiatives where appropriate.
• Partner with commercial teams to identify opportunities to improve customer experience and sales performance.

• Bachelor's degree in Business, Marketing, Sales, or related field or equivalent work experience
• 7+ years of progressive experience in sales, sales leadership, commercial excellence, category…