Director, Food Packaging

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The Director, Food Packaging is Shorr’s subject‑matter expert for all food packaging. This leader will translate market trends, customer requirements, and supplier capabilities into clear go‑to‑market plays, sales enablement, and pipeline execution. You will collaborate cross‑functionally with marketing, operations, and supplier/manufacturer partners to strengthen Shorr’s food packaging portfolio, improve win rates, and deliver a consistent customer experience.

• Set and execute the go‑to‑market strategy for food and beverage packaging (materials, equipment, and services), including target segments, value propositions, and growth priorities.
• Partner with sales reps to build and execute territory/account plans for food packaging, including opportunity identification, stakeholder mapping, and close plans.
• Drive new business development and strategic account growth by leading/assisting customer discovery, solution design, proposal development, and executive‑level presentations.
• Establish pipeline rigor for food packaging opportunities – lead deal reviews, maintain CRM, improve forecast accuracy, and drive actions that result in revenue and gross margin attainment.
• Maintain deep knowledge of food packaging applications and performance requirements (e.g., films, trays, rigid containers, corrugate, protective packaging, labels) and translate that knowledge into compelling sales messaging and solution recommendations.
• Support reps and customers in meeting food packaging expectations and customer standards by coordinating resources (quality, operations, suppliers) and ensuring requirements are understood and incorporated into solutions.
• Lead cross‑functional pursuit teams (sales, packaging designers, operations, procurement, finance) to scope, price, and win strategic food packaging programs; ensure strong handoff and execution through implementation.
• Develop proposals and commercial strategies (pricing guidance, value justification, service levels, implementation plans) and support negotiation through close.
• Partner with finance and leadership to manage pricing discipline and margin performance, including tracking program profitability and driving improvement actions.
• Build and maintain strategic relationships with key supplier/manufacturer partners to support joint selling, improve competitiveness, and expand Shorr’s food packaging portfolio.
• Support customer onboarding and implementation for strategic wins to ensure the solution delivers as sold and creates a platform for expansion and retention.
• Track and report business performance for the food packaging segment (pipeline, bookings, revenue, gross margin, win rate, and key strategic initiatives) and recommend adjustments to improve results.
• Lead and influence across the sales organization (and manage direct reports as applicable) by setting clear priorities, coaching execution, and driving accountability for results.
• Create and deliver sales enablement for food packaging (training, talk tracks, competitive positioning, and playbooks) and provide joint customer call support to increase win rates.
• Promote adherence to applicable safety, quality, and regulatory policies; elevate and resolve concerns in partnership with Operations leadership.
• Domestic travel up to 40% of the time.

• Bachelor’s degree in Packaging, Engineering, Food Science, Business, or a related field (or equivalent experience).
• Minimum 7+ years of progressive experience in food and/or beverage packaging (materials, equipment, automation, or contract packaging).
• Demonstrated ability to create and execute a go‑to‑market and business development strategy, partnering with field sales teams to drive pipeline, win rates, and profitable growth.
• Working knowledge of food safety and quality systems and customer requirements (e.g., SQF, HACCP principles, GFSI environments, sanitation/hygienic practices) and ability to translate requirements into packaging solutions.
• Experience partnering with operations/plant teams, co‑manufacturers/co‑packers, and suppliers to implement packaging…