Director of Sales - Contract Packaging

Position Summary

As a key member of the Sales Team and the Extended Leadership team, the Director of Sales – Contract Packaging is responsible for growing the Crescent customer base by adding new Key Customers. The Director of Sales – Contract Packaging will strategically focus on driving top line revenue growth by identifying and seeking to understand new Key Customers' needs to outsource their contract packaging and turnkey display materials requirements by choosing Crescent as their service partner to strengthen their competitive advantage.

The Director of Sales – Contract Packaging role will operate within the outline defined by the Crescent Way's 3 P's:

• Purpose
• Process
• People
  
  

While building on our Values to:

• Do it Right
• Do it Safe
• Do it Well
  
  

To accomplish our Vision of Becoming a Premier Service Provider.

Essential Duties and Responsibilities

Sales Team Member

• Drive the lead generation and strategic prospecting process for new Key Customers.
• Develop a sales strategy that maintains strategic alignment with prospective Key Customers.
• Prepare and deliver presentations, RFP submissions, and customer-requested analyses.
• Sustainably and profitably grow the business with new Key Customers.
  
  

Extended Leadership Team Member

• Build and support strategic alignment between the Sales & Marketing team and the XLT.
• Drive the Crescent 5yr Strategy Map and support the Annual Strategic Plan.
• Develop recommendations to strategically grow Crescent with new Key Customers.
  
  

Safety

• Scrutinize the alignment and contractual obligations of all new business opportunities with being able to Do it Safe by evaluating all potential risk.
• Promote and drive the relevance of the Crescent Safety culture with all new customers.
  
  

People

• Be versed on Crescent's People strategy and how it impacts new Key Customer opportunities.
• Build and maintain strategic alignment between new Key Customers, corporate support teams and site/operating teams.
• Collaborate with the Director of Communications, Growth and Development to ensure Crescent marketing materials and social media content convey Crescent as a Premier Service Provider.
• Collaborate with the Sr Manager of Integrated Commercial Operations to qualify and develop new Turnkey Display Materials sales opportunities.
  
  

Productivity

• Create and maintain a diverse and robust contract packaging new business pipeline.
• Collaborate with the XLT, site Operations teams, and Corporate Support teams to vet and validate all new business opportunities to ensure they are planned to meet new Key Customer expectations and timelines.
• Scrutinize the alignment of all new Key Customer business opportunities with Crescent's capabilities and capacities to Do it Well.
• Lead a customer-first approach and champion KCEP to inspire confidence and strengthen our customers' competitive advantage.
• Understand the Voice of the Customer and the Voice of the Internal Customer to ensure strategic and tactical alignment.
  
  

Quality

• Build trust with new Key Customers, establishing strong and open relationships, where our customers are stakeholders in Crescent's long-term success.
• Develop high quality customer response materials including but not limited to RFP submissions, customer projects and presentations, and social media inputs, branding Crescent as a Premier Service Provider.
• Develop high quality sales and marketing materials in alignment with the 3 P's and in response to each new Key Customer's defined needs.
• Ensure the integrity and timeliness of all data and inputs required for Key Customers, Crescent and Crescent Key Partners' operating and planning systems.
• Scrutinize the alignment of all new business opportunities with being able to Do it Right.
  
  

Customer Value

• Drive the new Key Customer engagement process, differentiating Crescent from its competitors by pursuing and developing Best Value Solutions.
• Differentiate Crescent from its competitors by pursuing creative/innovative engineered service solutions.
• Identify how new Key Customers measure value and share those insights with appropriate stakeholders.
  
  

Financial

• Produce annual sales plans in alignment with our growth goals.
• Evaluate the financial performance of new Key Customers and validate them as Key Customers. Propose actions for continuous improvement.
• Provide insight on how to strategically grow with each new Key Customer.
• Collaborate with the VP of CI & ES to develop RFP budgetary responses for new Key Customers.
• Participate in the annual budget planning process.
  
  

Cultural Competencies

Do It Right

Doing what is right for our Customers, doing what is right for our Company and doing what is right for our People. Continually improving the quality of our product and services. Monitoring and measuring every key ingredient which could negatively impact our quality. Doing it Right ensures we always strive to become a Premier Service Provider.

• Identifier and champion of change opportunities, adept at countering resistance to change and an advocate for continuous improvement
• Provide direction and rally the team impetus, forge teams
• Provides constructive performance feedback
• Develops readiness for delegation to others and then does delegate to others
• Willing to take calculated risks
  
  

Do It Safe

Providing a safe environment and supporting our people to reach their highest potential. A safe environment where all forms of risk are assessed and controlled. A safe environment open to new ideas, where our people's opinions and overall well-being count. Doing it Safe helps build a diverse environment where everyone fits and can be successful.

• Self-assured
• Able communicator—good clarity, balanced talker and listener
• Patient and not easily dissuaded
• Effectively assertive and able to handle conflict and confrontation situations
• Mixture of firmness and flexibility
• Has energy and enthusiasm
• Holds self and others accountable
  
  

Do It Well

Optimizing all our resources to efficiently and effectively perform all tasks well. Our overall productivity as a company is a reflection of the thousands of activities performed well each and every day by everyone. At Crescent, our ability to Do it Well is a real source of pride valued by our customers.

• Good work ethic, task focused and willing to extend extra effort
• Able to follow structure where it exists and create structure where it does not
• Resilient—able to deal with the unexpected, not easily flustered
• Has sense of urgency
• Follows up timely to ensure quality task completion
  
  

Work Environment / Physical Demands

• Fast paced environment, requiring the Director of Sales – Contract Packaging to adapt to continuous changes in schedules, work and project volumes, and shifting priorities.
  
  

Management Reasoning and Organizational Skills

• High average to above average general intelligence, good common sense and an ability to learn and apply lessons from direct experience
• Practical problem solver
• Ability to anticipate and look ahead
• Mental agility and the capacity to handle an up-tempo work pace
• Idea generator
• Has viable administrative, organizational and time management skills
• Can shift focus as needed
• Thorough, accurate, detail-oriented
• Effective time manager and ability to prioritize and re-prioritize
• Exhibits big picture thinking and a combination of short term and longer-term thinking
  
  

Systems Usage

• UKG
• Microsoft Office Suite – Excel, Word, PowerPoint, Outlook
• MS Teams, Zoom, other virtual communication tools
• Oracle NetSuite
• Nulogy
  
  

Performance Metrics and Trends

• Safety
• People
• Productivity
• Quality
• Customer Value
• Financial
  
  

Qualifications

Education & Experience:

• Proven ability and experience identifying and securing new business opportunities, specifically Consumer Packaged Goods (CPG) companies' contract packaging opportunities.
• 10+ years in a similar role including proven sales effectiveness, identifying new market opportunities, and preparing business growth plans and/or sales strategies.
• Bachelor's Degree Preferred. Relevant experience may be substituted for Bachelor's Degree.
• Strong knowledge of performance reporting and financial/budgeting processes.
• Commercial awareness partnered with a strategic mindset.
• Excellent organizational and leadership skills.
  
  

Preferred Qualifications:

• Contract Packaging operations experience.
• Turnkey Display Materials project execution experience.
• Outstanding customer communication and interpersonal abilities.
• Experienced leader of teams and/or projects strongly desired.
  
  

We will absolutely know the Director of Sales – Contract Packaging is successful if they:

• Consistently demonstrate they understand, accept and live out the Crescent Way.
• Build and maintain a new business pipeline >50% of Crescent's annual revenues.
• Are successful in receiving invitations to multiple new Key Customer RFPs annually.
• Secure and establish new Key Customer relationships that result in the setup/startup of at least one new contract packaging operation annually, beginning in 2025.
• Establish strong trusting relationships resulting in the profitable retention of new Key Customers.
• Allow the SVP of Sales and Marketing a continued strategic focus forward.
  
  

By completing this application, you are acknowledging the following:

• I am at least 18 years of age of older
• I can perform the essential functions of this position, with or without accommodation
• I am a US Citizen or otherwise authorized to work in the US on an unrestricted basis