National Account Manager
WHO
Our client is a specialty packaging company that prints and converts a full spectrum of flexible packaging solutions for the food & beverage, health & beauty, pet food, pharmaceutical, nutraceutical, and agricultural markets.
WHAT
Our client hired us to find an individual to do business development and build an effective sales pipeline in a large US sales territory. This individual would be responsible for all aspects of the sales cycle, from prospecting to closing. Working knowledge of the complex product line, including printed laminated rollstock, stand-up zipper pouches, stick packs and sachets, shrink sleeves, etc. was essential. As these technologies are relatively new, it was challenging to find candidates with the appropriate expertise
LOCATION
Based in North America, but fully remote.
OPPORTUNITY
The company was looking for a person with the ability to establish rapport with prospects and current customers. The sales cycle involves multiple touchpoints such as the plant supervisors, purchasing, sales, and engineering before reaching the key decision maker.
OUTCOME
We developed target lists of successful packaging firms that had the technology and expertise to provide flexible packaging solutions for the relevant consumer markets. We then commenced a broad screening process to identify potential candidates. Numerous individuals were interviewed in search of the necessary technical expertise and the ability to build a relationship from cold call to a solid reference. We presented several candidates to the client for interviews. They selected a person who had begun work in the flexible packaging industry early in his career and earned an engineering degree followed by one in advanced packaging. This individual had a proven success record at a packaging company, a passion for “green technology,” and the ability to answer technical questions as well as close a complex sale. We look forward to the opportunity to work with this client again as they expand their product offerings and develop more “green” packaging options.