Director, Food Packaging

Shorr Packaging Corp.; Indianapolis (IN); On-site; USD 180,000 - 220,000; Full time

Benefits offered by this job

ESOP

Health benefits

PTO (vacation, sick, floating)

Job summary

Shorr Packaging Corp seeks a Director, Food Packaging to translate market trends into go-to-market plays and drive pipeline execution. You will collaborate with marketing, operations, and supplier partners to strengthen the portfolio, improve win rates, and deliver a consistent customer experience.

Responsibilities include leading cross-functional pursuit teams, developing commercial strategies, and guiding pricing to improve profitability while expanding supplier partnerships and ensuring

Qualifications

• Bachelor's degree in Packaging, Engineering, Food Science, Business or related field.
• 7+ years of progressive experience in food/beverage packaging.
• Experience creating go-to-market strategies with field sales teams.
• Knowledge of SQF/HACCP/GFSI and translating requirements into packaging solutions.
• Experience with supplier partnerships, pricing, and service levels.
• Strong analytical, financial, and executive presentation skills.

Responsibilities

• Set and execute the go-to-market strategy for food packaging (materials, equipment, services).
• Partner with sales reps to build territory plans and close opportunities.
• Lead customer discovery, solution design, and proposal development.
• Maintain CRM, forecast accuracy, and revenue attainment.
• Develop proposals and commercial strategies; support negotiation through close.
• Lead cross-functional pursuit teams and ensure strong handoffs.
• Manage pricing discipline and track program profitability.

Skills

Go-to-market strategy

Sales leadership

CRM (Salesforce)

Executive communication

Cross-functional leadership

Negotiation

Forecasting

Pricing strategy

Education

Bachelor's degree (Packaging/Engineering/Food Science/Business)

Tools

Salesforce

Microsoft Office

Job description

Together, We Own it! Start your employee owner journey with Shorr Packaging.

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.

Essential Duties and Responsibilities:

• 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.

Requirements:

• 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 programs from trial through commercialization.
• Strong analytical, financial acumen, and presentation skills; comfortable building business cases and communicating to executive stakeholders.
• Proficiency with CRM tools (e.g., Salesforce) and Microsoft Office; demonstrated discipline in pipeline management, forecasting, and activity reporting.
• Proven consultative selling skills, including prospecting, discovery, solution positioning, and negotiation; comfortable leading executive-level conversations and complex deal cycles.
• Ability to influence cross-functionally and lead through ambiguity; strong project/program management skills to drive timely execution.
• Proven ability to build and sustain strategic partnerships with manufacturers and suppliers; experience negotiating programs, pricing, and service levels.
• Experience coaching and enabling sales teams; able to influence without authority, drive accountability, and operate effectively in a matrixed organization.
• Excellent communication and executive presence; able to represent Shorr credibly with food industry stakeholders and at customer sites.
• Strong sense of urgency, adaptability, and continuous improvement mindset; able to drive action across multiple stakeholders.
• Understanding of value-based selling and sales process discipline; experience developing playbooks, KPIs, and operating rhythms is preferred.
• Outstanding interpersonal skills with the ability to collaborate cross-functionally and influence without authority.
• Must be able to travel up to 40% of the time domestically.

Compensation

The base pay range for this role is $180,000 - $220,000 per year.

Benefits

• Employee Stock Ownership Plan (ESOP) - Together, We Own It!
• Comprehensive Employee Benefits: Medical, dental, vision and other insurance coverages
• Generous PTO with vacation, sick and floating holidays.
• 401K plan plus matching
• Team based Employee Owner company culture

Shorr Packaging Corp is an equal-opportunity employer. It is the policy of Shorr Packaging Corp to afford full Equal Employment Opportunity, and all applicants will receive consideration for employment without regard to protected veteran status or disability status or any other legally protected status.