Director, Food 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; escalate 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 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.

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

Shorr Packaging does not provide work authorization sponsorship for this position.

Shorr 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