Director, National Accounts

The Director of National Accounts is a senior commercial leader responsible for driving enterprise growth for Shorr Packaging across the United States. This role owns the national account growth strategy, providing leadership to National Account Managers and oversight of a centralized customer support team to ensure scalable, profitable, and consistent execution for multi‑location customers.

As an employee‑owner leader, this role is accountable not only for revenue growth and margin performance, but also for building disciplined, repeatable sales processes that support Shorr’s long‑term ESOP value creation. The Director serves as a strategic partner to Division Leadership, Regional Sales, and Operations to win, grow, and retain national customers.

Key Responsibilities

National Accounts Strategy & Growth

• Own Shorr’s national accounts commercial strategy, with clear accountability for revenue, margin, and growth performance.
• Lead the identification, prioritization, and pursuit of high‑value enterprise and multi‑location opportunities across target segments including e‑Commerce, Food, Healthcare, Industrial and 3PLs
• Establish and maintain a disciplined target account and pipeline management process, ensuring focus on opportunities that deliver scale and long‑term value.
• Drive complex, multi‑division sales strategies that leverage Shorr’s full capabilities, relationships, and geographic footprint.
• Partner with executive leadership to align national account strategy with broader commercial goals and growth initiatives.

• Lead, coach, and develop National Account Managers, setting clear commercial expectations and performance standards.
• Function as a player‑coach on high‑impact opportunities, providing strategic direction, deal oversight, and executive‑level customer engagement.
• Ensure National Account Managers effectively engage Division Leadership and local Account Executives (AEs) to execute nationally aligned go‑to‑market strategies.
• Build a strong bench of commercial talent capable of managing enterprise‑level relationships and complexity.

• Provide leadership oversight to a national customer support team, ensuring their work directly supports revenue growth, retention, and customer satisfaction.
• Align support team structure, workflows, and priorities to enable scalable national account execution and repeatable performance.
• Establish service expectations that reinforce Shorr’s value proposition while maintaining operational discipline and profitability.
• Use customer insights and service data to identify expansion opportunities and reduce friction in the sales‑to‑execution lifecycle.

• Partner closely with Division Leaders, Regional Sales Leaders, and Operations to ensure national commitments are executable at the local level.
• Ensure the right Account Executives and internal resources are assigned to support national opportunities and ongoing account growth.
• Collaborate with vendors and strategic partners to enhance solution offerings and competitive positioning.
• Serve as an escalation point for complex national account challenges, balancing customer expectations with Shorr’s operational and financial objectives.

• Leverage CRM and analytics to monitor pipeline health, forecast performance, and assess account profitability.
• Ensure national account qualification standards are consistently applied (e.g., new account definitions, historical purchasing activity).
• Track and report key commercial metrics including revenue growth, margin, retention, and expansion.
• Drive continuous improvement in sales execution, onboarding and accountability.

• Bachelor’s degree from an accredited four‑year college or university required.
• Minimum 10+ years of progressive sales leadership experience, including national or enterprise account responsibility.
• Proven track record of closing and growing large, complex, multi‑location customers.
• Demonstrated success leading sales teams; experience overseeing customer support or commercial operations teams preferred.
• Packaging industry experience strongly preferred.
• Strong business and financial acumen, including managing pipeline, margin, and forecasting.
• Advanced proficiency in CRM systems (Salesforce preferred) and Microsoft Office (Outlook, Excel, PowerPoint).
• Ability to travel nationally (25–35%).
• Ability to make decisions that balance near‑term growth with long‑term enterprise value.
• Deep understanding of how strategy, pricing, margin, and execution drive profitable growth.
• Leads beyond direct reports; influences across divisions, regions, and functions.
• Accountability and results focus - Sets clear expectations and delivers on commitments.
• Demonstrated ability to build strong commercial capability through coaching, feedback, and development.
• Customer‑centric mindset - Focused on creating value for customers while protecting Shorr’s interests.

The base pay range for this role is $240,000 – $285,000 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