Sales Director

ABOUT WHITLAM GROUP:

Whitlam Group is a leading manufacturer of pressure-sensitive labels and specialty packaging solutions, partnering with customers across a wide range of industries worldwide. For decades, we have built our reputation on quality, innovation, responsiveness and strong customer partnerships. We continue to invest in our people, technology and manufacturing capabilities to deliver exceptional products and service while driving long-term growth.

POSITION SUMMARY:

Whitlam Group is seeking an experienced, strategic Sales Director to lead our sales organization and drive the next phase of profitable growth. This executive leadership role is responsible for developing and executing the company’s sales strategy, expanding market share, strengthening customer relationships and building a high-performing sales organization that delivers consistent, measurable results.      

We are seeking a proven sales leader with a track record of building high-performing sales organizations, implementing effective sales processes, developing talent and creating a culture of accountability and performance. As a key member of the leadership team, the Sales Director will partner closely with Operations, Customer Service and Executive Leadership to align commercial strategy with business objectives, improve sales effectiveness and drive long-term profitable growth.

Working closely with executive leadership and cross-functional teams, the Sales Director will ensure customer solutions align with operational capabilities, quality standards and long-term business objectives. Success in this role requires a strong understanding of pressure-sensitive labels, flexible packaging, printing technologies and manufacturing environments, along with a demonstrated ability to lead organizational growth and continuous improvement.   

THE IDEAL CANDIDATE:

The ideal candidate is a strategic and hands-on sales leader who has successfully built high-performing sales organizations within a manufacturing environment. They bring a passion for developing people, implementing effective sales processes and driving profitable growth through both new business development and strategic account management. They are equally comfortable developing long-term strategy, coaching sales professionals and engaging directly with key customers to win complex business. 

KEY RESPONSIBILITIES:

STRATEGIC SALES LEADERSHIP

• Develop and execute a comprehensive sales strategy that supports company revenue, profitability and market expansion objectives.
• Lead the continued development of the sales organization by implementing best practices, improving sales processes and establishing performance-driven accountability.
• Lead, coach and mentor the sales team to achieve individual and organizational goals while fostering professional growth.
• Establish clear sales objectives, forecasting disciplines and pipeline management expectations.
• Analyze sales performance, market trends and customer data to identify growth opportunities and improve commercial performance.
• Provide regular sales forecasts, performance reporting and strategic recommendations to executive leadership.
• Partner with leadership on annual budgeting, forecasting and long-range business planning.
• Foster a collaborative, customer-focused culture built on accountability, innovation and measurable results.

COMMERCIAL EXCELLENCE

• Evaluate the effectiveness of the sales organization and implement strategies that improve sales performance, accountability and execution.
• Develop and standardize sales processes, pipeline management, forecasting and CRM utilization.
• Assess sales strategies, systems and workflows to identify opportunities for increased efficiency and effectiveness.
• Implement structured sales methodologies and CRM best practices to improve forecasting accuracy and sales execution.
• Develop scalable processes that support sustainable growth and consistent customer experiences.
• Champion continuous improvement initiatives that enhance sales productivity and organizational effectiveness.
• Establish meaningful KPIs and dashboards to drive data-driven decision making.
• Lead change initiatives that strengthen collaboration across departments.

BUSINESS DEVELOPMENT AND MARKET EXPANSION

• Identify and pursue new business opportunities across targeted industries and market segments.
• Expand Whitlam Group’s market presence within pressure-sensitive labels, specialty labels and related packaging solutions.
• Develop and strengthen relationships with executive decision-makers across customer organizations, including procurement, engineering, operations and marketing leaders.
• Lead the development of value-based sales strategies, customer proposals and executive presentations.
• Monitor industry trends, competitive activity and emerging technologies to identify growth opportunities and strengthen market position.

KEY ACCOUNT MANAGEMENT

• Build and strengthen relationships with strategic customers while expanding existing business.
• Lead negotiations involving pricing, contracts and long-term partnership agreements.
• Lead strategic customer negotiations and major contract opportunities.
• Identify opportunities for cross-selling, upselling and value-added solutions that improve customer value and company profitability.
• Collaborate with Operations, Customer Service, Production and Supply Chain to ensure customer expectations are consistently exceeded.
• Resolve complex customer issues while maintaining long-term partnerships.

CROSS FUNCTIONAL LEADERSHIP

• Partner closely with Operations, Production, Customer Service, Engineering and Supply Chain to align sales commitments with manufacturing capabilities.
• Support the successful launch of new products, materials and services.
• Communicate customer feedback and market intelligence to drive product innovation and continuous improvement initiatives.

TALENT DEVELOPMENT

• Recruit, develop and retain high-performing sales professionals.
• Build a culture of coaching, accountability and continuous learning.
• Conduct performance evaluations, establish development plans and provide ongoing feedback.
• Support succession planning and organizational initiatives. 

FINANCIAL AND OPERATIONAL ACCOUNTABILITY

• Develop pricing strategies that balance competitiveness with profitability.
• Ensure accurate sales reporting, forecasting and pipeline management.
• Monitor sales margins, forecasting accuracy and overall business performance.
• Partner with Executive Leadership to ensure sales strategies support the company’s profitability and long-term financial objectives.

QUALIFICATIONS:

• Bachelor’s degree in Business, Marketing or a related field preferred.
• Minimum of 10 years of progressive sales experience within label manufacturing, printing, packaging or another industrial B2B manufacturing environment.
• Experience in pressure-sensitive labels or flexible packaging strongly preferred.  
• Minimum of 5 years of experience leading and developing high-performing sales teams.
• Demonstrated success leading commercial organizations through growth and organizational development.
• Proven experience implementing sales strategies, forecasting disciplines, performance metrics and accountability systems.
• Strong understanding of pressure-sensitive labels, flexographic and digital printing technologies.
• Proven ability to build strategic customer relationships and negotiate complex agreements.
• Experience collaborating across Operations, Manufacturing and Customer Service.

SKILLS AND COMPETENCIES:

• Executive Sales Leadership
• Strategic Planning
• Commercial Strategy
• Business Development
• Revenue Growth
• Sales Organization Development
• Organizational Change Leadership
• Sales Process Optimization
• CRM and Sales Analytics
• Key Account Management
• Negotiation and Contract Management
• Financial Acumen
• Performance Coaching and Talent Development
• Cross-Functional Leadership
• Executive Communication
• Data-Driven Decision Making
• Manufacturing Operations Collaboration

WHY JOIN WHITLAM GROUP

This is an opportunity to make a lasting impact on a growing manufacturing organization. As Sales Director, you’ll play a key role in shaping our strategy, strengthening our sales organization and expanding our presence in existing and emerging markets. You’ll work alongside an experienced leadership team that values collaboration, accountability and continuous improvement while having the autonomy to influence strategy, develop talent and drive meaningful business results.

If you’re a strategic sales leader who enjoys building high-performing sales organizations, developing lasting customer partnerships and leading sustainable business growth, we’d love to hear from you.

WE OFFER

• Competitive base salary plus performance-based incentive opportunities.
• Comprehensive medical, dental, vision, life and disability insurance.
• 401(k) retirement plan.
• Paid time off and paid holidays.
• Professional development and leadership growth opportunities.
• Tuition reimbursement.
• Employee Assistance Program (EAP).
• A collaborative leadership team committed to continuous improvement and long-term success.