Senior Account Manager - Packaging Solutions

As a Senior Account Manager, you will sell packaging products and packaging automation (corrugated, protective packaging, stretch film and tapes, food-contact films, and packaging equipment) to manufacturers, e-commerce companies, distributors and 3PLs across the Greater Toronto Area. You will be selling primarily to purchasing departments, operations management and senior leadership. This role is 50% account management and 50% new business development. You will inherit an existing book of approximately 20 to 30 accounts from Day 1 and earn commission on those accounts immediately;
new business is self-generated. The territory is an open field with no geographic boundaries, and the existing accounts are concentrated in the GTA. This is an expansion role reporting directly to the Director of Sales. First-year earnings are guaranteed at $135,000 – $150,000 CAD, plus commissions.
COMPENSATION & BENEFITS
First-year guarantee: $135,000 - $150,000 CAD, plus commissions
Uncapped commission, paid monthly
Commission earned from Day 1 on the inherited book of accounts
Monthly car allowance
Cell phone allowance
Company-paid health benefits plus a health benefit allowance
Laptop and expense account
15 vacation days and 3 sick days per year
Employee recognition, gifts and rewards program;
President's Club trip awards
Career advancement potential within the company
Our client was founded approximately 35 years ago and is an established, private equity-backed packaging distributor growing 5 to 10% per year. Headquartered in Brampton, Ontario, with approximately 90 employees, the company is part of one of North America's largest packaging distribution groups, with facilities in Ontario and the United States. They are a one-stop source for packaging products and packaging automation, from design and fabrication through fulfillment and logistics, and their programs are built to reduce a customer's total cost of packaging. Customers are manufacturers in food, automotive, aerospace, pharmaceutical and health and beauty, along with e-commerce companies, distributors and 3PLs, mostly in the GTA and surrounding areas.
The culture is built on five stated values: People First, Unique Customer Solutions, Passion to Serve, Agility and Growth Focus. Company-wide turnover is under 10% and average employee tenure is 10 to 15 years. Sales leadership is supportive with an open-door policy;
salespeople set their own schedules, meet weekly one-on-one with the Director of Sales, and attend a monthly sales meeting. Key accounts are confidential and will be shared at the interview stage.
OFFICE LOCATION & SALES TERRITORY
Head office: Brampton, Ontario
Work arrangement: Hybrid, field-based. In the office 1 to 2 days per week as required (picking up and dropping off samples, customer meetings, and working with production, customer service and warehouse), plus a monthly sales meeting. More time in the office during the initial onboarding period.
Sales territory: Greater Toronto Area for the inherited accounts;
open field with no geographic boundaries for new business
Ideal candidate location: north or east of the GTA (Barrie, York Region, Scarborough, Pickering and Durham Region), within approximately one hour of Brampton
Approximately 60% of time in the field with customers
Hours: Monday to Friday, 40 hours per week. No evening or weekend client calls required.
Overnight travel: less than 5%, approximately 2 to 3 times per year for trade shows, training and client visits
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
5+ years of B2B outside sales experience in the packaging industry (required)
Packaging sales experience must be current. You are selling packaging products today.
Any packaging vertical qualifies: corrugated, protective and resin-based packaging (stretch film, tape, void fill), food-contact films, or packaging automation and equipment. Experience focused on a single vertical is acceptable.
Experience managing an existing book of business while developing new accounts
Experience selling to purchasing, operations and senior leadership at manufacturers, distributors, e-commerce companies or 3PLs
Existing working relationships with packaging vendors and suppliers are an asset
Post-secondary degree or diploma preferred
Valid driver's licence and access to your own vehicle required
TECHNICAL SKILLS
CRM software (Microsoft Dynamics or comparable) - Intermediate
Microsoft Excel - Intermediate
Microsoft Word - Intermediate
Microsoft PowerPoint - Intermediate
Microsoft Outlook - Intermediate
Google Drive / Docs - Basic
Comfortable with gross profit calculations
THE PRODUCT / SERVICE / SOLUTION
Corrugated boxes and packaging (the core of the business)
Protective and resin-based packaging: stretch film, tapes, void fill, foam and protective materials
Direct food contact packaging films and flexible packaging
Packaging automation and equipment
Labels, thermoforming, janitorial and sanitation supplies, and related consumables
Managed packaging programs and value-added services that reduce the customer's total cost of packaging
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
Manufacturers in food, automotive, aerospace, pharmaceutical, and health and beauty
E-commerce companies, distributors and 3PLs
Company size: small-to-medium businesses (20 to 99 employees) and large businesses (100 to 999 employees)
Customers are located primarily in the Greater Toronto Area and surrounding areas
Primary decision-makers: Purchasing, mid-level operations management, and senior leadership (VP and Director level);
typically two people influence the decision
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
Sales cycle: typically 1 to 4 weeks from initial interest to first order
It typically takes 4 to 6 calls or visits to win a first order from a new account
Orders are recurring and repeat in nature;
a typical target account is worth $25,000 or more per year
The inherited book of approximately 20 to 30 accounts represents roughly $3 million to $5 million in annual revenue
COMPETITIVE ADVANTAGES
Tailored packaging programs and managed services rather than a price-per-item sale
Unique customer solutions: design, fabrication, fulfillment and logistics under one roof
Breadth of product categories, allowing one supplier to cover a customer's full packaging needs
Part of a large North American packaging distribution group with vendor relationships and buying scale
Long-tenured people: under 10% turnover and 10 to 15 year average tenure
TYPICAL DAY & DUTIES
50% Account Management
50% New Business Development
On a typical day you will be visiting and servicing accounts in your inherited book, identifying opportunities to add product categories and programs to those accounts, prospecting new manufacturers, e-commerce companies, distributors and 3PLs, working with production, customer service and warehouse on customer solutions, and keeping your pipeline and activity up to date in the CRM.
LEADS
Existing book of approximately 20 to 30 accounts assigned from Day 1, with commission earned immediately
New business development is 100% self-generated through your own prospecting;
no warm leads or lists are supplied
The mandate on the inherited book is to maintain every account at a minimum and grow them
OVERNIGHT TRAVEL
Less than 5%, approximately 2 to 3 times per year
Travel is for trade shows, supplier training and select client visits;
it is not required for regular day-to-day selling
SUPPORT & TRAINING
Approximately 30 days of onboarding focused on the company's processes, systems, people and culture
Product training through vendor partners, including visits to their facilities to see production and learn the products
Weekly one-on-one coaching with the Director of Sales and a monthly sales meeting
Because this is a senior role for an experienced packaging rep, you will be selling to your inherited accounts from Day 1
WHY YOU SHOULD APPLY
Inherit a $3 million to $5 million book of existing accounts from Day 1 and earn commission on it immediately. You are not starting from zero.
First-year earnings guaranteed at $135,000 to $150,000, with an uncapped commission plan built to reward growth and new business
Open territory with no geographic boundaries
Stable, established company with under 10% turnover and 10 to 15 year average tenure, backed by a large North American packaging group
Supportive, open-door sales leadership that lets experienced reps run their own schedule
Equal Opportunity EmployerJust Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.
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