Director of Sales
AJM Packaging Corporation
Bloomfield Hills, MI
Position Overview –
AJM Packaging Corporation, one of the nation’s leading manufacturers of disposable paper products, including a broad range of plain and printed paper plates, cups, bowls and bags, is currently seeking an exceptionally talented and highly capable sales professional to manage and directly participate in its day-to-day sales and marketing activities. Together with the Vice President of Sales & Marketing, to whom you will be reporting, you will play a critical role in developing and achieving all strategic as well as tactical sales initiatives and objectives, and directly impact matters such as pricing, personnel, product development, customer service and related administrative policies and procedures.
Responsibilities & Duties –
- Work collaboratively with, and in support of, the VP/Sales & Marketing and other senior managers to develop and implement strategic Sales & Marketing Plans and related budgets, staffing plans, new products, product line extensions and consolidations. and address any skills and/or coverage gaps.
- Ensure all geographic markets and distribution channels are ranked, in terms of their value and importance to the company and allocated sufficient resources to take full advantage of all opportunities, maximize sales and profits and ensure the success of all initiatives.
- Develop and maintain intimate knowledge of the company’s product line, manufacturing processes, primary inputs, gaps, challenges, competitive advantages and disadvantages, features and benefits of competitors and competitors’ products.
- Lead, manage and supervise the daily activities of the company’s direct sales force, including all Regional, Territory, National, Key and Business Development Managers, together with all Brokers, Manufacturers’ Representatives and other external third-party sales groups and individuals. Ensure effective and uninterrupted coverage of all markets and channels and promptly address any skills or coverage gaps that may arise.
- Participate in all personnel matters, including, but not limited to, recruiting, interviewing, evaluating, hiring, onboarding, training, managing and supervising all new team members, and, thereafter, continuing education, performance management, promotions and disciplinary action.
- Monitor daily sales and sales team performance in all trade and geographic markets and channels and, in your capacity as “Sales Representative of Last Resort”, get personally involved, as necessary and appropriate to avoid, diffuse and solve problems and increase sales and profitability.
- Serve as primary contact for a manageable group of important National, Key and Regional customers and/or buying groups based on familiarity, relationships, knowledge and experience, skill set, coverage gaps and/or other determinative needs and requirements including short-term coverage gaps.
- Monitor Customer Service and Quality Assurance levels on a daily basis and work proactively and collaboratively with the Sales, Customer Service and Quality Assurance, as well as Manufacturing, Production Control, Materials Management, Logistics, Accounting and Finance to avoid and eliminate problems, whenever possible, and, when unavoidable, to take appropriate remedial action to contain damage. The primary focus of your attention should be “On-Time, In-Full” (OTIF) performance, store and warehouse in-stock percentages, quality defects as measured in parts per million (PPM) shipped and sold.
- Personally represent the company, alone or as part of a team, at regional and national selling and trade shows, exhibitions and conventions and customer sponsored events and rewards programs like golf outings, charitable events and trips as part of a concerted effort to establish and maintain strong and enduring relationships with all customers and prospects alike.
- Harness all available resources to lead or assist, as necessary and appropriate, company efforts and participation in all category reviews, including both formal and informal RFP’s, RFQ’s and auctions and guide team efforts to a successful outcome in all instances whether defending existing or pursuing new business.
- Lead and manage sales team’s annual forecasting efforts and ensure timely and accurate completion using both historical data derived from internal reports and database as well as customer provided forecasts based on account specific parameters like store openings and closings, re-models, national and local market economics, competitive advantages and disadvantages.
- Assist the VP/Sales & Marketing and other senior managers, as necessary and appropriate, to develop and implement new policies and procedures, set, and achieve annual goals, objectives, and in general, work diligently to promote and further the company’s best interests.
- All other duties and responsibilities the VP/Sales & Marketing deems necessary and appropriate.
Minimum Requirements –
- 10 - 15 years of progressive experience selling paper, plastic or similar high volume consumer packaged goods into diverse channels, (e.g. MULO, xAOC, Food Service, Wholesale/Distribution/Redistribution, QSR, E-Commerce), with significant multi-state, national and/or key account experience including some at senior management level.
- Bachelor’s degree in Sales, Marketing, Business, or related field from an accredited (4) year college or the equivalent combination of on-the-job training, professional development, and education. Graduate level degree preferred but not required.
- Results driven self-starter able to work independently with minimal assistance and direction to make decisions, solve problems, achieve corporate goals and objectives and, most importantly, to inspire and lead.
- “Hands-on”, action oriented, creative, and resourceful, firm but fair, and, most importantly, consistent and does what’s best for the company, not what’s easy or popular.
- Ability to see the big picture and work strategically at a very high level with C-Suite personnel and other Senior Managers but, when necessary and appropriate, can roll up your sleeves and work “hands-on” blocking and tackling to get the job done.
- Strong management, administrative and organizational skills, able to multi-task and stay cool under pressure.
- Excellent verbal as well as written communication and interpersonal skills, able to relate to and work with people at all levels and from all walks of life, either one-on-one, in groups or in teams.
- Intermediate to advanced level Microsoft Office 365 skills (Word, Excel, Access, PowerPoint, Outlook, Teams).
- Ability to travel, as necessary and appropriate, to customers, prospects, company and related third party locations in the exercise of your duties and fulfillment of your responsibilities.
Benefits -
At AJM, our comprehensive “Cafeteria Benefits Plan” and “Flexible Spending Arrangement” (FSA), truly sets us apart from the competition. Under the cafeteria plan you’ll receive a comprehensive package of company paid medical, dental, optical, life and disability insurance coverage.
Summary of Benefits –
- Medical Insurance (BCBS)
- Dental Insurance
- Optical Insurance
- Life Insurance
- Short & Long-Term Disability Insurance
- Cafeteria Benefits Plan
- Flexible Spending Agreement
- Health Savings Account
- Child & Dependent Care Savings Account
- 401 K Retirement Plan (with Safe Harbor Company Match)
- Tuition Assistance
- Employee Assistance/Wellness Program
- Paid Vacations
- Paid Holiday
- Paid Sick & Personal Time
- Professional Development Program (AJM University)
About Us –
AJM was originally founded as a distributor of commercial paper, plastic and foil packaging products and related cleaning, janitorial and order processing supplies and equipment by three (3) Detroit area brothers operating out of a small warehouse in Detroit’s Eastern Market. In 1957 they built and moved into slightly larger quarters on Detroit’s southwest side, where, for the very first time, they began manufacturing their own products. Over the ensuing decades, AJM gradually evolved from its broadline distributor beginnings into a major paper products manufacturer, today employing nearly 3,000 people and operating eight (8) manufacturing and five (5) warehouse/distribution facilities strategically located throughout the United States.
Some things have undoubtedly changed since AJM was founded, but the company’s commitment to its customers and employees, alike, has not wavered and is deeply embedded in its DNA. So, too, is the founding brothers’ entrepreneurial spirit, “can do” attitude and singular focus on the value proposition that has fueled the company’s success from the very beginning. We’re still family owned and operated, still manufacturing our products in the good old USA and still providing our customers with the same reliable service and quality products they’ve come to expect from AJM for more than 75 years now.
Career Development –
At AJM, we realize we will only go as far as our employees can take us and, for that reason, we invest millions of dollars every year on both classroom and on-the-job training to develop our employees’ skills and promote a culture of learning and continuous improvement. There are no barriers to impede your progress here and no ceilings to halt your advance. You’ll control your own destiny, and we will help you reach your full potential with both in-house development programs and tuition reimbursement for undergraduate and graduate level college studies. Join our team and see where your AJM journey takes you!
For More Information –
Visit our website at www.ajmpack.com
AJM Packaging Corporation is an equal opportunity employer and does not discriminate on the basis of race, religion, color, sex, national origin or other legally protected status
