Director - Sales Excellence & Development
Director, Sales Excellence & Development
Position Summary
The Director, Sales Excellence & Development is responsible for building the capabilities, processes, and programs that enable Pregis' commercial organization to achieve sustainable growth. This role leads the development of sales professionals and sales leaders by driving onboarding, coaching, training, leadership development, and sales effectiveness initiatives across the organization.
Reporting to the VP, People & Rewards, this individual will partner closely with Sales Leadership, Revenue Operations, Marketing, Category Management, and Learning & Development to improve sales productivity, accelerate new-hire ramp time, strengthen leadership capability, and support commercial growth.
This is a highly visible, enterprise-level role that provides broad exposure across the commercial organization and offers an excellent development opportunity for future sales, commercial, category management, or general management leadership positions.
Travel Requirement: up to 75%
Key Responsibilities
Sales Training & Development
Lead the strategy, design, and delivery of sales development programs across the employee lifecycle, from onboarding through advanced development.
Own and continually improve the Pregis sales training curriculum, including Dimensions in Professional Selling (DPS), product training, sales leadership development, and onboarding programs.
Partner with Sales Leadership to identify capability gaps and implement targeted development solutions.
Conduct periodic field travel and ride-alongs to assess effectiveness and identify coaching opportunities.
Evaluate training effectiveness through participant feedback, performance metrics, and business outcomes.
Sales Leadership Development
Design and deliver development programs for Regional Sales Managers and other commercial leaders.
Support the onboarding and development of new sales managers.
Coach sales leaders on performance management, talent development, accountability, and leadership effectiveness.
Partner with HR to align commercial development efforts with broader leadership and talent management strategies.
Sales Effectiveness & Performance
Develop and manage KPIs that measure onboarding effectiveness, sales readiness, productivity, and sales performance.
Partner with Revenue Operations and Sales Leadership to analyze performance data and identify opportunities to improve sales productivity and effectiveness.
Support the development of sales playbooks, best practices, and performance frameworks.
Help drive adoption of commercial processes, CRM tools, enablement technologies, and sales methodologies.
Commercial Enablement
Partner with Marketing, Revenue Operations, and Category Management to develop sales tools, playbooks, messaging, and customer-facing resources.
Ensure sales teams are equipped to effectively communicate value propositions, competitive differentiators, product benefits, and sustainability solutions.
Support commercial readiness for new product launches and strategic growth initiatives.
Participate in Voice of Sales activities and champion continuous improvement initiatives across the commercial organization.
Customer & Market Engagement
Participate in customer interactions, field visits, and commercial meetings to maintain a strong understanding of customer needs and market trends.
Support customer and channel partner training initiatives where appropriate.
Partner with commercial teams to identify opportunities to improve customer experience and sales performance.
Qualifications
Required Experience
Bachelor's degree in Business, Marketing, Sales, or related field or equivalent work experience
7+ years of progressive experience in sales, sales leadership, commercial excellence, category management, or sales enablement.
Demonstrated success driving sales performance, coaching teams, and leading commercial initiatives.
Experience developing talent and building high-performing teams.
Strong business and financial acumen.
Preferred Experience
Experience in manufacturing, packaging, industrial, automation, or other B2B environments.
Experience with consultative, solution-based selling methodologies.
Experience partnering across Sales, Marketing, Operations, Revenue Operations, and Product Management teams.
Critical Competencies
Commercial Acumen
Sales Leadership & Coaching
Strategic Thinking
Change Leadership
Executive Communication
Data-Driven Decision Making
Cross-Functional Collaboration
Project & Program Management
Talent Development
Customer Focus
Reporting Relationships
Reports To:
VP, People & Rewards
Key Partnerships:
Chief Sales Officer
VP, Sales
Sales Leadership Team
VP, Revenue Operations
VP, Marketing
Category Management Leadership
Director, Learning & Organizational Development
Sales Enablement Manager
Growth Opportunity
This role offers enterprise-wide visibility and the opportunity to influence nearly every customer-facing employee at Pregis. Successful candidates will gain broad exposure to sales strategy, leadership development, commercialization, revenue operations, and business performance management, making this an excellent development opportunity for future senior commercial, category management, or general management roles.
Compensation
The listed annualized base pay range is primarily based on analysis of similar positions. Actual base pay could vary and may be above or below the listed range based on factors including but not limited to performance, proficiency and demonstration of competencies required for the role. The base pay is just one component of Pregis’ total compensation package. The base pay range for this role is estimated to be $195,000 to $234,000, depending on experience and skills.
Compensation details listed in US job postings reflect base salary only and do not include benefits. Learn more about Benefits at Pregis.
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