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.