CHIEF SALES OFFICER
Packaging Industry | West Coast Focus
California (Northern and Southern) | Full-Time | Executive Leadership Team
About the Role
We are seeking a dynamic and experienced Chief Sales Officer to lead our commercial organization across the West Coast, with a primary focus on California. This is a hands-on leadership role for a packaging sales professional who knows how to build and motivate a high-performing sales team, can translate manufacturing capabilities into customer value, and understands how product is made.
The ideal candidate brings deep expertise across corrugated, folding carton, high graphics (including lithography), and specialty packaging and can speak credibly to customers across all these segments.
This position is a member of the Executive Leadership Team, joining the COO, CFO, CHRO, and President of Specialty in shaping the direction and growth of the company.
What You'll Do Lead the Sales Organization
- Own revenue targets and sales performance across all accounts and territories.
- Recruit, develop, and retain top sales talent; build a team capable of winning in a competitive West Coast market.
- Set pricing strategies and lead the team on consistent, disciplined commercial execution.
- Drive pipeline discipline, forecasting accuracy, and consistent customer retention.
- Review the existing compensation and commission structure and recommend changes that better align sales incentives with the company's growth strategy.
Sell Our Capabilities
- Develop deep fluency in our manufacturing capabilities across corrugated, folding carton, high graphics, and specialty packaging.
- Coach the team to lead with capability-based selling, matching the right solution to each customer's needs.
- Personally engage in strategic accounts and complex negotiations, serving as the senior commercial voice.
Grow the Business
- Identify and pursue new business opportunities within our core markets and geographies.
- Develop and execute account strategies for key customers in food and beverage, produce, consumer goods, health and beauty, and industrial packaging.
- Partner with operations and estimating to ensure commercial commitments are aligned with capacity and margin requirements.
Shape Commercial Strategy
- Provide market intelligence on competitors, pricing trends, and customer needs to inform business decisions.
- Collaborate with the Executive Leadership Team on go-to-market strategy, product/service offerings, and investment priorities.
- Track and report on commercial KPIs including revenue growth, margin performance, new account acquisition, and customer retention.
What We're Looking ForExperience
- 10-15+ years of sales leadership experience in the packaging industry, with a track record of meeting or exceeding revenue goals.
- Hands-on expertise in two or more of the following: corrugated packaging, folding carton, high graphics / lithographic packaging, specialty packaging.
- Demonstrated ability to recruit, manage, and develop a field sales team.
- Established network and relationships in the California / West Coast packaging market.
Skills
- Pricing and margin management, able to set strategy and coach the team on disciplined deal-making.
- Negotiation, experienced closing complex, multi-year supply agreements with major accounts.
- Manufacturing literacy, can walk a plant, understand process capabilities, and translate that into compelling customer conversations.
- Leadership builds trust, holds people accountable, and creates a culture of performance and growth.
Markets
Preferred experience selling one or more of the following verticals:
- Food & Beverage
- Produce / Fresh
- Consumer Goods
- Health & Beauty
- Industrial Packaging
Location
California-based, Northern or Southern CA, with the expectation of significant time in the field with customers and the sales team.
Reporting Structure
Reports directly to the Chief Executive Officer.
Direct reports include Strategic Account Managers, Regional Sales Managers, Customer Service Organization, and Design Organization.
Education
College degree preferred. Equivalent experience in the packaging industry is equally valued.
California Pay Transparency Disclaimer: This is an Exempt position. The pay range for this position is $382,000.00 to $455,000.00. It is not typical for an individual to be hired at or near the top of the range for their role. Actual placement within range will be contingent upon several factors, including but not limited to the candidate’s qualifications, education, experience, internal equity and alignment with market data.
Pay: $382,000.00 - $455,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee assistance program
- Flexible spending account
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Relocation assistance
- Vision insurance
Work Location: Hybrid remote in Los Angeles, CA 90017
