Sales Manager - Food Packaging Machinery in Elgin, Illinois at Middleby Packaging Solutions LLC

Position Summary

The Sales Manager is responsible for driving revenue growth and expanding market share for MAP (Modified Atmosphere Packaging) equipment throughout the United States. This role focuses on developing strategic customer relationships, identifying new business opportunities, managing key accounts, and leading the sales process from prospecting through project implementation.

The ideal candidate has extensive experience selling capital equipment into the food processing and packaging industries, with a strong understanding of MAP technology, vertical bagging systems, and integrated packaging line solutions.

Key Responsibilities

Sales & Business Development

• Develop and execute a national sales strategy to achieve annual revenue and profitability objectives.
• Identify and pursue opportunities with food processors, produce packers, snack food manufacturers, frozen food companies, protein processors, and related industries.
• Generate new business through direct sales efforts, distributor networks, industry contacts, trade shows, and targeted marketing initiatives.
• Manage the complete sales cycle from lead generation through contract negotiation and order closure.
• Maintain an active pipeline and provide accurate sales forecasts.

Customer Relationship Management

• Build and maintain relationships with executive leadership, plant managers, engineering teams, operations managers, and purchasing professionals.
• Conduct product demonstrations, plant audits, and packaging evaluations.
• Understand customer production requirements and recommend appropriate MAP vertical bagging solutions.
• Serve as the primary point of contact for strategic national accounts.

Technical Sales Support

• Collaborate with engineering and applications teams to develop customized packaging solutions.
• Present ROI analyses, throughput calculations, labor savings, and package quality improvements.
• Develop proposals, quotations, and technical specifications.
• Support equipment installations and startup activities when necessary.

Market Development

• Monitor industry trends, competitive activity, emerging packaging technologies, and customer needs.
• Identify opportunities for new products, enhancements, and market expansion.
• Represent the company at industry trade shows, conferences, and customer events.
• Develop relationships with packaging material suppliers, automation integrators, and industry influencers.

Territory Management

• Manage a national territory with significant travel requirements.
• Prioritize opportunities and allocate resources to maximize sales effectiveness.
• Maintain CRM records, activity reports, and forecast accuracy.

Qualifications

Required

• Bachelor's degree in Business, Engineering, Packaging Technology, Marketing, or related field; equivalent experience considered.
• 5+ years of successful capital equipment sales experience in packaging, processing, or industrial automation.
• Proven track record of achieving and exceeding sales targets.
• Strong understanding of food manufacturing and packaging operations.
• Excellent presentation, negotiation, and communication skills.
• Experience managing long-cycle, consultative sales processes.
• Ability to travel 50-70% nationally.

Preferred

• Experience selling VFFS baggers, MAP packaging systems, weighers, conveyors, or integrated packaging lines.
• Knowledge of gas flushing technology, shelf-life extension, and food packaging regulations.
• Existing relationships within produce, snack, frozen food, bakery, protein, or fresh-cut food industries.
• Experience working with distributors and OEM sales channels.
• CRM proficiency (Salesforce, HubSpot, Microsoft Dynamics, etc.).

Key Competencies

• Strategic Selling
• Consultative Sales Techniques
• Technical Aptitude
• Negotiation and Closing Skills
• Customer Relationship Management
• Business Development
• Territory Planning
• Forecasting and Pipeline Management
• Presentation Skills
• Team Collaboration

Performance Metrics

• Annual sales revenue achievement
• New customer acquisition
• Gross margin performance
• Pipeline growth and forecast accuracy
• Market share expansion
• Customer retention and satisfaction
• Sales cycle effectiveness
• Strategic account development

Compensation & Benefits

• Base compensation: $110,000 - $130,000, depending on experience, plus commissions
• Health, dental, and vision insurance
• 401(k) with company match
• Paid vacation and holidays
• Expense reimbursement
• Professional development opportunities

Ideal Candidate Profile

A highly motivated sales professional with a strong packaging machinery background who can effectively sell complex MAP vertical bagging solutions to food manufacturers. The successful candidate combines technical expertise, consultative selling skills, and business acumen to help customers improve packaging performance, product shelf life, operational efficiency, and profitability.