Director of Sales (Work Remote) - Custom Packaging - Stock Options
Chicago, IL 45202 | Remote Friendly
While most companies have the challenge of gaining new customers versus getting more out of their existing accounts, this company has the opposite issue. There’s more than plenty of new accounts coming in, it’s just a matter of leveraging them and building them into legacy accounts. This company did $300,000 in sales their first year. $3 m/m in revenue their 2nd year. 3rd year was almost $8 m/m and this year they are projecting between $10 m/m to $15 m/m in sales.
Since its inception, ALL of their business has come to them (they’re still generating thousands of brand new customers each quarter) just from buyers finding them online. Each and every single customer thus far have come through the company’s website and typically purchases, short-run digital print boxes, anywhere from 250 to 2,000 units. However, there is very little to no repeat business.
This is where YOU and OPPORTUNITY come into play.
The market opportunity and support from senior leadership are there, but the right sales leader isn’t. As the sales leader, you’ll help the company bring in projects from customers that are over 2,000 units or in a unique situation where the customer needs more of a custom-design. There are currently two account managers serving this part of their business who are basically doing the day-to-day quotes and follow-ups, that you’ll manage directly. The goal is to get the business to the point where they can go from 2 account managers to 20 account managers.
The company has done a phenomenal job with the internet of things but the challenge is they are missing more of the human element. You’ll need to be able to prove that you can grow the larger-volume business, that you’ll see from more of a traditional packaging broker model. But with your experience and the hiring company’s innovative technology, put a new spin on it. The hiring company has a lot of customers and there are a lot of big, larger brands coming through their web portal, the company just needs to do a better job of proactively cross-selling the existing accounts.
Only 1% of the hiring company’s customers are ordering larger quantity runs, yet they make up 10% to 20% of the company’s overall sales revenue. This is without anyone proactively upselling. This equates to MASSIVE untapped potential!
In this role, you’ll be expected to:
- Grow existing customers
- Increase the average order value
- Develop a higher-touch relationship with customers
- Create the sales strategy
- Be part of the executive leadership team
- Build scalability
- Set-up pre-negotiated pricing with vendors
- Set pricing strategy and guidelines for projects
You’re going to need to be organized and process-driven. The entire company of 30+ employees all works remote, except for a select few at their production facility located in the Midwest. However, the plan is to build a sales office around the person they hire to build synergy and enhance company culture. The hiring company’s CRM is Freshsales. For internal communication, they use a chat collaboration tool called Slack.
You will report directly to the CEO, who founded the company. You’ll have a one-on-one call every week and then a bi-monthly manager meeting with the rest of the executive team altogether. You’ll also work with the Head of Customer Support, who was the very first employee hired by the company.
To make life easy for you, there will be zero bureaucracy. You’ll be able to develop something new, bringing your own experience to the table already knowing what works and what doesn’t. One thing is for sure, you won’t be hampered by old ways of thinking.
The hiring company is still in its infancy stage. Challenges come with being a start-up. Keeping up with a fast-pace, growing pains and the ever-changing environment are just a few of them.
As part of the executive management team, you’ll have an equity/ownership stake in the company. You will work remote living anywhere in the US.
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