Director of Sales

The posting, as Crescent wrote it

Director of Sales

As a key member of the Sales Team, the Director of Sales is responsible for growing the Crescent customer base by adding new Key Customers. The Director of Sales owns a named list of target accounts and drives top-line revenue growth in support of Crescent’s Growth Strategy 2026 to 2030. The Director of Sales identifies and seeks to understand new Key Customers’ needs to outsource their integrated contract packaging and fulfillment requirements, positioning Crescent as a premier service partner that strengthens their competitive advantage.

Essential Duties and Responsibilities

Sales Team Member

• Drive the lead generation and strategic prospecting process for new Key Customers, using Apollo as the primary outbound platform and ZoomInfo as a secondary source of account and contact intelligence.
• Utilize the Growth Strategy and KCEP to maintain strategic alignment with prospective Key Customers.
• Prepare and deliver presentations, RFP submissions, and customer-requested analyses.
• Sustainably and profitably grow the business with new Key Customers.
• Sell Crescent’s integrated model end to end, covering materials sourcing, primary packaging, secondary packaging, and omnichannel fulfillment to retail, Amazon FBA, direct to manufacturer, and direct to consumer.
• Build and maintain segmented target account lists and multi-touch outbound sequences, sustaining professional follow-up across the full sequence rather than stopping after the first touch.
• Develop relationships in Crescent’s priority emerging brand verticals, including functional nutrition, better for you snacks, and beauty and personal care.

Safety

• Create a physically and psychologically safe environment for our people so they can safely communicate, grow, and develop.
• Scrutinize the alignment and contractual obligations of all new business opportunities with being able to Do it Safe by evaluating all potential risk, including regulatory, quality, and trade compliance requirements.
• Promote and drive the relevance of the Crescent Safety culture with all new customers.

People

• Be versed on Crescent’s Growth Strategy, Strategy Map, and Annual Strategic Plan, and understand how each shapes new Key Customer opportunities.
• Build and maintain strategic alignment between new Key Customers, corporate support teams and site/operating teams.
• Collaborate with the Director of Integrated Commercial Operations to qualify and develop new Turnkey Display Materials sales opportunities.
• Partner with other Sales Team members so campaign content, sequence messaging, and follow-up stay aligned with account strategy.
• Contribute market and customer insight to the XLT strategy process and the Annual Strategic Plan.

Productivity

• Create and maintain a diverse and robust new business pipeline across integrated contract packaging and fulfillment, kept current in ClickUp and Apollo so stage, value, and next action are visible.
• Collaborate with the XLT

[…]
ce tools: Apollo, ZoomInfo, LinkedIn, Keychain

• Approved AI tool

Qualifications

Education & Experience

• 5+ years of sales experience in the contract packaging, contract manufacturing, supply chain logistics, or consumer packaged goods industry, winning enterprise and mid-market customers.
• Experience leading teams to develop formal RFP responses.
• Demonstrated sales hunting track record and an established book of business in the consumer packaged goods world, including familiarity with retailers.
• Working proficiency with sales intelligence and engagement platforms such as Apollo, ZoomInfo, and LinkedIn Sales Navigator, and with work management tools such as ClickUp.
• Practical use of AI tools for research, prospect qualification, and content development

Preferred Qualifications

• Experience selling integrated contract packaging and fulfillment services, or selling into emerging and high growth brands.

We will absolutely know the Director of Sales is successful if they can:

• Sign two new Key Customers for our integrated contract packaging and fulfillment business to start up in 2028.
• Consistently demonstrate they understand, accept and live out the Crescent Way.
• Build and maintain a new business pipeline greater than 50% of Crescent’s annual revenues.
• Receive invitations to multiple new Key Customer RFPs annually.
• Generate qualified meetings and RFP invitations that support the Growth Strategy target of one new enterprise logo per year.
• Establish strong trusting relationships resulting in the profitable retention of new Key Customers.
• Allow the SVP of Sales and Marketing a continued strategic focus forward.
• Gain a detailed understanding of contract packaging and fulfillment operations that enables impactful sales presentations with prospective customers.
• Gain a detailed understanding of commercial arrangements, critical financial drivers, current budgeting assumptions, and how they drive sustainable and profitable growth.