Director of Sales (Business Development)

Title: Director of Sales (Business Development) Location: Remote (Midwest Region)

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, site operations teams, and corporate support teams to vet and validate all new business opportunities to ensure they are planned to meet new Key Customer expectations and timelines.
• Scrutinize the alignment of all new Key Customer business opportunities with Crescent’s capabilities and capacities to Do it Well.
• Lead a customer-first approach and champion KCEP to inspire confidence and strengthen our customers’ competitive advantage.
• Understand the Voice of the Customer and the Voice of our People to ensure strategic and tactical alignment.

Quality

• Build trust with new Key Customers, establishing strong and open relationships, where our customers are stakeholders in Crescent’s long-term success.
• Develop high-quality customer response materials including but not limited to RFP submissions, customer projects and presentations, and marketing and social media inputs, branding Crescent as a Premier Service Provider.
• Develop high-quality sales and marketing materials in alignment with the 3P’s, Crescent’s brand standards, and each new Key Customer’s defined needs.
• Ensure the integrity and timeliness of all data and inputs required for Key Customers, Crescent and Crescent Key Partners’ operating and planning systems.
• Scrutinize the alignment of all new business opportunities with being able to Do it Right.
• Use approved AI and sales enablement tools to improve the speed and quality of research, proposals, and customer materials, reviewing all output for accuracy before it reaches a customer.

Customer Value

• Drive the new Key Customer engagement process, differentiating Crescent from its competitors by pursuing and developing customized engineered solutions.
• Represent Crescent’s customer experience promises in every engagement: staying in front of issues, transparency, flexibility, and consistent quality over the life of the program.
• Differentiate Crescent from its competitors by pursuing creative/innovative engineered service solutions.
• Identify how new Key Customers measure value and share those insights with appropriate stakeholders.
• Drive and refine Crescent’s Growth Strategy to ensure we are delivering top line revenue growth.

Financial

• Produce annual sales plans in alignment with the Growth Strategy and the Annual Strategic Plan.
• Evaluate the financial performance of new Key Customers and validate them as Key Customers. Propose actions for continuous improvement.
• Provide insight on how to strategically grow with each new Key Customer.
• Participate in the annual budget planning process.
• Identify cost saving initiatives that help drive Crescent’s EBIT.
• Qualify opportunities against Crescent’s financial guardrails, including the EBIT floor for new business, return expectations on opportunities requiring dedicated capital, and indexed pricing with material pass-throughs and annual labor escalators.
• Partner with Estimating, Operations, and Finance to develop transparent, well-structured pricing so customers can clearly compare cost structure.

Cultural Competencies

Do It Right

Doing what is right for our Customers, doing what is right for our Company and doing what is right for our People. Continually improving the quality of our products and services. Monitoring and measuring every key ingredient which could negatively impact our quality. Doing it Right ensures we will always strive to become a Premier Service Provider.

• Systematic Trainer: willing and able to develop people on Crescent’s processes and procedures.
• Commercial Judgment: able to assess opportunity quality against Crescent’s capabilities, capacities, and financial guardrails.
• Delegation readiness: knows when to assume responsibility for deliverables and when to delegate in order to meet or exceed expectations
• Change Management: Identifier and champion of change opportunities, adept at countering resistance to change and an advocate for continuous improvement

Do It Safe

Providing a safe environment and supporting our People to reach their highest potential. A safe environment where all forms of risk are assessed and controlled. A safe environment open to new ideas, where our People’s opinions and overall well-being count. A diverse environment where everyone fits and can be successful.

• Self-assured Communicator: clear and concise; balanced talker and listener.
• Conflict Management: can effectively assert and manage conflict and confrontational situations. Holds self and others accountable.
• Temperament: patient, firm and flexible, energetic, enthusiastic, solutions oriented.

Do It Well

Optimizing all our resources to efficiently and effectively perform all tasks well. Our overall productivity as a company is a reflection of the thousands of activities performed well each and every day by everyone. At Crescent, our ability to Do it Well is a real source of pride valued by our customers.

• Process Oriented: able to follow structure where it exists and create (document) structure as needed.
• Resilient: able to deal with the unexpected and not easily flustered.
• Detail Oriented: organized and follows up to ensure quality task completion.
• Work Ethic: task and big picture focused with a willingness to extend the extra effort.
• Time Management: assesses and understands priorities and executes with a sense of urgency.
• Persistence: sustains professional, multi-touch follow-up with prospects through long sales cycles.
• Systems Fluency: comfortable working in sales technology platforms and using approved AI tools to extend personal capacity.

Work Environment / Physical Demands

• Fast paced environment, requiring adaptability to continuous changes in schedules, work and project volumes, and shifting priorities..
• Regular travel to customer locations, Crescent sites, and industry trade shows.

Systems Usage

• UKG
• Microsoft Office and Teams
• Oracle NetSuite
• ClickUp
• Go To Market intelligence 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.