The Director of Sales - PCHC is a senior commercial leader responsible for driving revenue growth and expanding market share in the food industry through the sale of integrated capital equipment and engineered solutions. This role combines strategic leadership with hands-on execution, translating business objectives into actionable sales strategies while building a high-performing sales organization.
The Director of Sales will lead complex, consultative sales efforts with PCHC manufacturers, develop and manage a robust pipeline, and coordinate cross-functional teams (engineering, operations, service) to deliver turnkey integrated solutions. This position serves as the link between executive strategy and frontline execution, ensuring consistent performance, strong customer partnerships, and predictable revenue growth.
The Director of Sales reports directly to the Vice President Sales - PCHC and supports ProMach Integrated Solutions and Zarpac Canada integration divisions.
THE MISSIONDrive profitable growth in the PCHC market by partnering with manufacturers to design, justify, and deliver integrated capital equipment solutions that improve throughput, food safety, and operational efficiency-while building long-term customer relationships and a predictable pipeline.
- Increase North American customer base in the PCHC market
- Meet with clients, lead sales force (both internal and external) with maintaining relationships, negotiating and closing deals
- Develop and implement market-driven strategies to achieve revenue goals and the company's mission
- Act as primary point of contact for accounts in the PCHC market with development and execution of business development strategies with identified top targets that are bets position to provide sustainable revenue for ProMach Integrated Solutions and Zarpac Canada
- Act as lead in development and execution of sales strategy & presentation that differentiate PMIS's value proposition and solutions on key opportunities
- Negotiate and finalize customer negotiations, working with management and the applications group
- Foster, promote and facilitate cross-selling of company-wide products, services, capabilities, and systems focusing on growing ProMach's global business
- Promote a customer-oriented focus and develop consultative customer relationships
- Develop and maintain high profile external relationships within customer constituents, trade organizations, etc.
- Assist with developing sales/marketing operating budgets
- Contribute to sales forecasting activities and set performance goals accordingly in alignment with management objectives
- Represent company at tradeshows/association meetings to promote our organization and products
KPIS:1) Revenue & Profitability- Achievement of quarterly order intake / revenue targets (%)
- Gross margin (%) on closed projects
- Revenue growth within key food segments
2) Pipeline Health & Forecast Accuracy- Pipeline coverage ratio (e.g., 63;3x quota)
- Pipeline value and quality in target segments
- Forecast accuracy (%) (monthly/quarterly)
3) Sales Effectiveness- Win rate (%) on qualified opportunities
- Average deal size ($)
- Sales cycle duration (months)
4) Customer & Account Growth- Growth in strategic account revenue
- Customer retention / repeat business (%)
- Expansion of multi-site or enterprise accounts
JOB REQUIREMENTS:- 7+ years' experience in B2B capital equipment sales and integration in the PCHC market
- Proven leadership skills as a sales/business development executive within the PCHC, packaging or manufacturing industry
- Demonstrated track record of building business and customer relationships
- Emotional intelligence and adaptability
- Accountability & ownership mindset
- Pricing strategy and margin management
- Pipeline management, forecasting and CRM tools
- Ability to engage multiple stakeholders (plant, engineering, procurement, executives)
- Communication & Contract negotiation leadership skills
- Proven history of increasing revenues to meet benchmarks and company goals
- Proficiency in AutoCAD for system concept design
- Strong understanding of justification (ROI, payback, throughput improvement)
- Extensive North American travel will be required in effort to meet a target of in person customer visits/sales objectives
BENEFITS:Salary is only a part of a well-developed compensation program. As a Pro Mach employee, you receive more than just a paycheck. Total compensation includes your pay (base salary), very comprehensive medical/dental programs as well as life insurance, a generous paid time off program, a retirement savings plan with a company match and a wellness program. There is no waiting period for benefits - you are eligible on your first day of employment.
Please note that the pay ranges listed on external job boards, outside our posting details, do not accurately reflect our internal compensation ranges.
What's in it for you?There's no monopoly on innovative ideas or limits to how far you can advance with our team. We offer an open, communicative environment that fosters individual initiative. We pride ourselves in being a company where people are happy and choose to build a career.
In addition to growth opportunities, as a ProMach employee, you receive more than just a paycheck. Total compensation includes your salary, comprehensive medical/dental programs, as well as life insurance, a generous paid time off program, and a retirement savings plan with a company match. And because we understand the importance of feeling protected, there is no waiting period for benefits - you are eligible on your first day of employment!
Please note that the pay ranges listed on external job boards, outside our posting details, do not accurately reflect our internal compensation ranges.
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