Job Description

The Director of the Automotive Segment is a senior influencing role responsible for developing, implementing, and managing strategies to grow Pratt Industries’ Corrugated Packaging Automotive Segment market share. The ideal candidate will have existing relationships with senior decision makers of automotive customers who utilize corrugated packaging in the US. The primary objective is to drive growth, especially with new customers and automotive sub-segments, while working closely with the manufacturing and sales organizations in protecting and expanding existing relationships.

Duties and Responsibilities:

• Develop and execute a comprehensive growth strategy aligned with company goals, leveraging existing strengths and identifying new opportunities.
• Organize and manage the target Automotive Sub-Segments to support growth objectives, introducing tools and processes to improve communication
• Conduct ongoing market research to stay abreast of new technologies, capabilities, needs, and strategies in the Automotive segment, provide regular updates and recommendations to Pratt leadership and Sales teams regarding initiatives we should undertake to take advantage of these developments, and continue to grow our share in this segment.
• Active participation in Pratt’s Divisional Sales Funnel reviews to ensure key automotive segment growth targets are known and are being pursued.
• Provide leadership, mentorship, and oversight to the Strategic Accounts team and Local Sales teams regarding any unique needs of the Automotive Segment, fostering talent development and succession planning.
• Build and maintain executive-level relationships with key Automotive Segment accounts in cooperation with the Strategic Accounts Team and local sales representatives, acting as a trusted advisor and partner.
• Design and lead client campaigns and tailored proposals, offering innovative solutions using Pratt’s products and services.
• Deliver compelling, professional sales presentations to clients and prospects through in-person and online platforms.
• Travel as needed to develop client relationships, attend events, and secure future partnerships.
• Monitor and achieve sales goals developed along with senior leadership.
• Ensure compliance with company policies and procedures.
• Perform additional duties as assigned by senior management.

Requirements:

• Bachelor’s degree, preferably in graphics, packaging, purchasing or a related field.
• 10+ years of proven success within the automotive industry with senior level relationships. Packaging or corrugated packaging experience a plus.
• Strong industry network and ability to leverage connections for business growth.
• Demonstrated success in implementing strategic sales processes and achieving corporate goals.
• Proven ability to penetrate strategic business opportunities while maintaining long-term client relationships.
• Strong executive-level sales skills, including presentation, negotiation, and relationship management.
• Excellent negotiation, communication, and customer service skills.
• Ability to thrive under high-pressure sales conditions and adapt to a dynamic environment.
• Ability to travel as needed and maintain a valid driver’s license.
• Strong analytical and problem-solving skills, with the ability to interpret sales data and apply insights.

Personal Characteristics:

• Leadership Excellence: Capable of inspiring and motivating multi-level personnel to achieve results. Hands-on but strategic, with the ability to delegate effectively.
• Values the benefits of a privately owned company, quick decisions, growing capacity and capabilities every year
• Relationship Builder: Natural ability to develop strong rapport with internal and external stakeholders at all levels.
• Results-Oriented: Driven and determined, with a strong work ethic and focus on achieving measurable outcomes.
• Effective Communicator: Strong verbal and written communication skills, capable of delivering messages across various levels of the organization.
• Team Player: Collaborative mindset, working cross-functionally to meet and exceed customer needs.

Qualifications

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