Director, National Accounts

Key Responsibilities

• Own Shorr’s national accounts commercial strategy, with clear accountability for revenue, margin, and growth performance.
• Lead the identification, prioritization, and pursuit of high-value enterprise and multi-location opportunities across target segments including e-Commerce, Food, Healthcare, Industrial and 3PLs.
• Establish and maintain a disciplined target account and pipeline management process, ensuring focus on opportunities that deliver scale and long-term value.
• Drive complex, multi-division sales strategies that leverage Shorr’s full capabilities, relationships, and geographic footprint.
• Partner with executive leadership to align national account strategy with broader commercial goals and growth initiatives.
• Lead, coach, and develop National Account Managers, setting clear commercial expectations and performance standards.
• Function as a player-coach on high-impact opportunities, providing strategic direction, deal oversight, and executive-level customer engagement.
• Ensure National Account Managers effectively engage Division Leadership and local Account Executives (AEs) to execute nationally aligned go-to-market strategies.
• Build a strong bench of commercial talent capable of managing enterprise-level relationships and complexity.
• Provide leadership oversight to a national customer support team, ensuring their work directly supports revenue growth, retention, and customer satisfaction.
• Align support team structure, workflows, and priorities to enable scalable national account execution and repeatable performance.
• Establish service expectations that reinforce Shorr’s value proposition while maintaining operational discipline and profitability.
• Use customer insights and service data to identify expansion opportunities and reduce friction in the sales-to-execution lifecycle.
• Partner closely with Division Leaders, Regional Sales Leaders, and Operations to ensure national commitments are executable at the local level.
• Ensure the right Account Executives and internal resources are assigned to support national opportunities and ongoing account growth.
• Collaborate with vendors and strategic partners to enhance solution offerings and competitive positioning.
• Serve as an escalation point for complex national account challenges, balancing customer expectations with Shorr’s operational and financial objectives.

Performance Management & Commercial Discipline

• Leverage CRM and analytics to monitor pipeline health, forecast performance, and assess account profitability.
• Ensure national account qualification standards are consistently applied (e.g., new account definitions, historical purchasing activity).
• Track and report key commercial metrics including revenue growth, margin, retention, and expansion.
• Drive continuous improvement in sales execution, onboarding, and accountability.

Qualifications

• Bachelor’s degree from an accredited four-year college or university required.
• Minimum 10+ years of progressive sales leadership experience, including national or enterprise account responsibility.
• Proven track record of closing and growing large, complex, multi-location customers.
• Demonstrated success leading sales teams; experience overseeing customer support or commercial operations teams preferred.
• Packaging industry experience strongly preferred.
• Strong business and financial acumen, including managing pipeline, margin, and forecasting.
• Advanced proficiency in CRM systems (Salesforce preferred) and Microsoft Office (Outlook, Excel, PowerPoint).
• Ability to travel nationally (25–35%).
• Ability to make decisions that balance near-term growth with long-term enterprise value.
• Deep understanding of how strategy, pricing, margin, and execution drive profitable growth.
• Leadership beyond direct reports; influences across divisions, regions, and functions.
• Accountability and results focus - Sets clear expectations and delivers on commitments.
• Customer-centric mindset - Focused on creating value for customers while protecting Shorr’s interests.

Compensation

The base pay range for this role is $240,000 – $285,000 per year.

Shorr Packaging does not provide work authorization sponsorship for this position.

Shorr Benefits:

• Employee Stock Ownership Plan (ESOP) - Together, We Own It!
• Comprehensive Employee Benefits: Medical, dental, vision and other insurance coverages
• Generous PTO with vacation, sick and floating holidays.
• 401K plan plus matching
• Team based Employee Owner company culture

Shorr Packaging Corp is an equal-opportunity employer.