Director of Sales

ATS is a $2.2B publicly traded (NYSE & TSX: ATS) industry-leading automation solutions provider. Founded in 1978, ATS employs over 6,500 people at 60 manufacturing facilities and over 80 offices globally. ATS Packaging & Food Technology (PFT) is an operating segment of ATS with 11 companies and over 1,700 team members focused on serving customers in the food, pharma, and consumer goods industries. Paxiom, a division of ATS PFT, specializes in primary, secondary, and end-of-line packaging and conveyance for the food and consumer goods industries, with sites in Montreal, Miami, Las Vegas, Souderton, PA, and Shanghai, China.

About the role

The Director of Sales is responsible for developing selling strategies for Paxiom’s WeighPack and EndFlex brands within North America and leading a team of account and territory managers. This role sets a vision for strategic opportunities while executing day-to-day tactics, reporting to the Paxiom President. The position oversees a sales team and collaborates with Operations, Engineering, Marketing, and Finance to deliver profitable growth.

Responsibilities

• Lead, develop, coach, and inspire a high-performing sales team by setting clear expectations, mentoring performance, and fostering a culture of accountability, collaboration, and continuous improvement.
• Establish and maintain a disciplined sales process, conducting regular pipeline reviews and holding the team accountable for opportunity progression, forecast accuracy, and booking targets.
• Develop and execute strategic sales initiatives and tactical account plans aligned with the Annual Operating Plan (AOP) to drive bookings, revenue growth, and market expansion.
• Coach the sales team in developing effective account strategies, competitive win plans, and consultative selling techniques to improve win rates and customer outcomes.
• Design and optimize sales territories based on geography, customer segments, market opportunity, and technical expertise.
• Build, strengthen, and maintain executive-level relationships with key customers while supporting strategic business development initiatives.
• Partner with Engineering, Operations, Service, Marketing, and Finance to develop innovative customer solutions aligned with profitability and operational objectives.
• Collaborate with other ATS businesses to identify and execute cross-selling opportunities while strengthening relationships across the organization.
• Gather and leverage customer feedback, market intelligence, industry trends, and competitive insights to identify new business opportunities and influence product development.
• Drive a high-performance culture focused on achieving and exceeding AOP objectives through disciplined execution, problem-solving, and continuous improvement.
• Provide accurate sales forecasts, pipeline analysis, and performance reporting to Paxiom and ATS leadership to support strategic decision-making.
• Champion the Paxiom Xperience Center as a premier customer engagement destination by delivering immersive equipment demonstrations, application testing, and pre-order solution validation.

Requirements

• Bachelor’s degree or post-secondary diploma in manufacturing technology, engineering, business administration, marketing, or equivalent.
• Over ten (10) years of direct sales experience selling complex, turn-key automated systems.
• Experience selling packaging, material handling, or automation systems into the food manufacturing industry is a plus.
• Proven track record of developing new business, executing consultative sales strategies, negotiating and closing six-figure capital equipment contracts, and consistently achieving or exceeding revenue objectives.
• Minimum five (5) years of sales leadership experience building, coaching, and leading high-performing sales teams using consultative, ROI-driven, and value-based selling methodologies.
• Strong leadership presence with the ability to inspire high performance, influence cross-functional teams, develop talent, and foster a culture of accountability and collaboration.
• Strong analytical and business acumen with demonstrated expertise in sales forecasting, pipeline management, KPI reporting, and data-driven decision-making.
• Deep understanding of manufacturing operations and customer production challenges, with the ability to translate Paxiom’s technical capabilities into compelling business solutions.
• Advanced proficiency with ERP and CRM platforms, including experience managing quotations, sales orders, forecasting, backlog, commercial reporting, and manufacturing product structures.
• Working knowledge of manufacturing systems, product structures, engineering change processes, and production planning as they relate to quoting, order execution, and commercial execution.

Benefits

• Competitive compensation package with performance-based incentives.
• Comprehensive health, dental, vision, life, and disability benefits.
• 401(k) plan with company match.
• Opportunities to shape strategy and influence results in a collaborative and innovative organization.