Director, Sales & Business Development - Plastics Manufacturing

Although posted in the greater Indianapolis area, this role is currently located near Coldwater, MI. Relocation expense will be offered.

SUMMARY

Growing plastics manufacturer and blow molding provider to industry is currently seeking a strategic, growth-oriented Director of Sales to lead our next phase of scalable expansion within the contract manufacturing division.

This executive-level leader will architect and execute a disciplined growth strategy, drive measurable revenue acceleration, strengthen executive-level customer partnerships, and build a high-performance commercial organization.

The Director of Sales will align market opportunity with operational capability, optimize pricing and profitability, elevate rep group performance, and establish the structure and accountability necessary to transform steady progress into sustained, accelerated growth.

SPECIFIC RESPONSIBILITIES

• Achieve and exceed annual revenue and budget targets while driving accelerated year-over-year growth.
• Develop and execute a scalable sales and growth strategy aligned with company revenue, margin, and diversification objectives.
• Drive both new business acquisition and strategic expansion of existing accounts to increase share of wallet and long-term contract value.
• Maintain an active, measurable sales pipeline and provide accurate monthly and quarterly revenue forecasts.
• Strengthen executive-level relationships with key customers through regular meetings, business reviews, and on-site engagement.
• Identify cross-selling, upselling, and program extension opportunities within current accounts.
• Prospect, qualify, and win new contract blow mold manufacturing programs across targeted markets.
• Expand market presence across commercial and industrial sectors aligned with company capabilities.
• Develop and present proposals, pricing strategies, and commercial agreements that support profitability goals.
• Negotiate contracts to achieve win-win outcomes while maintaining margin discipline.
• Design and implement structured sales processes, KPIs, accountability standards, and CRM discipline.
• Track and report performance metrics including revenue, gross margin, win rates, pipeline activity, territory output, and forecasting accuracy.
• Recruit, coach, and develop a high-performance internal sales organization.
• Lead and manage independent manufacturer rep groups, establishing clear expectations for growth, activity, and accountability.
• Evaluate and optimize rep and territory performance to maximize output and market penetration.
• Collaborate with Engineering, Estimating, Operations, and Customer Service to ensure manufacturability, launch success, and ongoing customer satisfaction.
• Interpret blueprints, technical specifications, and customer documentation to support quoting accuracy and program feasibility.
• Serve as the voice of the customer internally, ensuring alignment between customer needs and operational execution.
• Protect customer intellectual property and maintain strict confidentiality standards.
• Support compliance with ISO9001 and other applicable regulatory requirements.
• Participate in trade shows, industry events, and networking activities to promote company capabilities.
• Perform other related duties as necessary to support company growth and strategic objectives.

REQUIREMENTS

Bachelor’s degree in business, marketing, engineering or related field. MBA preferred with at least eight (8) plus years in B2B sales with plastics manufacturing preferred ( blow molding, injection molding, extrusion, or related processes ). Experience hiring, leading and growing a sales team, from a sales operation perspective. Other attributes required:

• Proven track record of accelerating revenue growth beyond steady-state performance with success managing both new business and account management.
• Experience building, coaching, and leading high-performance sales teams.
• Experience managing independent manufacturer rep groups and driving measurable territory output.
• Strong pricing strategy, forecasting, and contract negotiation capabilities
• Ability to interpret blueprints, technical specifications, and manufacturing documentation
• Demonstrated ability to implement CRM discipline, sales metrics, and data-driven decision making
• Strong executive presence with the ability to influence engineers, buyers, senior leaders, and internal stakeholders.

Position offers an attractive base compensation, incentive program, health & welfare benefits, and relocation assistance to the area. For more information, contact the following:

Dan Witters, Director of Professional Recruitment

Office: 574-200-0122

Cell: 574-333-5860

dwitters@moralesgroup.net