The Role
Senior commercial leader owning national account strategy and revenue/margin growth across multi-location customers. Lead and coach National Account Managers, align cross-functional resources, oversee a national customer support team, leverage CRM and analytics for pipeline and profitability, and drive scalable, repeatable sales processes to retain and expand enterprise accounts.
Summary Generated by Built In
Together, We Own it! Start your employee owner journey with Shorr Packaging.
The Director of National Accounts is a senior commercial leader responsible for driving enterprise growth for Shorr Packaging across the United States. This role owns the national account growth strategy, providing leadership to National Account Managers and oversight of a centralized customer support team to ensure scalable, profitable, and consistent execution for multi‑location customers.
As an employee‑owner leader, this role is accountable not only for revenue growth and margin performance, but also for building disciplined, repeatable sales processes that support Shorr’s long‑term ESOP value creation. The Director serves as a strategic partner to Division Leadership, Regional Sales, and Operations to win, grow, and retain national customers.
Key Responsibilities:
National Accounts Strategy & Growth
- 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.
Leadership of National Account Sales
- 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.
Customer Support as a Commercial Enabler
- 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.
Cross‑Functional Alignment & Execution
- 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.
- Leads beyond direct reports; influences across divisions, regions, and functions.
- Accountability and results focus - Sets clear expectations and delivers on commitments.
- Demonstrated ability to build strong commercial capability through coaching, feedback, and development.
- Customer‑centric mindset - Focused on creating value for customers while protecting Shorr’s interests.
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. It is the policy of Shorr Packaging Corp to afford full Equal Employment Opportunity, and all applicants will receive consideration for employment without regard to protected veteran status or disability status or any other legally protected status.
Skills Required
- Bachelor's degree from an accredited four-year college or university
- Minimum 10+ years of progressive sales leadership, 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
- Packaging industry experience
- Strong business and financial acumen, including managing pipeline, margin, and forecasting
- Advanced proficiency in CRM systems
- Experience with Salesforce
- Advanced proficiency in Microsoft Office (Outlook, Excel, PowerPoint)
- Ability to travel nationally (25-35%)
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Shorr is your premium, full-service packaging partner. We have an unmatched ability to optimize holistic supply chain processes, differentiate brands from their competition, and accelerate customer growth. Together we can streamline your processes, increase your output, consolidate your vendor network, and innovate your packaging. We offer innovative packaging products and equipment from industry-leading manufacturers. Product lines include corrugated, carton closure, tapes and adhesives, stretch wrap, shrink wrap, pallet unitization, flexible and protective packaging. We specialize in packaging design, process and procurement methodologies, along with customized automated equipment solutions. Our equipment sales and service team is comprised of expert sales representatives, process engineers and skilled service technicians. Equipment lines include pallet wrappers, case formers, case sealers, shrink wrappers, workstations, bagging and strapping machines. Other core competencies include in-depth consultative reviews along with post-purchase service and support. Shorr Packaging Corp. is geographically positioned with branches, warehouses and distribution centers strategically positioned across the country to best serve your needs. As an employee-owned company, we value every business relationship and will do whatever it takes to ensure success.
