Job Description
ATS Overview:
ATS is a $2.2B publicly traded (NYSE & TSX: ATS), industry-leading automation solutions provider to many of the world’s most successful companies. ATS uses its extensive knowledge base and global capabilities in custom automation products and value-added services to address the sophisticated manufacturing automation systems and service needs of multinational customers in life sciences, food & beverage, transportation, consumer products, and energy markets. Founded in 1978, ATS employs over 6,500 people at 60 manufacturing facilities and over 80 offices in North America, Europe, Southeast Asia, and China. ATS Packaging & Food Technology (PFT) is an operating segment of ATS that operates 11 companies globally, employing over 1700 team members focused on serving customers in the food, pharma, and consumer goods industries. Paxiom is an operating division of ATS PFT focused on 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.
Job Summary:
The Director of Sales role is responsible for developing the selling strategies for the company within North America and leading a team of account / territory managers for Paxiom, specifically WeighPack and EndFlex brands that manufacture primary, secondary, and end of line packaging for the food and consumer goods industries. This position sets a vision for strategic opportunities while tactically executing on a day-to-day basis. Reporting to the Paxiom President, this role oversees a sales team and works closely with Operations, Engineering, Marketing, and Finance to deliver profitable growth.
Job Duties and Responsibilities
- Lead, develop, coach, and inspire a high-performing sales team by setting clear expectations, mentoring individual 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 sales team accountable for opportunity progression, forecast accuracy, and achieving 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 that 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 closely with Engineering, Operations, Service, Marketing, and Finance to develop innovative customer solutions that align with profitability and operational objectives.
- Collaborate with other ATS businesses to identify and execute cross-selling opportunities while strengthening relationships across the ATS 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 Annual Operating Plan (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 that enhances the buying experience and accelerates sales.
Qualifications
- Bachelorâs 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 utilizing 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, collaboration, and continuous improvement.
- 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 that improve safety, labor utilization, productivity, capital investment, and operational efficiency.
- 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.
Why Join Us
- 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, influence results in a collaborative and innovative organization.
