Packaging Sales Representative

FlexPAC | Industrial Packaging Solutions

Position: Packaging Sales Representative
Reports To: Sales Director
Location: Elkhart, Indiana / Assigned Territory
Employment: Full-Time
Travel: Regular local and regional travel
Compensation: $50,000–$80,000 base salary + uncapped commission

About FlexPAC

FlexPAC is a leading distributor of industrial packaging solutions serving manufacturers, food and beverage companies, distribution centers, logistics providers, and consumer-goods businesses.

We believe high-performing sales professionals should have the opportunity to earn at an exceptional level. Few sales organizations actively want their best salespeople to earn more than the CEO. FlexPAC is one of them. Our top producers earn more than $300,000 annually, and our uncapped commission structure rewards people who build strong territories and create lasting customer relationships.

We are looking for sales professionals who are willing to start at ground level, build relationships, solve problems, and grow a territory. If you are competitive, curious, accountable, and believe your earning potential should be driven by your performance—not an artificial ceiling—we want to talk.

Position Summary

FlexPAC is seeking a motivated, results-driven Packaging Sales Representative to develop new business while managing and growing an existing portfolio of customers within an assigned territory.

This is a true hunter/farmer role that combines disciplined prospecting with consultative, application-based selling. You will work with customers to identify opportunities involving packaging materials, equipment, automation, labor efficiency, sustainability, damage reduction, and total cost.

Our sales approach is built around the Sandler sales methodology. Successful representatives qualify opportunities carefully, uncover meaningful business problems, understand the customer's decision process, connect solutions to measurable value, and establish clear next steps.

FlexPAC also incorporates EOS-style accountability, emphasizing measurable results, clear priorities, ownership, communication, and follow-through.

What You'll Do

• Build and maintain a qualified sales pipeline through consistent prospecting by phone, email, referrals, networking, supplier partnerships, research, and systematic follow-up.
• Identify and develop new customers throughout your assigned territory.
• Build relationships with decision-makers and key stakeholders across purchasing, operations, engineering, production, maintenance, and leadership.
• Evaluate customer packaging processes, material usage, labor requirements, equipment limitations, product damage, sustainability goals, and total-cost drivers.
• Recommend customized solutions involving corrugated, films, protective packaging, strapping, consumables, packaging equipment, and automation.
• Identify opportunities that reduce total cost, improve productivity, increase throughput, reduce damage, improve sustainability, or solve operational problems.
• Coordinate material trials, samples, line evaluations, equipment demonstrations, installations, and post-implementation follow-up.
• Develop and present proposals that clearly communicate operational and financial value.
• Negotiate pricing and commercial terms while protecting both customer value and FlexPAC profitability.
• Close new business and expand existing accounts through cross-selling and solution development.
• Conduct regular business reviews with key customers and identify additional opportunities within their operations.
• Maintain accurate CRM records, including contacts, opportunities, sales stages, forecasts, pricing activity, next actions, and relevant account intelligence.
• Collaborate with customer service, purchasing, technical service, design, suppliers, warehouse operations, and leadership to deliver an excellent customer experience.
• Stay current on packaging materials, equipment, automation, sustainability, and emerging industry technologies.

How We Sell — Sandler Sales Process

FlexPAC expects sales representatives to use a disciplined, consultative sales process.

You will be expected to:

• Establish rapport and a clear up-front contract for meetings, discovery calls, trials, and proposal reviews.
• Ask effective questions to uncover pain, business impact, urgency, budget, decision criteria, and the customer's decision-making process.
• Understand the business problem before recommending a product or solution.
• Qualify opportunities honestly and avoid spending excessive time on opportunities without mutual fit, access, urgency, or commitment.
• Use pre-call planning and post-call debriefs to continuously improve execution.
• Establish mutual commitments and clear next steps throughout the sales process.
• Prevent proposals and trials from becoming open-ended by establishing expectations before investing resources.

Accountability & Performance

At FlexPAC, sales professionals are given significant opportunity and are expected to take ownership of their results.

You will be expected to:

• Own measurable weekly sales activities and outcomes.
• Consistently prospect and develop new opportunities.
• Maintain a healthy, qualified sales pipeline.
• Track proposals, wins, revenue, gross profit, and other agreed-upon sales metrics.
• Maintain accurate forecasts and CRM information.
• Establish and execute quarterly priorities.
• Identify issues early rather than allowing problems to grow.
• Follow through on commitments to customers and teammates.
• Accept candid coaching and continuously work to improve.
• Demonstrate that you understand the role, want the responsibility, and have the capacity to perform at a high level.

Required Qualifications

• 3–5+ years of successful business-to-business sales experience involving custom or technical solutions.
• Packaging distribution, corrugated, packaging equipment, automation, or industrial-product sales experience strongly preferred.
• Demonstrated ability to prospect and generate new business rather than relying exclusively on inbound opportunities.
• Proven ability to qualify, develop, close, retain, and expand complex customer accounts.
• Ability to work with multiple stakeholders within an organization.
• Working knowledge of packaging applications, specifications, converting, distribution, manufacturing, or industrial operations.
• Ability to translate technical and operational findings into a clear business case and total-cost recommendation.
• Demonstrated success with upselling, cross-selling, negotiation, quota attainment, and profitable account growth.
• Ability to research prospects and develop lasting customer relationships through consultative selling and excellent service.
• Strong written, verbal, presentation, negotiation, organizational, and follow-up skills.
• Comfortable working independently and managing an assigned geographic territory.
• Working knowledge of Microsoft Office, Google Workspace, Google Maps, ZoomInfo, Salesforce or a similar CRM, and virtual meeting platforms.
• Ability to responsibly use artificial-intelligence tools such as ChatGPT and Gemini for prospect research, sales preparation, communication, analysis, and productivity while protecting confidential company and customer information.
• Valid driver's license and ability to travel throughout the assigned territory and to customer and supplier locations.
• Bachelor's degree in sales, business, marketing, or a related field preferred. Equivalent relevant professional experience will be considered.

Preferred Experience

Experience in one or more of the following areas is especially valuable:

• Packaging distribution
• Food and beverage manufacturing
• Contract packaging
• Industrial manufacturing
• Distribution centers
• Third-party logistics
• Corrugated packaging
• Flexible films
• Protective packaging
• Strapping
• Stretch wrapping
• Shrink applications
• Case handling
• End-of-line packaging systems
• Packaging automation
• Material and equipment trials
• Line evaluations
• Cost-savings analyses
• Equipment ROI calculations

Formal Sandler training or experience with another consultative sales methodology is preferred.

Exposure to EOS, Traction, scorecards, Rocks, Level 10 Meetings, or similar operating systems is also beneficial.

What Success Looks Like

Successful FlexPAC sales representatives:

• Create opportunities instead of waiting for them.
• Ask great questions before offering solutions.
• Become trusted resources to their customers.
• Understand both the operational and financial impact of packaging decisions.
• Solve problems instead of simply selling products.
• Protect profitability while delivering measurable customer value.
• Consistently follow up and do what they say they will do.
• Build relationships across multiple levels of a customer's organization.
• Collaborate effectively with internal teams and supplier partners.
• Take ownership of their territory and results.
• Continuously learn about customers, packaging technology, and the industry.

What We Offer

• $50,000–$80,000 base salary, depending on experience.
• Uncapped commission structure.
• Top-performing FlexPAC sales professionals earn more than $300,000 annually based on performance.
• Comprehensive medical, dental, and vision benefits.
• 401(k) matching plan.
• Car allowance, company vehicle, or mileage reimbursement depending on the role arrangement.
• Paid time off and company holidays.
• Training, supplier resources, and technical support.
• Access to a broad portfolio of packaging materials, equipment, automation, and solutions.
• Opportunity to build and grow a meaningful territory.
• Significant earning potential tied directly to performance.
• No FlexPAC non-compete requirement. Employees remain responsible for complying with applicable confidentiality, intellectual-property, non-solicitation, and other lawful employment obligations.

Work Location

Hybrid remote — Elkhart, Indiana 46514

Regular travel throughout the assigned territory and occasional travel to FlexPAC locations, supplier facilities, customer sites, training events, and industry events should be expected.

Equal Opportunity Employer

FlexPAC is an equal opportunity employer. Employment decisions are based on qualifications, merit, performance, and business needs.

Pay: $50,000.00 - $80,000.00 per year

Benefits:

• Flexible schedule

Work Location: Hybrid remote in Elkhart, IN 46514