Industrial Packaging Sales Manager

Position Summary

The EMEA Industrial Packaging Sales Manager is responsible for winning new customers and recruiting, onboarding, and developing high-performing distributors for AstroNova's industrial packaging portfolio, with potential expansion to adjacent regions. The role grows revenue in corrugated and broader packaging by selling printing solutions, consumables and service through direct engagement with end users, supported by a distributor network and selected OEM and integrator partnerships.

Key responsibilities

• Identify and prioritise end users in target areas using a documented segmentation model. Map buying centres, production lines, packaging workflows, and decision makers.
• Progress opportunities through AstroNova's funnel process. Capture use cases, print volumes, substrate mix and changeover constraints to qualify value and fit.
• Lead discovery and line walks to define hardware, inks, and service. Build ROI cases around throughput, waste reduction and print quality.
• Secure trial agreements, success criteria and training plans. Manage go-live to ensure first-time-right installs and early value realisation.
• Run targeted plays to open new sites in corrugated and packaging and expand within existing customers.
• Run regular pipeline and forecast reviews with clear stage exit criteria. Maintain CRM discipline on opportunities, trials, installs, and the installed base.
• Visit customer sites, distributors, and trade shows to validate requirements, develop pipelines, and support strategic deals from qualification to close and post install success.
• Set activity and outcome targets for the account and distributor teams and track customer-level metrics.
• Coordinate and co-host customer and partner reviews, set agendas, and align Sales, Service, Marketing, Product, and Operations on risks and actions.

Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Required Experience

• Proven experience selling to packaging end users. Experience leading full sales cycles from discovery and trials to install and post-installation success.
• Strong strategic thinking and negotiation skills with the ability to identify, quantify, and prioritize growth opportunities.
• Excellent organization, communication, and interpersonal skills.
• Practical understanding of packaging print applications, substrates, inks, and line constraints.
• Ability to scope and support solutions in-line or near-line printing, including consumables and service requirements.
• Fluency in English required. Professional proficiency in additional regional languages is a strong plus.

Additional Preferred Skills, Experience, and Certifications

• Experience with packaging, printing, or converting
• Familiarity with building consumables and service attachment models for end users and the installed base
• Experience running trials, demos, and line qualifications at packaging end users (for example, corrugated converters and box plants)

Physical Requirements

• Able to occasionally lift up to 25kg when moving or demonstrating equipment.
• Must be able to walk, sit and stand for continuous periods of time.

Working Conditions and Travel Requirements

This is a field-based role. A valid driving license and travel throughout the assigned territory are required. This position requires regular travel to customers and partners distributors for training and demo visits throughout EMEA with the possibility of travel into other regions.