Territory Sales Representative – Packaging Adhesives (North America)

Location:

Remote (Up to 50% travel)

Department:

Sales – HPC

Reports To:

National Sales Manager – Packaging

Position Summary

We are seeking a highly driven and results-oriented Territory Sales Representative to join our North America Packaging Adhesives team. This role is responsible for driving new business development and expanding market presence within an assigned geographic region.

The Territory Sales Representative focuses on identifying, pursuing, and closing new customer opportunities while building a strong sales pipeline and increasing market share. This role requires a proactive, “hunter” mindset combined with the ability to apply technical expertise in a consultative sales approach to win business in the food & beverage, personal care, and consumer goods markets.

Key Responsibilities

New Business Development & Territory Growth

• Own and execute a territory sales strategy to drive new customer acquisition and market share expansion
• Identify, target, and penetrate high-potential accounts within the assigned region
• Generate and maintain a robust pipeline of qualified opportunities through:
  • Cold outreach
  • Networking
  • Industry events
  • Referrals
• Proactively pursue and close net new business opportunities to meet or exceed revenue and margin targets
• Continuously evaluate territory performance and adjust strategies to maximize growth and coverage

Sales Execution & Pipeline Management

• Manage all stages of the sales cycle, including:
  • Prospecting
  • Discovery
  • Solution development
  • Proposal delivery
  • Negotiation and closing
• Maintain accurate and up-to-date opportunity tracking, forecasting, and pipeline management in CRM (e.g., Salesforce)
• Drive deal velocity and conversion rates through disciplined sales execution

Customer Engagement & Early-Stage Relationship Building

• Establish strong relationships with new customers and key decision-makers during the sales and onboarding phases
• Ensure a smooth transition from initial sale to implementation and early-stage growth
• Collaborate with internal teams or Account Managers (if applicable) to transition accounts for long-term management once established

Technical Sales & Solution Positioning

• Apply technical knowledge of packaging adhesives to deliver consultative, value-based solutions
• Conduct product demonstrations, trials, and presentations to differentiate offerings and win new business
• Partner with Technical Service teams to:
  • Support product trials and line qualifications
  • Address customer requirements
  • Ensure successful product adoption

Market Intelligence & Competitive Positioning

• Monitor market trends, customer needs, and competitor activity within the territory
• Identify emerging opportunities and risks to inform territory strategy
• Provide voice-of-customer (VOC) insights to support product development and commercial strategy

Cross-Functional Collaboration

• Partner with internal teams (Technical, Marketing, Supply Chain) to support successful customer acquisition and onboarding
• Align on pricing, proposals, and contract terms to ensure competitive and profitable outcomes

Qualifications

• Bachelor’s degree in Business, Engineering, Chemistry, or a related field required (advanced degree preferred)
• 5+ years of experience in B2B sales with a strong focus on new business development
• Proven track record of meeting or exceeding sales targets and acquiring new customers
• Demonstrated ability to build and manage a high-performing sales pipeline
• Experience in industrial adhesives, packaging materials, or technical product sales preferred
• Strong prospecting, negotiation, and closing skills
• Ability to navigate complex, multi-stakeholder sales environments
• Technical aptitude with the ability to translate customer needs into solutions
• Knowledge of packaging processes and adhesive applications is a strong advantage
• Excellent communication, organizational, and time management skills
• Self-motivated, competitive, and results-driven mindset
• Proficiency in CRM tools (Salesforce or equivalent)
• Willingness to travel up to 50% within North America