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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
