Hunt #15: What's it like selling packaging solutions?

Good morning hunters!

Today's newsletter covers an overview of selling packaging & beverage containers, some recently captured HOT jobs you might want to check out, and some parting words of wisdom.

Enjoy!

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Main Event

Exploring a Career in Packaging Sales

I recently spoke with someone who has spent most of his career in packaging sales. His journey shows the importance of finding the right fit.

He began in packaging, moved across the country for another role in the same industry, but after his company shut down, he ended up selling payroll solutions. Despite being the top salesperson there, he knew it wasn’t the right industry for him because the sales were too transactional—close a deal, get a commission, and move on. He missed building long-term relationships.

Determined to return to packaging, he started prospecting companies who he could eventually sell packaging solutions to. It was a smart move, and soon he was back in the industry, joining a small, independent company that was later acquired by a larger one.

Why was this good news? In packaging, big companies have leverage to get better pricing from suppliers, allowing them to offer more competitive prices to customers—a key advantage in a margin-sensitive industry.

Now, with over a decade back in the field, he has deep insights into life to share. Let’s explore what a day in the life looks like!

A Day in the Life of a Packaging Salesperson

Packaging sales cover a wide range of products, such as:

• Corrugated Containers: Cardboard boxes for shipping and storage.

• Beer Cans and Glass Bottles: Used by beverage companies.

• Folding Cartons: For cereal, cosmetics, and pharmaceuticals.

• Protective Packaging: Foam inserts, bubble wrap, air pillows, etc.

• Sustainable Options: Biodegradable, reusable, and eco-friendly packaging.

Most salespeople specialize in a few areas because it’s impossible to master everything. They manage the entire sales cycle: from prospecting clients to overseeing projects from start to finish.

The process involves multiple steps:

1. Inspecting the client’s current product.

2. Finding suppliers to recreate or improve the packaging.

3. Quoting the product while maintaining profit margins.

4. Creating samples.

5. Handling artwork, if needed.

6. Coordinating with vendors.

7. Processing purchase orders and shipping.

8. Managing customer service, including logistics and replacements.

The rep I spoke with focuses on corrugated containers and beer cans, serving more than 100 accounts. He no longer cold calls but relies on his network for referrals. With a high sales volume, he has internal support for customer queries, but it can still be a 24/7 business.

Compensation

New packaging salespeople usually receive a salary for the first 6-12 months, gradually transitioning to a 100% commission role. Commission is based on a percentage of gross profit, which varies by product. For instance, with an average 25% profit margin, the salesperson earns a percentage of that, paid monthly.

While average earnings range from $100K to $125K annually, top performers can earn significantly more. The salesperson I spoke with generates 4x more revenue than an average salesperson but is maxed out given how much time he’s spending with his existing customers.

Pros and Cons of Packaging Sales

Pros:

• Autonomy—no micromanagement.

• High retention—most stay for life once established.

• Endless learning opportunities.

• Full-cycle sales allow you to build a long-term book of business.

Cons:

• Managing everything for customers can be stressful.

• Difficult to take vacations without being contacted.

• No salary after the initial period.

• Damaged/lost shipments are deducted from your commission.

Packaging sales can be rewarding for those who enjoy building relationships and managing complex sales processes. It offers a fulfilling career with substantial earning potential but beware…the amount of attention you need to give customers can be intense!

Recently captured HOT jobs

• Azira Sales Executive (Data & Analytics) - Remote

• Guardian Fire Protection Outside Sales Rep - Baltimore, MD

• Collectly RCM Consultant (healthcare revenue cycle management) - Remote

• Comet Director of Sales (machine learning platform) - Remote

• hotglue Director of Sales (user-facing SaaS integrations) - New York

• MillerKnoll Channel Executive (furniture industry) - San Francisco

• Solar Landscape Director, Development - New York

• Simon Property Group Advertising Account Executive - Braintree, MA

• Sierra Nevada Sr. Market Development Rep - Orlando, FL

• Staples Business Development Executive - Framingham, MA

Words of wisdom

A smart leader said this to me recently which really resonated:

It is critically important to take control of your career instead of waiting for external circumstances to force your hand. Proactively seek new skills, opportunities, and connections to stay ahead. If your current role isn’t providing growth, take initiative by exploring other options or pursuing additional training. In short, be the driver of your own career path rather than letting your employer decide your fate.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”