Segment Manager - Case Ready & Protein

Segment Manager Case Ready & ProteinOwn the Case Ready & Protein segmentwith a clear goal: profitable growth and market leadership across beef, pork, and poultry packaging applications. This is a customer-obsessed, technical + commercial role that shapes winning solutions across tray sealing, thermoforming, flow wrap, and integrated automation systems.Partner closely with Sales to qualify, design, and close opportunities. Translate voice of customer into compelling solutions, pricing strategies, and differentiated value propositions. Define segment strategy, standard offers, and go-to-market plans while enabling the Sales team to win consistently.This role serves as the segment expert and commercial leader, driving growth through deep application knowledge, strong partner coordination, and disciplined execution across the full sales lifecycle.Key ResponsibilitiesGrowth & Commercial Leadership: Own segment growth across Case Ready and Protein markets; shape opportunities, define win strategy, and support deal closure. Travel with Sales as the subject matter expert in customer engagements and industry events.Segment Ownership & Strategy: Define and execute annual segment plans including target accounts, applications, competitive positioning, pricing strategy, and margin goals. Align with Product Management across Flow, Tray Sealing, Thermoforming, and Automation.Customer Advocacy: Lead discovery and application development; translate customer requirements into clear, differentiated solutions including layouts, performance expectations, ROI/TCO, and scope definition.Solution Development: Configure integrated packaging solutions leveraging Harpak-ULMA equipment and third-party partners (portioning, slicing, loading, labeling, inspection, etc.). Ensure solutions are technically sound, commercially viable, and competitive.Sales Enablement & Training: Develop and deliver ongoing training programs for Regional Sales Managers to improve application knowledge, data collection, and proposal quality. Drive consistency and increase close rates across the segment.Partner & Ecosystem Strategy: Identify, qualify, and manage third-party partners required to deliver complete Case Ready solutions. Maintain strong relationships to ensure technical alignment and commercial competitiveness.Demo, Trials & Sampling: Support and coordinate customer demonstrations, product-to-package validation, and in-house trials. Ensure professional execution to accelerate decision-making and de-risk projects.Market Intelligence & Competitive Analysis: Conduct win/loss analysis, monitor competitive offerings, and provide insights to refine segment strategy, pricing, and positioning.Sales & Marketing Collaboration: Work with Marketing to develop campaigns, promotions, and segment-specific messaging. Contribute to trade shows, industry events, and thought leadership content.Pipeline & Performance Management: Track pipeline health, close rates, and cycle times. Drive accountability and continuous improvement across the segment.CRM & Process Discipline: Ensure accurate documentation of opportunities, proposals, and activities within CRM systems to support repeatability and organizational learning.Technical CompetenciesCase Ready Applications: Strong understanding of beef, pork, and poultry packaging including fresh, MAP, and case-ready formats; knowledge of shelf-life drivers and packaging performance requirements.Packaging Systems: Tray sealing, thermoforming, and flow wrapping fundamentals; familiarity with film structures, sealing technologies, labeling, and coding.Upstream & Downstream Integration: Working knowledge of portioning, slicing, grinding, loading, inspection, and end-of-line systems required for complete solutions.Solution Configuration: Ability to develop layouts, define system architecture, and integrate multiple equipment platforms into cohesive solutions.QualificationsBS in Engineering, Business, or related field (or equivalent experience)510+ years in packaging, protein processing, or related automation environmentsProven experience in technical sales, product management, or application engineeringStrong commercial acumen with the ability to translate technical solutions into business valueExcellent communication and cross-functional leadership skillsTime & Travel~5060% travel (customer visits, trade shows, partner coordination)Flexible schedule based on customer and market needsCompensationCompetitive base + performance-based incentives tied to segment growth, bookings, and margin performanceFull benefits packageAbout Harpak-ULMA PackagingHarpak-ULMA is the North American arm of ULMA, a global leader in automated packaging solutions. We deliver integrated systems across tray sealing, thermoforming, flow wrapping, vertical packaging, robotics, inspection, and end-of-line automationserving food, medical, and industrial markets.Our solutions enable customers to reduce total cost of ownership, address labor challenges, and improve performance through advanced automation, digital integration, and 24/7 service support.