Mike Scritchfield, regional sales manager at Viking Masek Packaging Technologies, found himself at a crossroads. Transitioning from a career in BioPharma operations to a new role in packaging sales, he faced the daunting task of adapting to a new industry under unprecedented circumstances. Yet, this very challenge underscored the importance of community and adaptability, two elements that have become central to his success at Viking Masek Packaging Technologies.
Scritchfield's journey into the packaging world began through a serendipitous connection with a member of the Viking Masek community. This relationship blossomed into a friendship, ultimately leading him to join the company. Reflecting on this pivotal decision, he regards it as one of the best choices of his life, second only to marrying his wife. The sense of belonging and support he found within the Viking Masek team became his anchor during the tumultuous early days of his new career.
As a newcomer to sales and the packaging sector, Scritchfield encountered numerous obstacles. The pandemic added an extra layer of complexity, making him question his decision. However, his camaraderie and willingness to help from his colleagues gave him the strength to persevere. By staying connected and consistently seeking guidance, he was able to navigate the challenges and grow into his role.
His advice to emerging leaders emphasizes the importance of resourcefulness and coachability. Scritchfield believes that finding answers and embracing coaching are crucial traits for success. This mindset of continuous improvement and openness to learning has propelled him forward in his career.
The most fascinating aspect of Scritchfield's job lies in the innovative developments his team creates. These advancements aim to simplify the packaging experience throughout the lifecycle of a product, a mission he is deeply passionate about.
Looking ahead, Scritchfield is eager to explore the "science of selling" further, focusing on building lasting partnerships with customers and enhancing efficiency from sales to delivery. With a solid understanding of Viking Masek's offerings, he is also excited to expand his network beyond the organization, seeking new collaborations and relationships through platforms like PMMI.
A member of the Viking Masek team for four years, Scritchfield increased revenue in his territory by 122% in 2023 despite softer demand and is on track to best that performance by another 36% in 2024, even though demand seems to have plateaued. To ensure his customers receive top priority, Mike set a goal in January 2024 to respond to all inbound leads in less than 10 minutes and has achieved that target for the first half of the year. He has collected multiple internal awards for outstanding sales achievements, including the highest quote-to-close ratio, currently at 39%.
