Spotlight on Success: Cherie Shepard, Managing Partner of Material Handling, Packaging and Processing Recruiting

Your people are the heartbeat of your organization.

Here at Direct Recruiters, we value and appreciate the hard work, dedication and fun that our employees bring each day. Together, the DRI team specializes in executive search, recruiting, staffing, and consulting solutions for leading companies across several industries. Our team is dedicated to sourcing, identifying, acquiring, and retaining top performing professionals to elevate the success of our client organizations.

Today, we want to highlight one of our great teams: the Material Handling, Packaging and Processing team, led by Cherie Shepard. We had the opportunity to sit down with Cherie and learn all about her and her team, their industry and the clients and candidates they serve.

Introduce yourself!

Cherie Shepard:  I am Managing Partner and Practice Leader for Material Handling, Packaging and Processing at DRI. With 16 years of dedicated service here, I’m passionate about providing customized recruiting and executive search services to top organizations in these fields.

Describe the industries you focus your time in?

Cherie Shepard: My team’s main area of focus is working with companies that manufacture, integrate, or distribute capital equipment or product solutions.

Material Handling Equipment

If an organization is building a new warehouse for example, that company will need a variety of material handling products installed into this warehouse. My clients provide these products for these projects. A company may need to upgrade a warehouse’s equipment, or it may want to add automation to a warehouse; my clients would be responsible for these upgrades. Our clients work on projects that can consist of equipment, controls, electronics, or software.

Packaging Equipment

We also provide recruiting and executive search services for clients in the packaging equipment space. Like material handling equipment, our packaging equipment clients work on comparable projects. For example, a shampoo manufacturer will need to fill the bottles, label, mark and code, cap, and carton each of the individual products. These products then need to go into a case or a pallet for shipping. These pieces of equipment can be identified as either primary or secondary packaging equipment. Our clients manufacture this type of equipment.

Food Processing Equipment

Food processing is another area of focus for my team at DRI. From lab equipment, instrumentation, all the way to ovens, etc. Our clients impact these projects.

Each of these markets were significantly affected by the pandemic. The technological endeavors of these organizations have been inspiring. Our clients have had to turn on a dime to bring the products we need literally to our door.

As consumers, we are clueless regarding what is involved in the processing, packaging, and material handling world; but each industry impacts our daily lives at every turn. We are proud to play a part in providing leading talent to these industries. The work they do is amazing to me. All of this happens outside of the consumer's vision in a multibillion-dollar way. My clients impact every avenue of consumers' lives which makes what we do every day very impactful as we help our clients and ultimately help ourselves.

Why types of roles do you work on?

Cherie Shepard: When I first started recruiting our sweet spot was sales, mostly on an individual contributor level. Since 2010 we expanded our expertise exponentially by being able to be your “go to” recruiting team for almost every department in an organization. We can assist with Sales, Engineering, Operations, Marketing, Service, IT, Human Resources, Legal and Supply Chain. We fill positions from C-Level to individual contributor. Salaries can range from $80k-$500k depending on the situation. By doing this we have developed strong partnerships in our niche industries working toward being that recruiting team of choice.

Not only do we fill permanent positions, but we can fill contract roles. Perhaps our client has a project that needs a Controls Engineer for an estimated 6-month timetable. We can help with these as well.

Tell us what your process looks like working with both clients and candidates.

Cherie Shepard: Communication is the most important part of every project we work on. Whether it is our communication with the candidate or with the client; EVERYONE MATTERS. 

The Client Side

My goal is to touch base with my clients at least once a week to update them on our progress. Sometimes this communication can be difficult as we have not found the right person yet, or the feedback from the industry is negative. Sometimes this feedback is an update of where candidates are in process and sometimes the feedback can be a nudge to our client that we need feedback from them regarding a slate of candidates.

The Candidate Side

Communication with our candidates is constant as well. We want to hear what they are feeling about the interviews they have been on and how they are feeling about a role, the company, and the hiring manager. We learn about other roles they are interviewing for and how each rank. We listen between the lines a great deal to hear what they aren’t saying so we can answer the questions they are afraid to ask.

Finessing a candidate’s offer is where our listening between the lines really comes into play. Of course, we talk with our candidates about what they would like to get in terms of a salary, PTO, phone, car, etc.

But we also talk with them about what they may be leaving on the table in terms of commission, bonuses, and relationships. We learn how those close to them feel about this new opportunity and what it may mean to their family.

 We ask these questions throughout the entire interview process but we fine tune at the end to help both parties’ win.

The last thing I want anyone to think about Direct Recruiters is that we are ‘resume flippers.’ Our process from the intake call to a signed offer is very intense with numerous communications from every angle. It doesn’t end with the signed offer. We diligently walk our candidates through resignation from the first conversation we have with them throughout their 2 week-notice to do our best to prevent counter offers. There is a lot of guidance and support we provide to bring this together.

What do you want everyone to know about working with you, your team, and Direct Recruiters, Inc.? 

Cherie Shepard: My team of 6 has over 50 years of recruiting experience in the industrial world. We know who our clients are, who their competitors are, and what their products do. We are always researching the market to learn more about the technology and funding that goes into developing this technology. Our clients don’t need to spend time educating us. To our clients, we are consultants and providers of information.

We are not a vendor; we are a partner.

Where can we find you/your team throughout the year? 

Cherie Shepard: My team attends PackExpo, Modex, Promat. We are members of MHEDA and FPSA.

What do you love about recruiting? 

Cherie Shepard: I love the challenge, the research, the conversations, and the never-ending education. Our job as recruiters is very hard and it can be a roller coaster that takes time to adjust to. What we “sell” can make decisions and second guess. Working with people and building careers is a challenge but it is so rewarding and most days, fun.

What is your favorite quote/words of wisdom? 

Cherie Shepard: What we do affects businesses and the livelihoods of both candidates and clients. A very long time ago I heard a quote from Mary Kay Ash that has always stuck with me.

“Everyone has an invisible sign hanging from their neck saying, 'Make me feel important.' Never forget this message when working with people.”

I am competitive and I love to win but at the end of the day what we do isn’t about me.

Connect with Cherie and the Material Handling, Packaging, Processing team:

Cherie Shepard | 440.996.0582 | cshepard@directrecruiters.com | Cherie’s LinkedIn

Open Roles

As DRI’s Material Handling, Packaging and Processing team works across the nation on high-level roles for our clients, we are always open to speaking with professionals who are interested in the roles listed below, or who would simply like to network.

COO (Material Handling)

• Global manufacturer of material handling equipment
• Must come from a manufacturing background
• Positive people leader with 10+ years of industry and leadership experience
• 30% travel required
• Locations in Lexington, KY or Dallas, TX

Director of Sales (Food and/or Pharma)

• Global leader in manufacturing of food processing and pharmaceutical equipment
• Food processing or pharmaceuticals experience required
• Strategic leader with 5+ years of experience managing a sales team
• Full benefits with $401k and car allowance
• Must be willing to travel 50%
• Location in Chicago, IL

Director of Sales (Material Handling)

• Leading global Material Handling integrator
• Must have sales experience and a proven track record in sales
• Leadership, coaching, problem solving, customer service, innovation, technical skills
• Ability to prioritize, multi-task, and pay attention to detail
• Some overnight travel and overtime/weekend work required
• Location: Westfield, IN

Operations Manager (Packaging Equipment)

• Manufacturer of automated packaging equipment and machinery
• Manufacturing background and both business and technical aptitude required
• Ability to problem-solve on the production floor is a must
• Full benefits from day 1 + 401k
• Travel rarely required
• Location: Chicago, IL

Systems Engineering Manager (Material Handling)

• Manufacturer and integrator of automated material handling equipment
• Prior management and multi-disciplined engineering experience required
• Sorters, package handling, conveyors, AI, smart vision skills
• Full benefits including day 1 health insurance, $401k, technical leadership bonus
• 10-20% of travel required
• Work/Visa sponsorship offered
• Location in Baltimore, MD

Division Manager (Material Handling)

• Manufacturer specializing in industrial, retail, e-commerce, food/bev industries 
• Must have management experience
• Background in material handling, metal building, or metal construction materials
• AutoCAD experience a plus
• Minimal travel required (1-2 overnights every 60-90 days)
• Base salary: $150k-$200k - Full benefits plus 401k
• Southern California or relocatable

Regional Sales Manager (Material Handling)

• Stable manufacturer providing material handling solutions to various industries
• Must have experience in material handling equipment sales
• Forklift experience preferred  
• Hunter mentality with prior experience in growing distributor channel sales networks
• Dynamic, high-profile, strategic rainmaker fostering long-term client relationships
• Competitive compensation - full benefits including 401k match and car allowance
• Within 50 miles of major airport (preferably MN, WI, KS, MO, IA, IL, IN, OH, or MI)

Regional Sales Manager (Packaging Equipment)

• Global leader in packaging solutions for various food, healthcare, industrial products
• Complex capital equipment sales experience required into Med Device
• Base salary of $100-$110k + OTE $200,000
• Full benefits including $401k and company car provided
• Must be willing to 80-100% travel overnight 
• Can be located West of the Rocky Mountains

Sales Manager (Material Handling)

• Global leader in dynamic storage solutions
• Experience developing and executing effective sales strategies required
• Must demonstrate problem-solving, decision-making skills with results-oriented focus
• Bachelor’s Degree or equivalent work experience is also required
• Competitive salary package and benefits and opportunities for professional growth

Sales & Business Dev. Manager, Pharmacy Automation

• Leader in the pharmacy equipment sector seeking a new Sales Manager
• Strong Sales experience required
• Must have sales experience in central fill, mail order, specialty pharmacy systems
• Location: Anywhere in the U.S.

Project Manager (Material Handling)

• Global manufacturer and integrator of material handling equipment
• AMR/AGV, picking, palletizing, robotics, conveyors, sortation experience required
• Ideal candidate must be hungry, driven, and looking for growth
• Must be willing to travel 50%
• Chicago based or relocatable

National Accounts Manager (Material Handling)

• Manufacturer specializing in providing material handling solutions in various industries
• Technical sales experience and a hunter mentality required
• Ideal candidate is solutions-oriented and fosters long-term client relationships 
• Base salary: $70k-$100k plus $150k-$200k OTE + uncapped commission
• Full benefits with 401k match and car allowance
• Must be willing to travel 40%
• Location: near major airport

Sr Design Engineer (Material Handling)

• Stable manufacturer providing material handling solutions to various industries
• Experience building capital equipment/machines – forklifts, attachments, hydraulics
• Must demonstrate high degree of mechanical aptitude
• Solidworks and Inventor experience a plus
• Wisconsin based or relocatable

Sales Engineer – Maritimes Canada(NS) (Industrial Equipment)

• Global, billion-dollar manufacturer of industrial equipment
• 3-5 years of sales experience with industrial background
• Ideal candidate will also possess a hunter mentality
• Full benefits available on day 1 plus 401k and company car included
• 50% travel required

Controls Engineer (Material Handling)

• Material handling equipment company focusing in automation
• Must have experience in creating electrical control schematics and PLCs
• Fanuc robot programming, designing HMIs, and system functions skills
• Experience with providing on-site and off-site project support required
• Ability to travel 25% overnight
• Must live in or relocate to St. Louis, MO

Field Service Tech (Industrial Equipment)

• Manufacturer specializing in the making and installing of recycling systems solutions
• Must have experience in field service as well as repairing hydraulic/electric systems
• Positive and energetic with good mechanical aptitude
• Full benefits: 401k, day 1 healthcare, and company card/automobile 
• Must be willing to travel 50%
• Location: Midwest (Cleveland, OH preferred)

Regulatory Specialist / Fluids Product Steward (Industrial Equipment)

• Global, billion-dollar manufacturer of industrial equipment
• Seeking Regulatory Specialist for the Fluids 
• Experience with creating data driven safety data sheets required
• Stewardship of chemical products and managing global regulations also required
• Experience as a Regulatory Specialist or Product Steward highly preferred
• Degree in chemistry, environmental sciences/health/safety, regulatory affairs, or similar field
• Location: must live or relocate to Chicagoland (relocation assistance available)
• Hybrid role (3 days per week in office)

Outside Sales Representative - DFW (Material Handling)

• Established manufacturer of material handling equipment experiencing a growth phase
• Experience with warehouse, automation, distribution, and fulfillment required
• Racking, pallet rack, mezzanines, forklifts, AMR/AGV, packaging, conveyors experience
• Ideal candidate demonstrates strong work ethic, teamwork, honesty, and self-reflection
• Projects are 2-4 months, $10k-$500k
• Uncapped commission

Outside Sales Representative – MIA, JAX, MCO (Material Handling)

• Established manufacturer of material handling equipment experiencing a growth phase
• Experience with warehouse, automation, distribution, and fulfillment required
• Racking, pallet rack, mezzanines, forklifts, AMR/AGV, packaging, conveyors experience
• Ideal candidate demonstrates strong work ethic, teamwork, honesty, and self-reflection
• Projects are 2-4 months, $10k-$500k
• Uncapped commission

SoCal Sales Rep (Food Equipment)

• Global and family-owned food processing equipment manufacturer
• Experience in sales with industrial food processing capital equipment
• Driven with technical, industrial, and relationship-building skills
• Base salary of $85k plus commission -full benefits with 401k and company car provided
• Must be willing to travel 50%

Sales Rep – West (Packaging Equipment)

• Packaging equipment manufacturer specializing in solutions for various industries 
• Capital equipment sales experience required
• Ideal candidate will have a hunter mentality and existing book of business
• Base salary: $100k plus commission
• Full benefits including mileage reimbursement and company card
• Can be located West of the Rocky Mountains

Featured Candidates

Below you will find a few featured candidates the Material Handling, Packaging and Processing team has spoken with who are open to new opportunities. If you would like to get in contact with any of the candidates below, please reach out.

HR Director– based in Georgia (Industrial Manufacturing)

• Reduced voluntary turnover from 21% to 5.21% YOY
• Managed 9 HR Business Partners for 6 verticals
• Team builder/leader with prior experience in global services
• Instituted Culture initiative for talent development and succession planning programs

Chief Revenue Officer - Midwest Based

• BSME
• Product experience in Automated Material Handling Solutions Hardware/Software
• Pharma, Med Device, Food, Pet
• P/L responsibility, direct reports, Sales training

Vice President Sales – based in Illinois

• Led organization from $15M to $19M in 3 years through strategic sales budgets
• Managed 10-15 regional sales managers, directors, and representatives
• Product experience: food packaging, ecommerce, pharma, robotic application
• Travel: 50%
• Relocate: no

Director of Project Engineering – based in Georgia

• Director of Solutions Engineering- manages cradle-to-grave projects
• Automated MH integration, shuttles, robotics, AGV, vision, software, conveyors, ASRS, AMR
• Designs: MH systems into warehousing, parcel, distribution & fulfillment, manufacturing
• Managed software, hardware, electrical
• Completed a $150M project for UPS
• Atlanta

Senior Sales Manager, Regional Parts – based in Michigan

• Led a company from $10M region to $38M, will finish off the year with $42M
• Product experience: spare parts, truck, accessories, batteries
• Willing to travel: about 70%

Regional Sales Manager – based in California

• Sold as much as $12M in a year
• B2B outside sales, new business development, packaging and processing machinery
• Product experience: Flatbed die cutters, folder/gluers, steam tunnels, box erectors

Regional Sales Manager – based in California

• Sold close to $25M in 2022 
• Yearly sales plan creation & implementation, bottling and filing solutions
• Product experience: Integrates filling, capping, labelling, conveying and feeding
• 50% travel

Sales Rep - AL Industrial Automation

• For the past 3 years, has grown:

-Total sales by 45% in region

-Part sales consistently by 20% / year

-Service sales by 25-30% / year

• Plant revamp totaling a $72M investment
• Coordinated addition of 4 new robots, saving company $726K / year
• Travel: 50%