Catherine Shilander
Atlanta Metro Area
Summary
Technical sales and business development leader with 15+ years of experience driving growth and developing strategic customer relationships across aerospace, defense supply chain, and complex technical B2B markets. Combines engineering fluency with commercial execution to support multi-stakeholder sales cycles involving prime contractors, end users, and government procurement channels. Experienced in leading a distributed sales and BD team, contributing commercial input on pricing and terms, and strengthening account penetration through channel and program alignment. Recognized for expanding customer relationships, improving sales performance, and enabling cross-functional collaboration with product, operations, and executive stakeholders.
Overview
21
21
years of professional experience
Work History
Senior Director of Government Sales
Pelican Products, Inc.
Atlanta Metro
01.2024 - Current
- Leads sales and business development supporting aerospace and defense prime contractors and government programs.
- Integrated overlapping teams to eliminate internal competition across accounts, solutions, and pricing, improving customer alignment and commercial execution.
- Collaborates with finance and executive stakeholders on pricing and commercial inputs for strategic opportunities.
- Achieved year-over-year revenue growth while refining distributor strategy and aligning channel motions to customer needs.
- Directs a distributed team supporting end users, primes, and program activities across production and sustainment environments.
Director of Sales
Pelican Products, Inc.
Atlanta Metro
01.2020 - 01.2024
- Led commercial and technical packaging sales across the East Coast, managing regional managers and inside sales support.
- Improved profitability and pricing discipline, contributing to margin expansion and revenue improvements.
- Enhanced forecasting rigor through weekly pipeline reviews and quarterly business reviews.
- Coached sales resources to strengthen customer engagement and cross-functional coordination with operations and product.
Regional Manager, Technical Packaging
Pelican Products, Inc.
Atlanta Metro
01.2017 - 01.2020
- Supported aerospace and defense prime contractors through technical solution selling and multi-stakeholder coordination.
- Managed South Central and Midwest territories, expanding account penetration and recurring business.
- Exceeded annual sales goals over multiple years through strategic customer targeting and value-focused selling.
Sales Engineering Manager
Pelican Products, Inc.
Atlanta Metro
01.2010 - 01.2017
- Led sales engineering operations and technical training supporting domestic and international sales.
- Served as business lead for SAP PP/MM implementation and adoption.
- Coordinated technical requirements between customers and internal stakeholders across engineering, product, and operations.
Regional Project Manager
Pelican Products, Inc.
Kennesaw
01.2008 - 01.2010
- Managed customer requirements and internal execution across pricing, engineering, and production functions.
- Supported quoting, scoping, and delivery for technical packaging projects.
Regional Case Center Manager
Hardigg Industries, Inc.
Kennesaw
01.2006 - 01.2008
- Managed regional operations and achieved revenue growth through operational efficiency and customer support.
- Coordinated procurement, quality assurance, staffing, and vendor relationships.
Packaging Engineer
Hardigg Industries, Inc.
Kennesaw
01.2005 - 01.2006
- Designed custom packaging solutions and evaluated specifications for aerospace and defense customers.
- Provided technical support to sales and customers on material, compliance, and performance requirements.
Education
Executive MBA - Leadership & Organizational Behavior
Georgia State University
05-2023
B.S. - Packaging Engineering
Michigan State University
Skills
- Business Development
- Sales Strategy
- Strategic Account Development
- Pricing Strategy
- Revenue Growth
- Margin Improvement
- Negotiation
- Channel & Distribution Strategy
- Technical Solution Selling
- Aerospace & Defense Markets
- Multi-Stakeholder Sales Cycles
- Team Leadership
- Forecasting & Pipeline Management
- SAP PP/MM
- Project Management
Timeline
Senior Director of Government Sales
Pelican Products, Inc.
01.2024 - Current
Director of Sales
Pelican Products, Inc.
01.2020 - 01.2024
Regional Manager, Technical Packaging
Pelican Products, Inc.
01.2017 - 01.2020
Sales Engineering Manager
Pelican Products, Inc.
01.2010 - 01.2017
Regional Project Manager
Pelican Products, Inc.
01.2008 - 01.2010
Regional Case Center Manager
Hardigg Industries, Inc.
01.2006 - 01.2008
Packaging Engineer
Hardigg Industries, Inc.
01.2005 - 01.2006
Executive MBA - Leadership & Organizational Behavior
Georgia State University
B.S. - Packaging Engineering
Michigan State University