Business Development Manager

American Packaging Corporation•Rochester, NY

About The Position

The Business Development Manager serves as a liaison between American Packaging Corporation’s sales force and its divisions, supporting new business development and the maintenance of existing business while helping ensure products meet customer needs. The role manages pricing and bidding, supports customer and sales relationships, coordinates product development and trials, and works with internal teams to improve business outcomes. Business travel is required. The position directly supervises the Pricing Group and oversees Customer Service Specialists and Customer Account Specialists.

Requirements

Bachelor’s degree from a four-year college.
Seven years of related experience and/or training.
Acceptable prior work history.
Ability to read, analyze, and interpret complex documents and respond effectively to sensitive inquiries or complaints.
Ability to write speeches and articles using original or innovative techniques or style.
Ability to deliver effective, persuasive speeches and presentations on complex or controversial topics to senior management, public groups, and/or boards of directors.
Ability to apply probability, statistical inference, and practical mathematical concepts such as fractions, percentages, ratios, and proportions.
Ability to apply mathematical operations to frequency distributions, test reliability and validity, variance analysis, correlation techniques, sampling theory, and factor analysis.
Ability to meet the physical demands of the role, with reasonable accommodations where applicable; occasional lifting or moving of up to 50 pounds, with assistance required for heavier items.

Nice To Haves

Previous manufacturing experience is preferred but not required.

Responsibilities

Manage and oversee pricing and bid activities, including analysis, pricing, review meetings, bid submissions, and trial activities.
Work with sales, technical and operations teams, and customers to identify, monitor, drive, and maintain the NBO process.
Participate in the annual sales budgeting process.
Review and negotiate customer contracts.
Oversee and manage house accounts, brokers, and commissions.
Identify profitable target markets and new business opportunities at existing customers, in coordination with sales or independently.
Establish and support a competitive pricing strategy.
Assess whether opportunities fit the company’s strategy, plan, and capabilities.
Manage the Sales/Customer Service function.
Handle customer complaints and rework issues with customers and internal personnel.
Manage customer service issues, including terms of sale.
Oversee Customer Service Specialists and Customer Account Specialists.
Coordinate product development with the Technical Group, including trials and timely readiness dates, and pricing for trials and new business.
Obtain customer approval for trials and follow up with sales on new opportunities.
Determine why orders were or were not placed and analyze relevant customer, market, competition, structure, and other information.
Analyze the success and effectiveness of the trial program.
Analyze job costs to support sound business decisions.
Assist the Operations Manager with sales and customer presentations.
Educate the APC sales force about market influences, including competitor activity, new technologies, and raw materials.
Assist Division and Corporate purchasing with competitive raw-material pricing and volume incentives or rebates.
Directly supervise the Pricing Group.
Travel for business as required.