Business Development Manager

The Panaro Group•Menomonee Falls, WI

43d

About The Position

Reporting to the VP of Sales, the Business Development Manager owns front-end growth by identifying, qualifying, and advancing high-value label opportunities that expand into new markets and applications. A strategic "hunter" with a manufacturing sales background, this role positions technical solutions to capture market share through close collaboration with Engineering, Operations, and Sales. You will blend business development and marketing strategy, managing the Marketing Specialist to ensure outreach and campaigns align with manufacturing sales goals. Success in this role will be clearly defined by achieving and exceeding a set of key performance indicators (KPIs), which will serve as the primary metrics for evaluating your contributions and progress. Success in this role is measured by the health, quality, and value of the sales pipeline, not by closed revenue.

Requirements

Education: Bachelor’s degree in Business or a related field; MBA preferred.
Experience: Minimum of 3+ years of experience in business development or sales management, preferably within a manufacturing or adhesives environment.
Leadership: Experience managing direct reports or leading cross-functional projects.
Tools: Advanced proficiency in HubSpot, or similar CRM software, and Microsoft O365.
Skills & Competencies
Strategic Market Penetration: Ability to identify untapped market segments and high-growth opportunities, leveraging a “hunter” mentality to displace competitors and secure new, high-volume leads that support scaling objectives.
Strategic Pipeline Development: Ability to design and maintain a data-driven prospecting system that converts market research into a consistent flow of high-quality leads.
Strategic Influence & Impactful Communication: Ability to drive accelerated business results by translating technical concepts into clear value propositions for diverse audiences. Builds the necessary consensus across the organization through logic and strategic relationships, ensuring work is accomplished without relying on direct authority.
Performance-Driven Goal Achievement: Ability to consistently meet and exceed individual and team revenue targets by maintaining a high level of accountability and focus on key performance indicators (KPIs) during periods of rapid growth.

Nice To Haves

Education: Bachelor’s degree in Business or a related field; MBA preferred.

Responsibilities

Strategic Market Expansion & Growth Planning
Target Identification: Conduct thorough research to identify untapped market segments and high-growth regions for adhesive label solutions.
Strategic Implementation: Develop and execute comprehensive business development plans aimed at incremental revenue generation and high-value client acquisition.
Competitive Intelligence: Maintain a deep understanding of the competitive landscape, identifying unique value propositions to displace competitors and capture market share.
Team Leadership: Manage and mentor the Marketing Specialist to ensure marketing campaigns, content, and lead-gen activities are directly aligned with targeted growth initiatives.
Campaign Strategy: Lead the development of strategic marketing campaigns, moving beyond general awareness to specific, data-driven outreach targeting untapped markets like medical/life sciences or specialized industrial equipment.
Prospect Development & Initial Engagement
Lead Generation: Identify and initiate contact with key decision-makers at targeted accounts, utilizing HubSpot to track and nurture the early-stage sales cycle.
Rapport Building: Build initial relationships and serve as a trusted interim advisor to potential customers, establishing the foundation for long-term partnerships.
Value Pitching: Effectively articulate the technical advantages of our adhesive solutions, tailoring the value proposition to solve specific client manufacturing pain points.
CRM Management: Maintain clean, actionable data within HubSpot, ensuring all prospecting activity and lead intelligence are documented for the wider team.
Strategic Handoff & Pipeline Management
Lead Qualification: Rigorously qualify prospects to ensure they meet internal technical and financial criteria before transitioning to the Sales team.
Seamless Transition: Manage the handoff process via HubSpot, providing Sales team members with comprehensive discovery data and technical requirements to ensure successful closing of the sale.
Performance Monitoring: Analyze lead-to-close ratios and pipeline health, providing regular updates to leadership and adjusting top-of-funnel tactics as needed.
Cross-Functional Collaboration & Influence
Internal Alignment: Work closely with Engineering, Operations, and the Sales team to ensure identified opportunities align with company production capabilities.
Technical Liaison: Act as the voice of the customer during the early stages, providing critical feedback to Engineering to drive innovation in adhesive and die cut solutions.
Policy & Procedure Adherence: Role model adherence to all TLP company policies & procedures regarding safety, quality, and operational excellence.