Business Development Manager

American Packaging Corporation•City of Rochester, NY

10d

About The Position

The Business Development Manager serves as a liaison between American Packaging Corporation’s sales force and its divisions, supporting the development of new business and maintenance of existing business while helping deliver products that meet customer needs. The role manages pricing and bid activities, supports the new-business-opportunity process, contributes to sales budgeting, and reviews and negotiates customer contracts. It also oversees house accounts, brokers, commissions, and the sales/customer service function, including customer complaints and rework issues. The position directly supervises the Pricing Group and oversees Customer Service Specialists and Customer Account Specialists. The manager coordinates product development and trials with the Technical Group, obtains customer buy-in for trials, follows up on sales opportunities, and analyzes trial and business outcomes. The role also analyzes job costs, supports sales and customer presentations, informs the sales force about market influences, and works with purchasing to improve the competitiveness of raw-material pricing and volume incentives. Business travel is required. The position is located in Rochester, New York.

Requirements

Bachelor’s degree from a four-year college.
Seven years of related experience and/or training (the posting contains a typographical error: “sever years”).
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 and persuasive speeches and presentations on complex or controversial topics to senior management, public groups, and/or boards of directors.
Ability to work with probability and statistical inference and apply fractions, percentages, ratios, and proportions to practical situations.
Ability to apply mathematical operations to frequency distributions, test reliability and validity, analysis of variance, correlation techniques, sampling theory, and factor analysis.
Able to meet the described physical demands, with reasonable accommodations where applicable; lifting more than 50 pounds requires assistance.
Business travel is required.

Nice To Haves

Previous manufacturing experience is preferred but not necessary.

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, independently or with sales staff and management.
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, and manage customer service matters including terms of sale.
Oversee Customer Service Specialists and Customer Account Specialists.
Coordinate product development efforts with the Technical Group, including trials, readiness dates, and pricing for trials and new business.
Obtain customer buy-in for all trials.
Follow up with sales on new opportunities and determine why orders were or were not placed; analyze relevant customer, market, competition, and product-structure 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 sales force about market influences, including competitor activity, new technologies, and raw materials.
Assist Division and Corporate Purchasing in determining competitive raw-material pricing and establishing volume incentives and rebates.
Travel for business as required.
Directly supervise the Pricing Group.