Business Development Manager - Earthwise

Bunzl Career • St. Louis, MO

6d • $100,000 - $150,000 • Remote

About The Position

The Business Development Manager will be responsible for soliciting new business opportunities, developing and growing new customer relationships while driving revenue, profitability, and customer satisfaction. This role primarily focuses on managing strategic accounts within the retail, home delivery, food service, hospitality, convenience, entertainment, and other institutional channels, with the potential to manage accounts within the grocery segment as business needs arise. The Business Development Manager will collaborate with the Earthwise Merchandising Team to innovate new product lines outside of the traditional Grocery segment and serve as the primary point of contact for assigned customers. This role requires close collaboration with internal teams to deliver solutions aligned with customer objectives and Earthwise's sustainability mission. Success hinges on strong commercial acumen, strategic thinking, account planning, relationship management, and product knowledge. The Business Development Manager will consistently partner with the Director of Sales to build and present to prospective customers. Earthwise, as part of Bunzl's Earthwise segment, supports the sales of reusable shopping bags and custom-branded bag programs aimed at helping retailers reduce single-use waste and meet sustainability goals. The product portfolio includes reusable grocery bags, insulated bags, tote bags, wine and beverage bags, and seasonal promotional bags, serving customers such as grocery chains, retailers, convenience stores, and other commercial businesses seeking environmentally responsible solutions. While the North America HQ is in St. Louis, MO, remote candidates in the U.S. with easy airport access will be considered. Customer headquarters and operating locations are distributed throughout the United States, requiring regular travel for customer meetings, business reviews, industry events, and strategic planning sessions.

Requirements

• High school diploma or equivalent required
• Bachelor's degree or equivalent combination of education and experience.
• 5+ years of experience in account management, national accounts, sales, business development, or a related commercial role.
• Proven ability to grow customer relationships and deliver revenue growth.
• Experience selling a customizable product and following through to order completion.
• Experience working cross-functionally and leading initiatives across multiple teams.
• Strong negotiation, communication, presentation, and relationship-building skills.
• Strong business and financial acumen, including forecasting, profitability, and margin management.
• Analytical mindset with the ability to interpret data and make strategic recommendations.
• Proficiency with CRM systems and Microsoft Office applications, including Excel and PowerPoint.
• Ability to travel nationally as needed.

Nice To Haves

• Experience in grocery, retail, foodservice, packaging, consumer products, sustainability-focused industries, or related markets is preferred.

Responsibilities

• Manage and grow a portfolio of strategic accounts, driving revenue, profitability, and customer retention.
• Develop strong relationships with key customer stakeholders and serve as the primary point of contact.
• Identify and pursue opportunities to expand business within existing accounts and secure new customers.
• Lead customer business reviews, account planning, and long-term growth initiatives.
• Partner with Product Development, Marketing, Supply Chain, Operations, and other cross-functional teams to deliver customer solutions and execute key programs.
• Negotiate pricing, contracts, and program agreements that support customer objectives and company profitability.
• Analyze sales performance, market trends, and customer data to identify growth opportunities and business risks.
• Maintain accurate forecasts, account plans, and customer activity within the CRM system.
• Represent Earthwise at customer meetings, trade shows, and industry events.
• Travel as needed to support customer relationships and business growth.

Benefits

• Medical, dental, vision, and life insurance available to employees and eligible dependents starting the first day of the month after 30 days of employment (unless otherwise specified by a collective bargaining agreement).
• 401(k) retirement plan with a generous company match of $0.75 per $1.00 contributed, up to 6% of eligible pay, available after 30 days.
• 40 hours annual sick pay (56 hours sick pay per year for candidates hired in Washington, in accordance with Washington State law).
• 6 paid national holidays and 2 floating holidays
• 10 vacation days and 2 personal days annually (prorated in the first year based on hire date).
• Any leave required under federal, state, or local law, as applicable, such as leave under the Colorado Healthy Families and Workplaces Act

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree