Senior Business Development Manager

Premier Packaging Corporation•West Henrietta, NY

2d•Remote

About The Position

The Senior Business Development Manager is responsible for identifying and developing new business opportunities, building and maintaining strong customer relationships, and driving revenue growth towards annual goal attainment. They are responsible for setting account and territory plans on a monthly, quarterly, and annual basis. This role requires a proactive, self-motivated individual with strong communication and consultative selling skills. The Senior Business Development Manager will serve as a key point of contact for clients, providing product expertise and tailored solutions to meet customer needs. The Senior Business Development Manager will work in a fast-paced environment that requires collaborative people skills, excellent time management, problem solving, challenge/risk mitigation and the ability to work effectively while under pressure.

Requirements

Identifies, researches, and engages potential customers through various channels to build a robust sales pipeline.
Efficiently and effectively uncovers and understands customer needs, pain points, and decision-making criteria to tailor solutions accordingly.
Exhibits deep knowledge of products/services and communicates value propositions clearly and persuasively in presentations and demos.
Provide technical support and product knowledge to prospects and clients staying up to date on industry trends, materials, and technologies.
Proactively maintains accurate and up-to-date records in CRM systems; manages sales pipeline efficiently to forecast and prioritize opportunities.
Build trust and rapport with prospects and clients through consistent, value-driven communication and follow-up.
Proactively identifies obstacles in the sales process and proactively develops solutions to address customer and Premier Packaging concerns.
Works effectively with internal teams (e.g., marketing, product, customer success) to support the sales cycle and enhance customer experience.
Demonstrates a strong drive to meet or exceed sales targets; takes ownership of results and follows through on commitments.
Consistently meets or surpasses individual sales goals and contributes to team performance metrics.
Receptive to feedback and coaching; actively seeks opportunities to improve sales techniques and product knowledge.
Prepare compelling sales presentations, quotes, and proposals with attention to detail and alignment with customer needs, subject to review when necessary.
8+ years’ printing and/or folding carton packaging industry experience
Bachelor of Science degree
10-12 years of outside sales experience
Ability to travel up to 50%.
Detailed knowledge of folding cartons, packaging, and/or printing industry
Strong organizational skills, demonstrated prospecting, presentation, and closing skills
Excellent verbal and written communication skills, people skills, and the ability to work in a team setting
Extensive experience with Microsoft Office Products (Word, Excel, Outlook, etc.)

Responsibilities

Drive annual territory revenue and growth objectives through aggressive new business development and strategic account expansion. Actively prospect, identify, and secure new customers within target markets, while strengthening existing customer relationships and expanding product offerings across assigned accounts.
Operate as a true “hunter” sales professional, independently developing pipeline, uncovering opportunities, recommending solutions, and executing growth strategies that generate measurable revenue growth within both new and existing accounts.
Proactively maintains a consistent sales pipeline in CRM to meet and exceed revenue targets.
Leads in developing continuous market analysis of Premier business targets by obtaining intelligence through multiple sources.
Train, coach, and lead new Business Development Manager(s) through mentoring and on-boarding process.
Pursues and accepts additional responsibilities from their Manager supporting sales and/or Sales Team initiatives.
Lead sales support initiatives with cross-functional departments.
Act as the primary liaison between customers, internal departments, and Customer Service Representatives.
Establishes and maintains accurate and current contact information and sales activities with existing and potential accounts through CRM.
Aggressively prospect and generate new business leads through cold calling, networking, and field visits.
Is a subject matter expert in product offerings developing advanced selling skills by effectively handling objections, through negotiations and presentations, managing customer conflict, and resolving customer issues.
Proactively assess, classify, and rank accounts by annual performance using 80/20 principle.
Classify accounts for high volume/high potential, high volume/low potential, low volume/high potential or low volume/low potential rankings based on present and potential sales.
Demonstrate a repeatable sales process with individual KPI’s that will provide insight into the overall value and success of these strategies.
Utilize a pre-call planning template in preparation for customer sales calls.
Lead customer service in processing RFQ requests and obtaining quotes.
Has established credibility within the organization as well as with external stakeholders by using good verbal and written communication skills.
Holds themselves accountable for plans and actions to build and proliferate the Premier Packaging brand within their business.
Proactively provides feedback and recommendations to sales manager(s), and to other Premier Packaging functional departments. Develops collaboration with these functional departments to coordinate with territory selling plans.