Senior Manager, Business Development - Packaging

Michelman Careers•Cincinnati, OH

About The Position

The Senior Manager, Business Development – Packaging leads packaging innovation and commercialization, building collaboration among converters, brand owners, machine manufacturers, industry partners, and Michelman teams around the world. The role develops market-based opportunities for existing and new products, validates customer needs and value propositions, and drives sustainable, profitable growth in strategic markets. It works across Sales, Product Marketing, R&D/Technology, Operations, and Finance to align priorities, resources, and timelines throughout the innovation pipeline. The position leads the Packaging innovation roadmap and Business Development project portfolio from concept through scale-up, and owns the commercialization pilot framework. It also supports sales teams, develops strategic partnerships, and coordinates customer or production trials as needed. Travel by car or plane for customer visits and industry events is between 25% and 50%. Standard work hours are Monday through Friday, 8 a.m. to 5 p.m. EST.

Requirements

Bachelor’s degree required.
At least seven years of experience in B2B technical sales or business/product development.
At least five years of experience in Packaging (Rigid or Flexible), working with converters and/or raw-material suppliers to the value chain.
Strong verbal and written communication skills.
Ability to actively listen to and understand client needs and pain points.
Ability to establish credibility and build long-term relationships with clients and stakeholders.
Leadership, persuasion, customer service, and influencing skills, including navigating complex decision-making structures.
Strategic vision and ability to set long-term goals aligned with company objectives.
Critical-thinking and problem-solving ability to analyze market trends, customer data, and performance metrics.
Business acumen and understanding of markets, industries, and business operations.
Results-oriented mindset focused on sales targets and goals.
Ability to identify and qualify prospective projects and prospects.
Determination, resilience, and adaptability in a dynamic environment.
Strong organizational and time-management skills for managing multiple projects and tasks.
Self-motivation, initiative, and an ownership mentality.

Nice To Haves

A science-related or technical undergraduate major.
An advanced degree.
A Chemistry or Engineering degree, or general experience or knowledge in those areas.

Responsibilities

Lead implementation of the Packaging innovation roadmap through creation of the Business Development project portfolio, from concept through scale-up.
Chair segment stage-gates and align Sales, Product Marketing, R&D/Technology, Operations, and Finance on resourcing and timelines; own risk and issue management and trade-offs.
Own the commercialization pilot framework for the Business Development–Packaging portfolio, including criteria, playbooks, entry and exit gates, and KPIs.
Coach critical project teams and ensure resources, vendor partners, and facilities are in place across the innovation pipeline.
Manage the Business Development project portfolio and develop program-level stakeholder strategies across commercialization efforts, aligning priorities and resolving project- and program-level issues.
Identify and develop market-based opportunities for new and existing products to increase sales and profitability with new customers in strategic market segments.
Build and apply expertise in products and processes used with Michelman materials as target markets and applications evolve; coordinate and, when needed, supervise customer or production trials.
Drive commercialization of new products and industry initiatives using industry knowledge, business insight, and leadership skills.
Develop, validate, and commercialize sales from new products to deliver sustainable, profitable growth in the target market.
Perform sales functions with identified beta customers or new strategic accounts, validate value propositions through voice-of-customer research, and develop opportunities.
Use industry networks of end-users, experts, customers, allied partners, equipment OEMs, and consultants to strengthen Michelman’s industry position.
Support the sales organization by clarifying customer needs and proposing solutions in a timely manner.
Participate in or lead product development and application- or market-focused teams as appropriate.
Partner with Sales, Technology, and Marketing to identify, prioritize, assess, and engage potential strategic partners for application and product development opportunities.
Perform related duties as assigned or as the situation dictates.
Travel 25% to 50% by car or plane for customer visits, industry events, and related activities.