Business Development Manager, Protective Paper

Position Overview / Summary

The Business Development Manager, Protective Paper will primarily be responsible for identifying, qualifying and winning new business in the converted paper products category (Paper Rolls and Sheets, SingleFace Corrugated and other paper-based products). They will utilize available market data to identify and pursue targets, and will work in collaboration with the field sales, product management, and leadership teams to secure new business. The BDM may also have responsibility for owning the retention efforts of certain high value end users. They will be capable of developing indirect reports and as such will assist in training and mentoring our Account Managers and Specialists. This ideal individual will be based in South Central or Southeast region, and is responsible for driving opportunities throughout the U.S.

Responsibilities

• Sales (80%)

• Establish sales development strategy to identify, qualify and sell to new customers in territory.
• Engage with all Pregis Distributors/End Users in the region with to generate new opportunities and win new business.
• Act as the subject matter expert and primary resource to support the Pregis sellers in the region on Converted Paper opportunities
• Utilize market data to establish potential and build a pipeline.
• Drive product management and account management teams to secure new systems business.
• Retain existing customer base in territory.
• Prospect new business at existing or new customer accounts for full breadth of product offering.
• Work with other regional sellers to coordinate, sell, and expand multi-location accounts in own territory and beyond.
• Develop effective presentations and deliver compelling sales models to prospective customers.
• Initiate and quote new items in collaboration with Sales Support.
• Coordinate with operations, customer service, engineering, and new product development to deliver competitive and effective quotes.
• Actively engage with regional business teams to establish overall business strategy for region.
• Regularly analyze market position, profitability, and competitive impact.
• Track and report on new business or customers from identification to securing sales orders, product delivery and payment.

• • Manage all administrative duties within region efficiently and effectively, including accurate entry of sales pipeline in CRM system.

• Service assigned accounts, supporting A/R, determination of exception pricing, qualifying customers, managing T&E, etc.
• Submit quarterly forecast for customers/products in the region.
• Support CSRs with new customer onboarding process.
• Support CSRs and Plant Operations on quality or other customer related issues.
• Travel requirements may exceed 50%
• Other duties as assigned

• Training / Mentoring (20%)
  • Collaborates with Sales, Marketing, and Product Management to establish and train best practices related to end-user sales in the segment
  • Conducts ride-alongs with sales team members

• Motivate and influence indirect reports to help develop their selling skills, execute on KPIs, drive pipeline activity, close large opportunities, and onboard.

Experience

• BA/BS degree or equivalent
• Extensive experience (5+ years) value-selling protective packaging products or a similar industrial program sale
• Proven track record of success closing high value end users and distributors
• Skilled negotiator capable of managing conflict
• Demonstrated ability to train, coach, guide and mentor indirect reports
• Organized, with a proven track record of handling multiple opportunities and driving to a successful conclusion
• Excellent verbal and written communications skills
• Ability to multi-task, prioritize, and manage time effectively
• Proficient in all Microsoft Office programs (Word, PowerPoint, Excel, Outlook, Teams)
• Strong listening and presentation skills via phone and video conference

Workforce Responsibility

Reports to General Manager, Protective Paper

Works closely with Paper, Strategic, and KAM sales teams, RTU Specialists and Account Managers. Collaborate with Sales Support, Brand Manager, Customer Service, and Plant Operations.

Other qualifications

Travel: Approx. 50%.

Compensation

The listed annualized base pay range is primarily based on analysis of similar positions. Actual base pay could vary and may be above or below the listed range based on factors including but not limited to performance, proficiency and demonstration of competencies required for the role. The base pay is just one component of Pregis’s total compensation package. Compensation also includes a competitive benefits package and may also include bonuses, and other on-the-spot recognition. The annualized base pay range for this role is estimated to be $95,000 to $120,000.

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