Business Development Executive

Job Description

Job Description

The posted salary range is inclusive of meeting all bonus targets. Base salary range is $105,000-$130,000.

Associates in a Sales–Business Development position are responsible for devoting nearly 100% of their time to developing new business from new flexible packaging customers on behalf of PPC. This position involves significant travel to clients, trade shows to build solid relationships that benefit the company’s sales objectives. In the event of absence, these job responsibilities will be covered by employees in the “Sales – Business Development” position.

This job description and performance standard document has been prepared as a guide to ensure better communication and understanding. All responsibilities, however, have not been included, nor could they be. Your Supervisor/Manager may from time to time ask you to perform other related duties not specifically included in this description. Likewise, this description will be revised when required to meet current business needs.

New Business Development :

• Prospect new accounts to maintain a robust sales pipeline that supports achievement of annual growth targets.
• Develop account level capture plans that outline the strategy to acquire business from a prospective customer.
• Leverage Salesforce CRM to drive forward looking visibility in support of cross functional partners (timing, size and ongoing updates surrounding opportunities pipeline)
• Effectively market and sell PPC’s strategy at various levels within prospective customers including senior management, procurement, technical, and brand managers through direct relationships within the accounts.
• Develops, coordinates, and conducts customer sales presentations.
• Actively seeks and promotes new uses or applications for our technology/products (e.g. Transition from Rigid to Flexible Packaging) and works with Marketing, Engineering, Graphics, Operations, and any other resources necessary to provide a solution to the customer.
• Focuses on Value Selling- to gain understand, drive and facilitates the quotation process for achievement of margin expectations.
• Works closely with PPC’s Project Managers, Account Managers, Technical, and Operations teams to assist in the “on-boarding” process, which includes trials, scale-ups, and commercialization of new products.
• Communicates competitive developments regarding marketing strategies, pricing structures or product performance to sales and mgmt.
• Help to identify emerging market and customer trends and opportunities
• Maintain close communications with Marketing and Product Development to recommend and promote new applications and technologies of PPC products to assigned customers and prospects.

Customer Communication :

• Effectively negotiates pricing and contractual issues with customers.
• Facilitates and assists in resolution of escalating issues which arise between accounts and PPC on matters relating to payment terms, aged inventory, product performance, pricing, service, etc.
• Utilize customer scorecards and metrics to effectively manage customer expectations and develop plans for how to drive resources that bring growth and profitability. Understand and communicate internally the “outside – in” view of customer service level.

Planning & Sales Forecasting :

• Recommends and prepares an annual forecast and strategic plan for their customers which includes driving sales growth and enhancing profit levels.
• Continually evaluates sales budget for management of overall sales goals. Implements actions as appropriate to close the gaps and create a bridge to achieve sales plan.

Additional items :

• Actively utilizes Salesforce CRM and onboarding processes to drive prospect visibility and methods/actions to close the sale.
• Prepares and submits promptly, weekly expense reports, customer call reports, and updates to quote log and prospect list activity.
• Other duties may be assigned and are required as part of the essential functions of the position.

Skills and Qualifications :

• Bachelor’s Degree and 3+ years’ experience in similar role in Food & Consumer Packaging
• Experience with business operating systems and knowledge of Windows computing programs a must with a degree of proficiency in PowerPoint, Excel, Word, Outlook.
• Must have a working knowledge of Flexible Packaging end-user applications (An added working knowledge of end-user flexible packaging equipment is also desirable).
• As a member of the sales function, this position is expected to project a professional image and positive attitude while assertively getting the results needed to support a speed-to-market organization.
• Advanced value-add selling, negotiation, and customer-relationship management skills. Must have a “hunter” mentality; strong “door opener” with the ability to be persistent, creative, and bold in the pursuit of new business.
• Strong communication and presentation skills with the ability to deliver clear and concise presentations; a strong influencer who builds rapport and credibility.
• Results-oriented, assertive, and tenacious, yet diplomatic to get things done on time. This position requires multi-tasking and an individual who enjoys working with a sense of urgency and is capable of creative problem solving and effective problem resolution to overcome challenges and hurdles in the supply chain.
• Ability to participate as a team member with consensus decision-making.
• Strong technical expertise of components and construction of flexible packaging materials; ability to learn, retain and successfully apply technical knowledge towards the business development process is required.
• Knowledge of end-user flexible packaging equipment and end-user applications in Food & Consumer Packaging would be a strong plus.
• Must be able to travel 50-70%
• Must maintain a professional appearance and demeanor.
• Reasonable accommodations may be made to enable individuals with disabilities in order to perform the essential functions.