Business Development Manager - Regional Sales & Distribution
Ann Arbor, MI 
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Job Description

Amcor Rigid Packaging

Business Development Manager - Regional Sales & Distribution

Remote

Amcor is a global leader in developing and producing responsible packaging for food, beverage, pharmaceutical, medical, home- and personal-care, and other products. Amcor works with leading companies around the world to protect their products and the people who rely on them, differentiate brands, and improve value chains through a range of flexible and rigid packaging, specialty cartons, closures, and services. The company is focused on making packaging that is increasingly light-weighted, recyclable and reusable, and made using a rising amount of recycled content. Around 50,000 Amcor people generate US$13 billion in sales from operations that span about 250 locations in 40-plus countries. NYSE: AMCR; ASX: AMC

Position Overview:

The Business Development Manager will be responsible for new account acquisition focusing on [medium & small / growth / .. - according to local terminology] accounts. The incumbent will be executing on leads from the lead generation roles in marketing as well as be responsible for identifying key prospects, contacting decision makers and arranging business meetings to understand and assess customer needs. They will use their strong understanding of the packaging process to promote Amcor's products that will address customer needs. The BDM will provide leadership and technical expertise and translate gaps and needs of brand-owners and co-packers into actionable strategies. This work will generate new revenue and profit by offering product and service solutions to targeted prospects. This position will be market / customer facing and will be responsible for executing Business Development strategies and closing new customer deals.

Essential Responsibilities:

  1. Business Development Strategy
    * Develop a strategic approach to create engagement and win new business
    * Develop business plans including, but not limited to financial analysis, competitive analysis and value proposition

  2. Drive for results
    * Deliver revenue growth and generate profit from direct penetration of new accounts
    * Prospect for new customers and drive new business opportunities aligned with Amcor portfolio

  3. Market research
    * Translate research conclusions into actionable business concepts and plans for broader review and discussion
    * Understand market trends, drivers & dynamics - work to promote new products and gain exposure within target markets
    * Collaborate closely with Marketing (e.g. Lead Generation)
    * Serve as subject matter expert assisting the Marketing Team for market sizing, market trends and dynamics, and competitive analysis

  4. Relationship Management
    * Build a strong external network consisting of key influencers and collaborators within the industry with a specific focus on co-packers, machine suppliers, OEMs, industry associations, and senior decision makers at targeted accounts
    * Manage strategic customer relationships and effectively negotiate business deals
    * Seek out the appropriate contact within the new business opportunity and generate leads, cold calling prospective customers where necessary
    * Foster and develop initial business relationships with new customers / prospects' key contacts
    * Manage cross-functional relationships to create business development strategies as well as support the commercialization and onboarding process with other key areas (both internal and external)

  5. Cross functional
    * Collaborate with cross-functional teams on the development and implementation of defined strategy (technology, product management, commercial) for the market and targeted segments
    * Foresee the implementation of NBO and effective onboarding until the Purchase Order is industrialized and invoiced
    * Partner with Account Managers to hand off new customer accounts and transition them to the stable accounts (e.g. account handover is deliberately processed in order to guarantee a smooth account continuity)
    * Maintain effective relationships with customer service, pricing, marketing, R&D, graphics, demand planning, talent recruiting team and sales

Challenges & Complexities
* Ability to work independently with minimum of supervision, e.g. identifying contacts, managing cold calls
* Handling 7-10 leads at once

Internal Relationships

* Management
* Marketing
* Commercial Excellence
* Operations and R&D
* Pricing
* Finance
* Customer Service

External Relationships
* Customers

Expected Travel
* Travel is estimated at +50%

Physical Conditions (will need to apply local legislative requirements)

* E.g. AFNA: American with Disabilities Act (ADA)

Additional Regional, BG, Country specific (will need to apply local legislative requirements)
* E.g. AFAP: Occupational Health, Safety & Environment (OHS&E) Responsibilities & Authority

Key deliverables and performance indicator
* Revenue growth by new account acquisition
* Sales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Prospect yield)
* Profit margin

Competencies:

Leadership

All Leadership competencies are relevant especially the following key competencies for the role:

  • Customer Focus
  • Set priorities & Drive results (plans and aligns)

Values

Demonstrate Amcor's Values and follow The Amcor Way.

Functional Competencies

Confident and driven Business Development Manager who is highly resilient, adaptable and embracing change. A BDM that is highly motivated by achievement, competition and social contact. A focused collaborator that possesses a high level of energy and passion for growth.

* Effective networking, making contact, prospecting, "cold" calling
* Customer needs clarification
* Analyzing and resolving customer problems
* Sales opportunities creation
* Sell customer propositions
* Closing the sale

Qualifications:

Education:

  • Bachelor's degree

Experience:

* Minimum of 5 years of experience in working in a large scale B2B environment
* 5-8 years' experience in developing industry value assessment and executing on strategic business development and growth opportunities
* Proven track record of successful business development and commercial success in B2B environment
* Experience with negotiations; strong influencing and persuasion skills

Knowledge:

  • Technically adept
  • Possess a detailed knowledge of Amcor, the products, the industry and competitive market

Skills:

  • Language: English necessary, others useful and desired

The information contained herein is not intended to be an all-inclusive list of the duties and responsibilities of the job, nor are they intended to be an all-inclusive list of the skills and abilities required to do the job.

We are proud to be an Equal Opportunity/Affirmative Action Employer, making decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability, or any other protected class.

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Job Summary
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Required Education
Bachelor's Degree
Required Experience
5+ years
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