Business Development Specialist – Protective Packaging

Job Description:

for assigned product(s). The Business Development Specialist will actively pursue new business opportunities at both end user and distribution, coordinating with the Territory Managers and Regional Director of Sales, within the respective territory, to meet the assigned product revenue and net CM$ goals.

Principle Accountabilities

• Act as the solution “expert” for the markets and applications for the assigned products.
• Act as the primary contact for protective packaging at all accounts within assigned region.
• Accountable for Revenue and Net CM$ quotas for assigned product(s) within assigned territory, working withIndustrial Sales Team, Division Product leaders, Product Management, Enterprise Solutions, and Systems/Service teams.
• Act as the business manager for assigned territory, evaluating and acting on changes in business, evaluating and reporting on market trends and competitor activities, and providing field feedback to product management and to our manufacturing facilities.
• Participate in 35 customer meetings/month, with 8 of those at end users and 6 promoting focus products.
• Prospect key end users, as assigned by Manager, within assigned territory.
• Develop and maintain pipeline of opportunities in CRM needed to meet annual budget.
• Support Distributor Sales Reps at the end user to close business.
• Assist Territory Manager, as the solution expert, to close end user business and distributor conversions.
• Once prospects are qualified, manage through sales cycle until close of business.
• Coordinate with Territory Business Managers and Director of Sales the appropriate distribution partner to service the closed business.
• Partner with distributors to identify complex end user opportunities and appropriate solutions.
• Train Distributor Sales Reps on the features, benefits, and application solutions of the product line. BDS is required to be knowledgeable with IPG products, features, functionalities, capabilities, and distribution channels. Must be capable of effectively communicating the IPG value to our customers.
• Provide guidance and expertise in client meetings regarding implementation and execution, best practices, products and features, partnerships, etc.
• Promote company's program and product solutions to effectively sell the bundle within region.

Essential Skills and Experience

• Must have a “hunter” mentality and competitive drive.
• HS Diploma/GED required
• BA or BS Degree from accredited university or college preferred
• Ability to develop effective relationships with customers at all levels of an organization.
• Ability to develop effective relationships with internal stakeholders.
• Proficient in Excel, PowerPoint, Word, Outlook, CRM and internal reporting tools (WebFocus or replacement)
• At least 4 years experience selling a tangible product required.
• Experience in selling industrial packaging is a plus.