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Business Development Manager

3 months ago

Detroit, Michigan, United States Amcor Flexibles, LLC Full time
We are global, we are impacting the lives of millions every day, we are making a difference

At Amcor we are inspired to change the packaging industry and are taking on the aspirational challenge to make all our products recyclable or reusable by 2025. Through our products and global footprint, we are in a unique position to truly make a difference in the packaging space. Our products impact the lives of millions of people across the globe every day from food, beverage, pharmaceutical, medical, home- and personal-care, and other essential products. Amcor is a thriving S&P 500 organisation listed both on the NYSE (AMCR) and ASX (AMC) with US$13 billion in sales. We have a proud history dating back to the 1860's and come a long way from a single paper mill based in Melbourne to becoming the global leading packaging company. Today, Amcor is an international organisation empowering its 50,000 employees in over 40 countries and across 250 sites.

Will you be next to join our journey towards a more sustainable future?At Amcor we are always looking for talented and passionate individuals who are motivated to make a difference. Working at Amcor means you will have a unique opportunity to be a part of an organisation that is committed to providing sustainable packaging solutions. To find out more about our commitment to sustainability and about Amcor,

Job Description

1. Job Overview

The Commercial Business Development Manager will be responsible for new account acquisition (hunting activities) focusing on Small, Mid-sized, and Large 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.

2. Principal Accountabilities

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

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

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

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)

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

3. Job context

Challenges & Complexities

  • Ability to work independently with minimum of supervision, e.g. identifying contacts, managing cold calls
  • Ability to juggle several prospects/projects 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 65% - As needed based on customer activity and prospects

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

4. Job Dimensions & Performance Indicators

Key deliverables and performance indicator

  • Revenue growth by new account acquisition
  • Sales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Prospect yield)
  • Profit margin

Key deliverables and performance indicator

  • Revenue growth by new account acquisition
  • Sales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Prospect yield)
  • Profit margin

5. Competencies

5.1 Amcor Leadership Framework

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.

5.2. 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

6. Qualifications/Requirements

Education

  • Bachelor's degree in Business or Science
  • Master's preferred

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
  • Good working knowledge of the Healthcare packaging space included but not limited to primary packaging, OTC product packaging, Ophthalmic, diagnostics, etc.

Skills

  • Language: English

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OurExpectations

We expect our people to be guided by The Amcor Way and demonstrate our Values every day to enable the business to win. We are winning when:

  • Our people are engaged and developing as part of a high-performing Amcor team
  • Our customers grow and prosper from Amcor's quality, service, and innovation
  • Our investors benefit from Amcor's consistent growth and superior returns
  • The environment is better off because of Amcor's leadership and products
Equal Opportunity Employer/Minorities/Females/Disabled/Veterans/Sexual Orientation/Gender Identity

Amcor is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

If you would like more information about your EEO rights as an applicant under the law, please click on the links "EEO is the and "EEO is the Law" Poster Supplement. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please call and let us know the nature of your request and your contact information.

E-Verify

We verify the identity and employment authorization of individuals hired for employment in the United States.

Equal Opportunity Employer/Minorities/Females/Disabled/Veterans/Sexual Orientation/Gender Identity

Amcor Flexibles - United States is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

If you would like more information about your EEO rights as an applicant under the law, please click on the links "EEO is the Law" Poster and "EEO is the Law" Poster Supplement. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please call and let us know the nature of your request and your contact information.