Strategic Business Development Manager

We're Not Just in the Packaging Business–We're in the "Wow" Business

Pregis is Hiring

Why Join Pregis?

Pregis is in the packaging business to protect what matters. We are committed to providing our customers and employees sustainable growth through purpose-driven innovation and customer-centric packaging solutions. If you are looking for a company that is thriving across various high growth industries and is innovative, customer focused, high integrity, believes in strong teamwork and collaboration, Pregis is the company for you. Check out the Pregis Purpose to learn how sustainability and social responsibility is at the very core of our company DNA.

Position Overview / Summary

The Strategic Business Development Manager (SBDM), Protective Films and Coatings (PF&C) will primarily be responsible for identifying, qualifying and winning new business in the Laser Film and Solvent-Adhesive Films products category. They will utilize available market data and current relationships to identify and pursue targets, and will work in collaboration with the field sales, business development, and leadership teams to secure new business. The SBDM 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 Account Managers. This ideal individual will be based in the Midwest region and is responsible for driving opportunities throughout the Americas (Canada, US, and LATAM).

Strategic Responsibilities:

• Target large Laser Film end-user OEMs (e.g. GE, Whirlpool, Electrolux, etc.) to qualify and convert PF&C Laser Film. Identify and pursue Key Accounts in the broader Laser Film Market.
• Develop and pursue a strategic focus on Metal Service Centers. Work with BD team on the approach for multisite large users. Utilize large OEM users as “pull-through” business.
• Identification and development of Mid and deep draw films strategy for metal appliances and automotive.
• Work with leadership to pursue opportunistic solvent adhesive business.
• Provide fact-based information and customer access to drive new product development and new business that fit our increasing capabilities.
• Collaborate and drive new product development projects with our technical and marketing teams.

Responsibilities:

• Establish sales development strategy to identify, qualify and sell to new customers in territory.
• Act as the subject matter expert and primary resource to support the PF&C sellers in the region on opportunities.
• Develop and maintain a constant pipeline of opportunities and drive new business.
• Drive product management and account management teams to secure new business. Manage projects across all functional disciplines – R&D, Operations, Quality, Marketing, Sales – to progress quickly through project gates with their counterparts.
• Qualifies products with large end users (OEMs).
• Gain a deep understanding of needs and opportunities in selected markets and drive new product development cases as well as implementing new targeted technologies.
• Work with other regional sellers to coordinate, sell, and expand multi-location accounts in own territory and beyond.
• Identify under-served markets or new product development opportunities that align with our current and future capabilities, at the right margin and volume targets
• Develop effective presentations and deliver compelling sales models to prospective customers. Prepare and execute price negotiations and make sure negotiated conditions are implemented.
• 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.
• Manage all administrative duties within region efficiently and effectively, including accurate entry of sales pipeline in CRM system.
• Submit quarterly forecast for customers/products in the region.
• Support CSRs and Plant Operations on quality or other customer related issues.
• Other duties as assigned
• Collaborate 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 and help develop strategic territory / customer account plans for targeted markets
• Motivate and influence indirect reports to help develop their selling skills, execute on KPIs, drive pipeline activity, close large opportunities, and onboard
• Work with leadership and Business Development team to develop select strategic market approaches

Experience

• BA/BS degree or equivalent. Preferred technical background.
• Extensive technical experience (10+ years) and deep knowledge of value-selling protective films, and more importantly Laser and Solvent-adhesive films
• Proven track record of success closing high value end users and OEMs
• An extensive network of relevant contacts (customers, suppliers, trade organizations) in the targeted markets
• 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
• Ability to navigate complex business negotiations and develop contract/ supply agreements.
• Skilled at collapsing sales cycles and hitting growth targets
• Ability/experience to lead cross-functional teams through influencing in a matrix environment and working with New Product Development (NPD) to successfully commercialize new products
• Excellent verbal and written communications skills
• Strong analytical skill set – strategic thinking, creative problem-solving capabilities
• Ability to multi-task, prioritize, and manage time effectively
• Proficient in all Microsoft Office programs and CRM tools (Word, PowerPoint, Excel, Outlook, Teams)
• Strong listening and presentation skills via phone and video conference

Workforce Responsibility

Reports to VP Sales, Protective Films and Coatings

Works closely with Account Managers, Business Development team members, Marketing, New Product Development, and Leadership. Collaborate with Sales Support, Brand Manager, Customer Service, and Plant Operations.

Other qualifications

Travel: Approx. 60%

Diversity and Inclusion

We believe in diversity of thought and bringing together other traits and characteristics that make an individual bring a unique experience to Pregis.We strive to foster an inclusive environment where behaviors and social norms ensure people are welcome.

Affirmative Action/EEO Statement/Inclusion

We offer equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. We support inclusion and believe in welcoming a collective sum of individual differences, thoughts, traits, and characteristics to represent Pregis’ culture and achievements.