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About the Role

The Business Development Manager acts as a liaison between the APC sales force and the Divisions to ensure customer needs are met. This role supports the sales force in developing new and maintaining existing business.

Responsibilities

Manage and oversee all pricing and bid activities, including analysis, pricing, leading review meetings, and bid submittal.
Collaborate with sales, technical, operations teams, and customers to identify, monitor, and drive the New Business Opportunity (NBO) process.
Participate in the annual sales budgeting process.
Review and negotiate customer contracts.
Oversee and manage house accounts, brokers, and commissions.
Determine new, profitable target markets and new business opportunities at existing customers, in conjunction with or independently of the sales force/management.
Establish and support a competitive pricing strategy.
Determine if opportunities align with company strategy, plans, and capabilities.
Manage the sales/customer service function, handling complaint and rework issues with customers and internal personnel.
Manage customer service issues, including terms of sale, and oversee Customer Service Specialists and Customer Account Specialists.
Coordinate product development efforts with the Technical Group, including trials and 'have ready dates', and establish pricing for trials and new business.
Obtain customer buy-in for all trials.
Follow up with sales on all new opportunities, analyzing order placement decisions.
Analyze business success and effectiveness of the trial program.
Analyze job costs to drive sound business decisions.
Assist the Operations Manager in sales and customer presentations.
Educate the APC sales force on market influences, such as competitor activity, new technologies, and raw materials.
Assist Division and Corporate purchasing in determining competitive pricing of raw materials and establishing volume incentives/rebates.
Directly supervise the Pricing Group.

Requirements

Ability to read, analyze, and interpret complex documents.
Ability to respond effectively to sensitive inquiries or complaints.
Ability to write speeches and articles using original or innovative techniques or style.
Ability to make effective and persuasive speeches and presentations on controversial or complex topics to top management, public groups, and/or board of directors.
Ability to work with mathematical concepts such as probability and statistical inference.
Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Ability to apply mathematical operations to tasks such as frequency distribution, determination of test reliability and validity, analysis of variance, correlation techniques, sampling theory, and factor analysis.
Frequently required to sit and use hands to finger, handle or feel objects, tools or controls.
Occasionally required to reach with hands and arms, stand, walk, stoop, kneel, crouch or crawl and climb or balance.
Regularly required to hear.
Occasionally lift and/or move up to 50 pounds; any lifting over 50 pounds requires assistance.
Specific vision abilities include close vision, distance vision, and the ability to adjust focus.
Moderate noise level in the work environment.

Skills

Business Development
Sales Support
Pricing and Bid Management
Contract Negotiation
Customer Relationship Management
Market Analysis
Product Development Coordination
Cost Analysis
Sales Presentations
Market Influence Education

Location

Rochester, NY

Work Type

Full-time
Onsite
Business travel required

Experience Level

Seven years related experience and/or training

Education Level

Bachelor’s degree from a four-year college

Benefits

Competitive salaries
Excellent benefits
401(k) plans
Tuition reimbursement programs

About the Company

American Packaging Corporation (APC) is the leading flexible packaging converter in North America with over a century of success.
APC nurtures employees while advancing and promoting diversity and inclusion.
Named a 'Best of the Best' in the Best workplaces in the America’s awards for 12 years in a row.
Constantly seeking to improve internal operations.

Equal Opportunity

American Packaging Corporation is committed to equal opportunity for all, without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, age, veteran status, disability, genetic information, or any other protected characteristic.
American Packaging Corporation will make reasonable accommodations for known physical or mental limitations of otherwise qualified employees and applicants with disabilities unless the accommodation would impose an undue hardship on the operation of our business.
EOE/AA Disability/Veteran.
If you are interested in applying for an employment opportunity and need special assistance or an accommodation to apply for a posted position, please contact our Human Resources department at: talentacquisition@americanpackaging.com.