Senior Manager, Business Development – Packaging

This is a fully remote position, open to applicants in Ohio.

📋 Description

• Lead the execution of the Packaging innovation strategy by developing the BDA project portfolio, from initial concept to scale-up.

• Chair segment stage-gate meetings and ensure alignment among Sales, Product Marketing, R&D/Technology, Operations, and Finance regarding resources and timelines.

• Take ownership of risk and issue management, making trade-offs to achieve pipeline goals.

• Oversee the commercialization pilot framework for the Business Development–Packaging project portfolio, which includes criteria, playbooks, entry/exit gates, and KPIs.

• Guide essential project teams, ensuring that resources, vendor partners, and facilities are accessible throughout the innovation pipeline.

• Manage the Business Development project portfolio and formulate program-level stakeholder strategies across multiple commercialization streams.

• Identify and cultivate market-driven opportunities for both new and existing products to enhance sales and profitability with new customers.

• Utilize expertise in products and processes associated with Michelman materials as target markets and applications evolve.

• Coordinate and, when necessary, oversee customer or production trials.

• Propel the commercialization of new products and industry initiatives.

• Develop, validate, and monetize new products for sustainable and profitable growth.

• Conduct sales activities at beta customers or new strategic accounts.

• Confirm value propositions through voice-of-customer research and pursue opportunities.

• Leverage industry contacts, including end-users, experts, customers, allied partners, equipment OEMs, and consultants.

• Assist the sales organization in clarifying customer needs and proposing timely solutions.

• Participate in or lead product development and market/application-focused teams.

• Collaborate with Sales, Technology, and Marketing to identify, prioritize, assess, and engage with strategic partners.

• Perform related duties as assigned.

• Travel 25%–50% by car or plane for customer visits and industry events.

⛳️ Requirements

• Bachelor’s degree is required.

• A degree in a science-related or technical field is advantageous.

• An advanced degree is a plus.

• At least seven (7) years of experience in B2B technical sales or business/product development.

• A minimum of five (5) years of experience in Packaging (Rigid or Flexible), collaborating with converters and/or raw materials suppliers within the value chain.

• A degree in Chemistry or Engineering, or general experience/knowledge in these areas, is a significant advantage.

• Strong verbal and written communication skills are essential.

• Ability to actively listen to and comprehend client needs and challenges.

• Proven capability to establish and maintain long-term relationships with clients and stakeholders.

• Leadership, persuasion, and strong customer service capabilities are required.

• Proficient in navigating complex decision-making processes.

• A strategic vision coupled with the ability to set long-term goals.

• Strong critical thinking skills and the ability to analyze market trends, customer data, and performance metrics.

• Comprehensive understanding of the market, industry, and business operations.

• Results-oriented mindset.

• Capability to identify and qualify prospective projects and clients.

• Traits such as determination, resilience, adaptability, organization, time management, self-motivation, and a sense of ownership are necessary.

• Must be available to work Monday–Friday, 8 am–5 pm EST.

• Must pass a pre-employment drug screening, which includes testing for tobacco products.

• Michelman does not hire individuals who use tobacco products.

🏝️ Benefits

• Competitive salary, incentive, and benefits package.

• Opportunities for technical and professional development.

• Comprehensive onboarding experience.

• Engaging and empowered team environment.

• Reasonable accommodations for individuals with disabilities.