Amcor Flexibles, LLC
Business Development Manager - Contract Manufacturing
Amcor Flexibles, LLC, Miramar, Florida, United States,
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, visitwww.amcor.com.Job Description
1. Job OverviewThe 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 AccountabilitiesBusiness Development StrategyDevelop a strategic approach to create engagement and win new businessDevelop business plans including, but not limited to financial analysis, competitive analysis and value propositionDrive for resultsDeliver revenue growth and generate profit from direct penetration of new accountsProspect for new customers and drive new business opportunities aligned with Amcor portfolioMarket researchTranslate research conclusions into actionable business concepts and plans for broader review and discussionUnderstand market trends, drivers & dynamics - work to promote new products and gain exposure within target marketsCollaborate 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 analysisRelationship ManagementBuild 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 accountsManage strategic customer relationships and effectively negotiate business dealsSeek out the appropriate contact within the new business opportunity and generate leads, cold calling prospective customers where necessaryFoster and develop initial business relationships with new customers / prospects' key contactsManage 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 functionalCollaborate with cross-functional teams on the development and implementation of defined strategy (technology, product management, commercial) for the market and targeted segmentsForesee the implementation of NBO and effective onboarding until the Purchase Order is industrialized and invoicedPartner 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 sales3. Job contextChallenges & ComplexitiesAbility to work independently with minimum of supervision, e.g. identifying contacts, managing cold callsAbility to juggle several prospects/projects at onceInternal RelationshipsManagementMarketingCommercial ExcellenceOperations and R&DPricingFinanceCustomer ServiceExternal RelationshipsCustomersExpected TravelTravel is estimated at 65% - As needed based on customer activity and prospectsPhysical 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 & Authority4. Job Dimensions & Performance IndicatorsKey deliverables and performance indicatorRevenue growth by new account acquisitionSales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Prospect yield)Profit marginKey deliverables and performance indicatorRevenue growth by new account acquisitionSales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Prospect yield)Profit margin5. Competencies5.1 Amcor Leadership FrameworkLeadershipAll Leadership competencies are relevant especially the following key competencies for the role:Customer FocusSet priorities & Drive results (plans and aligns)ValuesDemonstrate Amcor's Values and follow The Amcor Way.5.2. Functional CompetenciesConfident 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" callingCustomer needs clarificationAnalyzing and resolving customer problemsSales opportunities creationSell customer propositionsClosing the sale6. Qualifications/RequirementsEducationBachelor's degree in Business or ScienceMaster's preferredExperienceMinimum of 5 years of experience in working in a large scale B2B environment5-8 years' experience in developing industry value assessment and executing on strategic business development and growth opportunitiesProven track record of successful business development and commercial success in B2B environmentExperience with negotiations; strong influencing and persuasion skillsKnowledgeTechnically adeptPossess a detailed knowledge of Amcor, the products, the industry and competitive marketSkillsLanguage: English#LI-VA1#LI-remoteOurExpectations
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 teamOur customers grow and prosper from Amcor's quality, service, and innovationOur investors benefit from Amcor's consistent growth and superior returnsThe environment is better off because of Amcor's leadership and productsEqual 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 224-313-7000 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.
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, visitwww.amcor.com.Job Description
1. Job OverviewThe 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 AccountabilitiesBusiness Development StrategyDevelop a strategic approach to create engagement and win new businessDevelop business plans including, but not limited to financial analysis, competitive analysis and value propositionDrive for resultsDeliver revenue growth and generate profit from direct penetration of new accountsProspect for new customers and drive new business opportunities aligned with Amcor portfolioMarket researchTranslate research conclusions into actionable business concepts and plans for broader review and discussionUnderstand market trends, drivers & dynamics - work to promote new products and gain exposure within target marketsCollaborate 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 analysisRelationship ManagementBuild 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 accountsManage strategic customer relationships and effectively negotiate business dealsSeek out the appropriate contact within the new business opportunity and generate leads, cold calling prospective customers where necessaryFoster and develop initial business relationships with new customers / prospects' key contactsManage 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 functionalCollaborate with cross-functional teams on the development and implementation of defined strategy (technology, product management, commercial) for the market and targeted segmentsForesee the implementation of NBO and effective onboarding until the Purchase Order is industrialized and invoicedPartner 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 sales3. Job contextChallenges & ComplexitiesAbility to work independently with minimum of supervision, e.g. identifying contacts, managing cold callsAbility to juggle several prospects/projects at onceInternal RelationshipsManagementMarketingCommercial ExcellenceOperations and R&DPricingFinanceCustomer ServiceExternal RelationshipsCustomersExpected TravelTravel is estimated at 65% - As needed based on customer activity and prospectsPhysical 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 & Authority4. Job Dimensions & Performance IndicatorsKey deliverables and performance indicatorRevenue growth by new account acquisitionSales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Prospect yield)Profit marginKey deliverables and performance indicatorRevenue growth by new account acquisitionSales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Prospect yield)Profit margin5. Competencies5.1 Amcor Leadership FrameworkLeadershipAll Leadership competencies are relevant especially the following key competencies for the role:Customer FocusSet priorities & Drive results (plans and aligns)ValuesDemonstrate Amcor's Values and follow The Amcor Way.5.2. Functional CompetenciesConfident 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" callingCustomer needs clarificationAnalyzing and resolving customer problemsSales opportunities creationSell customer propositionsClosing the sale6. Qualifications/RequirementsEducationBachelor's degree in Business or ScienceMaster's preferredExperienceMinimum of 5 years of experience in working in a large scale B2B environment5-8 years' experience in developing industry value assessment and executing on strategic business development and growth opportunitiesProven track record of successful business development and commercial success in B2B environmentExperience with negotiations; strong influencing and persuasion skillsKnowledgeTechnically adeptPossess a detailed knowledge of Amcor, the products, the industry and competitive marketSkillsLanguage: English#LI-VA1#LI-remoteOurExpectations
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 teamOur customers grow and prosper from Amcor's quality, service, and innovationOur investors benefit from Amcor's consistent growth and superior returnsThe environment is better off because of Amcor's leadership and productsEqual 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 224-313-7000 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.