Location Address:
2500 Windy Ridge Parkway, Atlanta, Georgia 30339Work Shift:
Salary Exempt (United States of America)
The Director of Business Development, East Region will play a key role in Altium Packaging's organic growth strategy, assessing and developing high impact initiatives to support our Strategy & Commercial Excellence Capability. The ideal candidate is a self-starter who understands both customer/market and Altium Packaging business needs and be able to utilize creative thought leadership in developing compelling value propositions and value-added solutions for our customers.
Reporting to the Vice President of Business Development the key responsibilities for this role include:
Go-to-market Strategy & Business development
-Expert knowledge to analyze market data, identify trends/opportunities and develop strategic direction that reflects in-depth understanding of business, industry and competitors
-In partnership with Sales teams, (1) prioritize end market opportunities based on market trends and Altium Packaging capabilities, and (2) develop go-to-market strategy and compelling value propositions to approach and win attractive new business
-Support contract negotiation strategy, including direct negotiations with select key customers
-Develop and manage commercial plans to drive product innovation roll-out and cross-selling ( including: customer prioritization and targeting, sales pitch development, project management)
Review financial models/analysis as needed to assess potential opportunities and direct team members accordingly.
Transformation Initiative and Innovation Management
-Ability to illustrate the key phases of deliverables for products and/or business models as they apply to business unit/functions
-Influence cross-functional team members and stakeholders to ensure key deliverables are met
-Act as a key liaison between Business Units, Sales and Innovation & Design teams to prioritize and develop pipeline opportunities
-Work with the Innovation and Design teams to develop relevant value-added solutions for target markets and customers
-Make recommendations on how to improve innovation capabilities and stage-gating process Capability Development
-Partner and support sales team on how to share Altium Packaging's value-added solutions to achieve greater success with new sales prospects and existing customers
-Make executive recommendations on deal terms and business development strategies
Be responsible for daily hands-on execution of sales objectives to achieve KPIs, including sales reporting, market mapping and analytics, pipeline management, bid preparation etc. in order to drive growth in identified markets
Qualifications:
Bachelor's Degree in business, marketing, packaging science, engineering, or a related field; MBA a plus
A minimum of 10 years of combined experience in sales, marketing, and business development roles in the CPG value chain; recycling or polyolefins industry experience a plus
A demonstrated track record of success with:
Commercialization of value differentiated raw materials to CPG brands and their suppliers
Development and implementation of pricing strategies that maximize value
Development and disciplined stewardship and execution of parallel key account plans
Development, negotiation, and implementation of sales agreements with CPG brands and their suppliers
Sales force effectiveness tools, e.g., solutions selling, value selling, CRM platforms
Effective communications and presentation skills, critical thinking skills, and economic thinking skills
Understanding and ability to apply concepts such as value proposition, competitive advantage, next best alternative, marginal difference, switching cost, opportunity cost, and comparative advantage among others
People management and leadership experience with the capability to develop and coach talent
A team player with the ability to collaborate effectively with others at all times across the organization
Proficiency with Microsoft products (Excel, Word, PowerPoint, Outlook, Skype, Teams)
Willing and able to travel as needed and up to approximately 50% of the time
Altium Packaging, Our Culture Differentiates Us! We incorporate our Guiding Principles into all aspects and at all levels of the organization and use them as a framework for decision-making. We believe our Guiding Principles foster a culture of excellence that benefits both employees and customers.
Our Guiding Principles
Act with Integrity & in Compliance
Drive Value Creation
Be Disciplined Entrepreneurs
Focus on the Customer
Act with Humility
Treat others with Dignity and Respect
Seeking Fulfillment in your Work
We Believe in Rewarding our Most Important Resource - Our People! We show our commitment to Total Rewards by providing a competitive, comprehensive benefits package. In addition to medical, dental and vision plans, company holidays and vacation days, tuition reimbursement, learning and training opportunities, bonus potential, and a 401(k) plan with company contributions, Altium Packaging locations offer rewards and recognition programs and opportunities to make a difference in the community.
EEO Statement
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.
Take your career to the next level at Altium Packaging!