Business Development Manager

About the role

The Business Development Manager is responsible for executing Nefab America's Sales strategy, initiating contact with potential customers, identifying their needs and providing complete packaging solutions (CPS) and services to meet those needs. The incumbent will execute the complete sales cycle from new customer identification to closing and coordinating the customer purchase order through the internal selling and manufacturing processes. This involves coordinating efforts together with Design Engineers, Corporate sales team, Customer Service, Sourcing, Estimator and Customer personnel.

Main Responsibilities

• Meet or exceed assigned revenue and target metric objectives within the assigned territory
• Utilize Nefab US Sales strategy to create a plan of attack to quickly develop sales territory
• Self-generate new opportunities calling on new and existing customers
• Perform initial assessment to their needs and provide packaging and logistic services to meet those needs
• Apply a consultative approach to all customer contacts from owner-level to C-level leaders
• Build business alignment and relationships by knowing the customer, their industry, and specific business needs (both short and long term)
• In conjunction with the relevant Nefab teammates, develop and present win-win solutions that solve the customer's challenges and are profitable for Nefab
• Negotiate business agreements including price agreement terms and conditions
• Close new business and foster existing customer relationships
• Increase gross margins where applicable
• Conduct Cost Take Out exercises (CTOs) on existing customer accounts where applicable

Education and Experience Requirements

• Bachelor degree (Commerce, Marketing, Business Administration or Engineering) or equivalent experience
• 3+ years working in full-cycle sales (inside sales, outside sales and closing)
• 2+ years Sales Experience in a Project Manager capacity or selling to industrial customers
• Experience working in the Packaging industry considered an asset
• Sales or business development experience with any of the following considered an asset:
  • Industrial, transport, or export packaging services
  • Wood crating & pallets
  • Foam, corrugated, bags etc.
  • Supply Chain, Logistics, Warehousing or Inventory Control
  • Third Party Packaging and/or Contract Packaging Services
  • Sales experience in aerospace, defense, military, telecom, energy and or heavy industries
• Fluent in English, both written and verbal

Skills and Competences

• Demonstrated proficiency with Planning and Organizational skills
• Demonstrated personal presentation, oral & written skills
• Demonstrated ability to sell solutions
• Demonstrated ability to identify and solve complex customer problems
• Excellent judgment and decision-making skills
• Basic Financial knowledge
• Ability to respond effectively to sensitive inquiries or complaints
• Ability to make effective and persuasive speeches and presentations on topics to customers

Working Conditions

• Office working conditions are normal for an office environment
• Work will require frequent local and international travel, overnight travel and weekend and/or evening work
• The role has daily stress due to frequent goals, customer demands, and due to the responsibility associated with the incumbent's decisions, outcomes and potential outcomes
• The incumbent is faced with constant interruptions and frequently meets with others
• Plant working conditions include noise in excess of 90 dbl, and some dust
• Personal Protection Equipment is provided

Health, Safety and Environmental Obligations

• Abide by Company's Health & Safety regulations
• Knowledge of Nefab ISO 14001 Processes
• Knowledge of waste separation system existing in the Company