Business Development Manager

Overview

MPProfessional, in collaboration with a multinational company specialized in industrial packaging, logistics and digital solutions worldwide, is looking for an experienced and driven Business Development Manager to join a dynamic team.

This key role will be responsible for expanding our customer base in the Emilia-Romagna area, leveraging industry expertise and a strong professional network. The ideal candidate has a passion for industrial packaging solutions and is a savvy contributor to the client’s mission of delivering sustainable packaging innovations.

You will create business opportunities with new customers, identify their ongoing needs and provide complete packaging solutions (CPS) and services to meet those needs. Identify and develop new revenue streams within existing accounts following the startup phase of business.

Main Responsibilities

• Identify and develop new business opportunities within the Emilia-Romagna region
• Leverage existing client contacts and actively prospect new customers
• Grow a new portfolio of accounts, ensuring long-term partnerships
• Collaborate with internal teams to tailor solutions based on customer needs
• Analyze market trends and competitors to optimize sales strategies
• Prepare and present compelling proposals to clients
• Negotiate business agreements on a regular basis including price, agreement terms and conditions
• Regular and proactive communication with customer base
• Initiate and provide administrative support and documents as necessary to facilitate order processing, booking, shipment, installation, acceptance, invoicing, and payment
• Assist in collection of payables as needed upon request from Accounting
• Generate new opportunities calling on existing customers and/or following up on incoming leads
• Increase gross margins where applicable
• Apply a consultative approach to all customer contacts from owner-level to C-level leaders
• Appointment setting, online collaboration and in-person meetings with potential and existing clients
• Articulate clients’ complete packaging solution (CPS) and services
• Resolve customer issues in a timely and positive manner
• Drive the development and implementation of new solutions as additional product or service opportunities arise within new and existing customer base
• Follow the client sales process in drafting and presenting new product and service proposals
• Examine customer specifications and prepare proposals that fulfill customer requirements
• Coordinate with Client Engineering Center regarding design requirements
• Adhere to and comply with client processes including opportunity creation and pipeline management, quoting, order management, purchasing, etc.
• Evaluate and qualify lead opportunities and enter lead data into CRM, as applicable
• Maintain awareness of competitor’s sales efforts and programs in the branch territory
• Conduct all business transactions with divisional and company goals in mind
• Protect client’s best interests in all customer and prospective accounts
• Use all reasonable efforts to sell client products and services
• Accomplish all tasks as appropriately assigned or requested

Experience and Education Requirements

• Degree in Packaging, Business, Marketing, Logistics, Supply Chain Management, or Mechanical Engineering or equivalent experience
• 3+ years of experience in a sales position
• 2+ years sales experience in a project manager capacity or selling to industrial customers
• 3-5 years of experience in industrial packaging (B2B environment) is a must
• Leadership experience in a fast-paced environment is a plus
• Understanding of principles of product costing and pricing
• Solid understanding of Quality Management Systems and Procedures
• Demonstrated ability to identify and solve complex customer problems
• Sales or business development experience with any of the following: industrial, transport or export packaging services
• Wood packaging, pallets
• Foam, corrugated, PE bags, etc.
• Supply Chain, Logistics, Warehousing, or Inventory Control
• Third-Party Packaging and/or Contract Packaging Services
• Sales experience in heavy industries and/or automotive, telecom, defense, military, energy
• Fluent in English, both written and verbal
• Ability to read, analyze and interpret the most complex legal and financial documents
• Ability to communicate clearly and effectively to all employees, customers, and vendors
• Ability to deliver effective persuasive presentations

Professional Principles

• To always act in a professional and ethical manner
• To maintain a positive work environment and recognize that this is a shared responsibility including recognition, respect, cooperation, and open communication

Skills and Competences

• Data-driven, organized, proactive, inquiring mind
• Superior time management skills
• Strong communication skills – to the point and straightforward
• Strong analytical and problem-solving skills
• Good Excel skills, including strong financial modeling skills, and proficient in MS PowerPoint and other MS Office applications
• Strong interpersonal, organizational and communication skills, and comfortable interacting with all levels of the organization, customers, and vendors
• The ability to quickly identify, prioritize, and execute tasks to meet critical project deadlines
• Team leadership skills
• Experience problem-solving within multi-faceted and complex systems
• Experience negotiating with third-party providers of products and services
• Strategic thinker, strong team player and team builder who has a can-do attitude and a hands-on, take-ownership personality