Business Development Manager — Sustainable & E-Commerce Packaging

BeshPack; Mountain View (CA); Hybrid; USD 40,000 - 100,000; Full time

Job summary

BeshPack in Mountain View, CA is seeking a seasoned B2B sales professional to build and own a pipeline of program-level accounts across the Western U.S. The role is hybrid, with regular travel, and reports directly to the Managing Director.

You will run the full sales cycle from prospecting and RFQ to pricing, freight terms, and PO follow-through, collaborating with sourcing and factory teams to ensure container planning and timely delivery.

Qualifications

• 4+ years of B2B sales in packaging/related sectors.
• Experience with long-lead or import-based sales and MOQs.
• Strong margin discipline and ability to manage commission-based compensation.

Responsibilities

• Build and own a pipeline of program-level accounts across the Western U.S.
• Run the full cycle: prospecting, RFQ and quoting, freight and Incoterm negotiation, PO, delivery follow-through
• Work directly with sourcing team and factory on specs, MOQs, container planning, and production timing
• Bring back real pricing intelligence — who we beat, who beats us, on which SKUs
• Help shape our first U.S. stocking and product strategy from field learnings.

Skills

B2B sales

Packaging industry knowledge

Negotiation

Relationship building

Job description

Mountain View, CA — hybrid, with regular customer travel across the Western U.S.

Full-time

ABOUT US

BeshPack is the U.S. arm of New Pacific Group. We supply e-commerce, logistics, and certified compostable packaging sourced directly from a vertically integrated manufacturing partner in Guangdong — 300+ employees, 100+ production lines, and full certification coverage including BPI, OK Compost, EN13432, ISO 9001/14001/45001, and GRS.

Our product range:

• Poly mailers and courier bags (virgin, recycled-content, and fully compostable PLA/PBAT)
• Bubble mailers, kraft padded mailers, void fill
• Stretch film, carton sealing tape, security and tamper-evident tape
• Self‑seal, zipper, and gusset bags
• BPI‑certified compostable bags for food waste, yard waste, produce, and retail
• Thermal labels and shipping label stock

We are early in the U.S. build-out. This is our first commercial hire, reporting directly to the Managing Director.

THE MODEL — AND WHY IT SHAPES THE JOB

We ship direct from the factory: full‑container programs, MOQs per SKU, 45–70 days from PO to delivered.

We are not a stocking distributor pulling from a local warehouse. We don't compete on next‑day fill. That means this is program selling — you'll win accounts that plan their packaging spend, can forecast, and want a materially better landed cost than their incumbent.

Where that works:

• Regional packaging and JanSan distributors who stock their own inventory
• Waste haulers and municipal compostable programs (California SB 1383 is driving real volume here)
• E‑commerce and 3PL operators with predictable, repeating SKUs
• Private‑label and contract packaging programs

You'll also be our eyes on the market. In your first 90 days, telling us honestly that our mailers run 8% over Uline but our BPI compostables are underpriced is worth more to this business than a rushed first order.

WHAT YOU'LL DO

• Build and own a pipeline of program‑level accounts across the Western U.S.
• Run the full cycle: prospecting, spec and sample qualification, RFQ and quoting, freight and Incoterm negotiation, PO, delivery follow‑through
• Work directly with our sourcing team and factory on specs, MOQs, container planning, and production timing
• Bring back real pricing intelligence — who we beat, who beats us, on which SKUs
• Help shape our first U.S. stocking and product strategy from what you learn in the field

WHAT WE'RE LOOKING FOR

Required:

• 4+ years of B2B sales in packaging, industrial supply, JanSan, or a closely adjacent category
• Demonstrated success selling on a long‑lead‑time or import basis — you can explain MOQs, container economics, and a 60‑day delivery window to a buyer and keep the deal alive through it
• You can name the buying roles you sell to (Procurement, Operations, Supply Chain, Category Managers) and describe how those decisions actually get made
• Gross‑margin literacy — you sell value and protect margin instead of reflexively discounting
• Genuine comfort with a commission‑led structure and a startup with no inbound leads, no legacy account list, and no playbook yet
• Existing relationships in the Western U.S. packaging buying community
• Experience with compostable or certified‑sustainable products, and familiarity with regulatory drivers like SB 1383
• Selling to waste haulers, municipalities, or through public RFP processes
• Private‑label or contract‑manufacturing program experience

Not required: Mandarin. Factory communication is handled internally.

On prior employers: We want people with real market knowledge and strong relationships. We are not asking anyone to bring confidential customer lists, pricing files, or other proprietary material from a previous employer, and we won't accept them. We expect every candidate to honor their existing confidentiality obligations, and we hold ourselves to the same standard.

COMPENSATION

Base: $40k-100k , reviewed each January against the Mountain View wage ordinance.

This is a commission‑led role, and the commission is uncapped. We will walk you through the full structure — including our actual cost basis and how commission is calculated — during the interview process, so you can run the math yourself rather than take our word for it. Bring a calculator and hard questions.

Business expenses including mileage, travel, phone, and samples are reimbursed per California Labor Code section 2802. This role is classified as non‑exempt, so you'll record your hours and are eligible for overtime.

WHAT SUCCESS LOOKS LIKE

Milestones we'll work toward together and review monthly:

• Months 1–2: 40 mapped target accounts, 30 first meetings
• Months 3–4: 15 accounts at sample or RFQ stage
• Months 5–9: 3–5 closed programs and one repeatable anchor account

We're a small team and we hold this role to a real standard. We'll be candid with you about where you stand, in both directions.

• BeshPack and New Pacific Group are equal opportunity employers. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other protected characteristic. Qualified applicants with arrest and conviction records will be considered in accordance with the California Fair Chance Act.