Business Development Manager - Dairy & Nutrition - Remote

Join Amcor and you can be part of the team that makes the packaging of the future better for people and our planet.

Here at Amcor, we work together every day to make a positive impact on the lives of millions of people across the globe by providing packaging for essential products, including food, beverages, pharmaceutical, medical, home and personal-care.

We are sustainability leaders in our industry. We are the first global packaging company to commit to make all our products recyclable or reusable by 2025.

Our products are vital to support the lives of millions of people across the globe every day.

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 innovating and driving new solutions to create more sustainable packaging solutions.

To find out more about our commitment to sustainability and about Amcor, visit www.amcor.com I LinkedIn I Glassdoor I Facebook I Twitter I YouTube

At Amcor Rigid Packaging (ARP), our teams are focused on developing and making plastic bottles and jars that create a unique experience and are better for the environment. Our bottles and jars are primarily made from PET (polyethylene terephthalate), which has rapidly become the world's preferred packaging material. PET is lightweight, shatterproof, recloseable, resealable, reusable and infinitely recyclable*.

With approximately 6,000 people across about 50 manufacturing operations in 11 countries and an annual revenue of US$2.9 Billion, ARP provides rigid packaging solutions to the beverage, pharmaceutical, food, and home and personal care segments.

Learn more about the many benefits of PET bottles here.

*with existing technologies including chemical recycling

Position Overview:

The Business Development Manager will be responsible for new account acquisition focusing on medium & small/growth 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.

Essential Responsibilities:

Business Development Strategy

• Develop a strategic approach to create engagement and win new business
• Develop business plans including, but not limited to financial analysis, competitive analysis, and value proposition

Drive for results

• Deliver revenue growth and generate profit from direct penetration of new accounts
• Prospect for new customers and drive new business opportunities aligned with Amcor portfolio

Market research

• Translate research conclusions into actionable business concepts and plans for broader review and discussion
• Understand market trends, drivers & dynamics - work to promote new products and gain exposure within target markets Collaborate closely with Marketing (eg Lead Generation)
• Serve as subject matter expert assisting the Marketing Team for market sizing, market trends and dynamics, and competitive analysis

Relationship Management

• Build 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 accounts
• Manage strategic customer relationships and effectively negotiate business deals
• Seek out the appropriate contact within the new business opportunity and generate leads, cold calling prospective customers where necessary
• Foster and develop initial business relationships with new customers/prospects' key contacts
• Manage 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 functional

• Collaborate with cross-functional teams on the development and implementation of defined strategy (technology, product management, commercial) for the market and targeted segments
• Foresee the implementation of NBO and effective onboarding until the Purchase Order is industrialized and invoiced
• Partner with Account Managers to hand off new customer accounts and transition them to the stable accounts (eg, account handover is deliberately processed to guarantee a smooth account continuity)
• Maintain effective relationships with customer service, pricing, marketing, R&D, graphics, demand planning, talent recruiting team and sales

Challenges & Complexities

Ability to work independently with minimum of supervision, eg, identifying contacts, managing cold calls
Handling 7-10 leads at once

Internal Relationships

• Management
• Marketing
• Commercial Excellence
• Operations and R&D
• Pricing
• Finance
• Customer Service

External Relationships

• Customers

Expected Travel

• Travel is estimated at +50%

Key deliverables and performance indicator

• Revenue growth by new account acquisition
• Sales Funnel metrics (eg, Pipeline velocity, Funnel yield, Prospect yield)
• Profit margin

Competencies:

Leadership

All Leadership competencies are relevant especially the following key competencies for the role:

• Customer Focus
• Set priorities & Drive results (plans and aligns)

Values

Demonstrate Amcor's Values and follow The Amcor Way.

Functional Competencies

Confident and driven Regional Account 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 calling
• Customer needs clarification
• Analyzing and resolving customer problems
• Sales opportunities creation
• Sell customer propositions
• Closing the sale

Qualifications:

Education:

• Bachelor's degree

Experience:

• Minimum of 5 years of experience in working in a large scale B2B environment
• 5-8 years' experience in developing industry value assessment and executing on strategic business development and growth opportunities
• Proven track record of successful business development and commercial success in B2B environment
• Experience with negotiations; strong influencing and persuasion skills

Knowledge:

• Technically adept
• Possess a detailed knowledge of Amcor, the products, the industry, and competitive market

Skills:

• Language: English necessary, others useful and desired

Amcor supports the career development of employees by encouraging qualified candidates to apply for internal positions. Before applying for a position ensure your line manager and HR business partner have been informed. As a part of the Internal Applicant Process, the HR Team may communicate with your manager to discuss your application.

Refer to the Amcor Leadership Framework to understand the competency requirements of the role.

To be eligible, a co-worker must have been in their current role at least 12 months, be in good standing, meaning you have good attendance, your last performance review was positive, you are not involved in progressive discipline or on a Performance Improvement Plan, and you are actively at work, and your immediate supervisor/manager approves.

The information contained herein is not intended to be an all-inclusive list of the duties and responsibilities of the job, nor are they intended to be an all-inclusive list of the skills and abilities required to do the job.

We are proud to be an Equal Opportunity/Affirmative Action Employer, making decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability, or any other protected class