OverviewMPProfessional, 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 ResponsibilitiesIdentify and develop new business opportunities within the Emilia-Romagna regionLeverage existing client contacts and actively prospect new customersGrow a new portfolio of accounts, ensuring long-term partnershipsCollaborate with internal teams to tailor solutions based on customer needsAnalyze market trends and competitors to optimize sales strategiesPrepare and present compelling proposals to clientsNegotiate business agreements on a regular basis including price, agreement terms and conditionsRegular and proactive communication with customer baseInitiate and provide administrative support and documents as necessary to facilitate order processing, booking, shipment, installation, acceptance, invoicing, and paymentAssist in collection of payables as needed upon request from AccountingGenerate new opportunities calling on existing customers and/or following up on incoming leadsIncrease gross margins where applicableApply a consultative approach to all customer contacts from owner-level to C-level leadersAppointment setting, online collaboration and in-person meetings with potential and existing clientsArticulate clients’ complete packaging solution (CPS) and servicesResolve customer issues in a timely and positive mannerDrive the development and implementation of new solutions as additional product or service opportunities arise within new and existing customer baseFollow the client sales process in drafting and presenting new product and service proposalsExamine customer specifications and prepare proposals that fulfill customer requirementsCoordinate with Client Engineering Center regarding design requirementsAdhere 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 applicableMaintain awareness of competitor’s sales efforts and programs in the branch territoryConduct all business transactions with divisional and company goals in mindProtect client’s best interests in all customer and prospective accountsUse all reasonable efforts to sell client products and servicesAccomplish all tasks as appropriately assigned or requestedExperience and Education RequirementsDegree in Packaging, Business, Marketing, Logistics, Supply Chain Management, or Mechanical Engineering or equivalent experience3+ years of experience in a sales position2+ years sales experience in a project manager capacity or selling to industrial customers3-5 years of experience in industrial packaging (B2B environment) is a mustLeadership experience in a fast-paced environment is a plusUnderstanding of principles of product costing and pricingSolid understanding of Quality Management Systems and ProceduresDemonstrated ability to identify and solve complex customer problemsSales or business development experience with any of the following: industrial, transport or export packaging servicesWood packaging, palletsFoam, corrugated, PE bags, etc.Supply Chain, Logistics, Warehousing, or Inventory ControlThird-Party Packaging and/or Contract Packaging ServicesSales experience in heavy industries and/or automotive, telecom, defense, military, energyFluent in English, both written and verbalAbility to read, analyze and interpret the most complex legal and financial documentsAbility to communicate clearly and effectively to all employees, customers, and vendorsAbility to deliver effective persuasive presentationsProfessional PrinciplesTo always act in a professional and ethical mannerTo maintain a positive work environment and recognize that this is a shared responsibility including recognition, respect, cooperation, and open communicationSkills and CompetencesData-driven, organized, proactive, inquiring mindSuperior time management skillsStrong communication skills – to the point and straightforwardStrong analytical and problem-solving skillsGood Excel skills, including strong financial modeling skills, and proficient in MS PowerPoint and other MS Office applicationsStrong interpersonal, organizational and communication skills, and comfortable interacting with all levels of the organization, customers, and vendorsThe ability to quickly identify, prioritize, and execute tasks to meet critical project deadlinesTeam leadership skillsExperience problem-solving within multi-faceted and complex systemsExperience negotiating with third-party providers of products and servicesStrategic thinker, strong team player and team builder who has a can-do attitude and a hands-on, take-ownership personality
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