Senior Manager, Business Development - Packaging

General Summary

The Senior Business Development Manager - Packaging is a high-energy individual who can excite, connect and collaborate with converters (from machine operator to owner), brand owners, machine manufacturers, industry partners, and every part of the Michelman team with the opportunity to work on bringing existing and new product and process solutions. The role is responsible for interacting and collaborating with Michelman resources around the globe to create a knowledge building flow and exchange of information.

Primary Responsibilities

• Lead implementation of the Packaging innovation road map thru the creation of the BDA project portfolio; from concept through scale‑up, chairing segment stage‑gates, aligning Sales, Product Marketing, R&D/Technology, Operations, and Finance on resourcing and timelines, and owning risk/issue management and trade‑offs to deliver pipeline objectives.
• Own the commercialization pilot framework for Business Development -Packaging portfolio of projects (criteria, playbooks, entry/exit gates, KPIs); coach critical project teams and ensure resources, vendor partners, and facilities are in place across the entire innovation pipeline.
• Manage the Business Development project portfolio by developing and implementing program level stakeholder strategies across multi stream commercialization efforts, ensuring aligned priorities and issue resolution at both project and program levels.
• Identify and develop new, market-based opportunities for new and existing products in order to increase sales and profitability at new customers across strategic market segments
• Leverage and expand your expertise and knowledge of products and processes that are used in combination with Michelman materials as target markets/applications evolve and change, including the coordination and, when necessary, supervision of customer or production trials
• Deploy your industry knowledge, business insight, and leadership skills in driving the commercialization of new products and industry initiatives
• Develop, validate, and commercialize sales from new products to deliver sustainable, profitable growth in the target market
• Perform sales functions at identified beta-customers or new strategic accounts, validate the value proposition through voice of customer research, and develop the opportunity
• Leverage your network of industry end-users, experts, customers, allied partners, equipment OEMs, and consultants in order to strengthen Michelman’s position within the overall industry
• Support the sales organization to ensure customers’ needs are clear and solutions are proposed in a timely manner
• Actively participate or, when appropriate, lead product development or application/market focused teams
• Partner with the sales, technology, and marketing departments to identify, prioritize, assess, and engage potential strategic partners for applications and product development opportunities

Other

• Perform related duties as assigned or as the situation dictates.
• Between 25% and 50% travel by car or plane for customers visits, industry events, etc.

Critical Competencies, Knowledge, Skills, and Abilities

Relationship Building and communication skills

• Communication: Strong verbal and written communication skills are crucial for presentations, pitches, and building rapport with clients and colleagues.
• Listening and Empathy: The ability to actively listen to and understand client needs and pain points is essential for developing tailored solutions.
• Relationship Building: Establishes credibility early and excels at building and maintaining long-term relationships with clients and stakeholders based on trust and genuine connection.
• Leadership and Persuasion: Shows leadership, can persuade others and have strong customer service skills. 
• Influencer Skills: Can navigate complex decision-making structures

 Strategic and analytical skills

• Strategic Vision: Able to look beyond immediate needs and set clear, long-term goals that align with the company's mission.
• Problem-Solving: Critical thinker who can analyze market trends, customer data, and performance metrics to guide strategies and overcome challenges.
• Business Acumen: Has a strong understanding of the market, industry, and business operations and is necessary to identify opportunities and make informed decisions.
• Results-Oriented: Possesses a results-driven mindset with a focus on consistently exceeding sales targets and achieving goals. 
• Opportunity Identification: Skilled at identifying and qualifying prospective projects and prospects

Personal and work-related characteristics

• Determination and Resilience: A positive, persistent attitude and resilience are vital for overcoming rejections and navigating complex situations.
• Adaptability: Able to adapt and work effectively in a dynamic environment, adjusting strategies quickly as needed.
• Organization: Excellent organizational and time management skills are necessary for handling multiple projects and tasks.
• Self-Motivation: Proactive and self-driven, capable of using initiative to find and develop new business
• Ownership Mentality: Treats the business with the passion and accountability of an owner

Education and Experience

• Bachelor’s degree required; a science related or technical field major a plus, and an Advanced degree a plus.
• Minimum of seven (7) years of experience in B2B technical sales or business/product development
• Minimum of five (5) years of experience in Packaging (Rigid or Flexible), working with converters and/or raw materials suppliers to the value chain
• Chemistry or Engineering degree or general experience/knowledge a major plus

Work Hours

Michelman’s standard work hours for this role are Monday – Friday from 8 am – 5 pm EST.

Note: The statements above are intended to describe the general nature and level of work being performed by people assigned to the job. They are not construed to be an exhaustive list of responsibilities, duties, and skills required of personnel. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

About Michelman

Motivated by unwavering values, and ingrained with a passion for innovation, Michelman is a global developer and manufacturer of specialized sustainable chemistry used in industrial and agricultural coatings, digital printing, consumer packaging, and advanced composites for automotive and aerospace. From helping grow food and keep it fresh, to making vehicles lighter and more fuel efficient, to shielding our homes from the elements, Michelman‘s environmentally conscious solutions protect and enhance the materials that shape our world.

Michelman is proud of the values-focused work environment that we have crafted. We pride ourselves in our focus on our values of integrity, respect, and success. With our dedication to your technical and professional growth in addition to our rigorous onboarding experience, we guarantee that you will find yourself challenged in new ways. We offer an excellent salary, incentive, and benefits package in a dynamic, empowered team environment.

No phone calls, please. Michelman does not hire individuals who use tobacco products. All candidates will receive a drug test prior to beginning employment which will include a test for tobacco products.

For more information about Michelman, please visit https://www.michelman.com/.

It is Michelman, Inc. policy to seek and employ qualified persons in all jobs in a manner which will ensure equal employment opportunity as well as administer personnel actions in a manner as to not discriminate against any person on the basis of race, religion, national origin, age, sexual orientation or disability. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.