What are the responsibilities and job description for the Business Development Executive position at PPC FLEX?
About PPC Flexible Packaging:
Headquartered in Buffalo Grove, Illinois. PPC FLEX™ (PPC) has steadily grown and evolved organically and through acquisition into a premier high-quality flexible packaging manufacturer. As a dynamic team of design and packaging professionals, PPC is dedicated to providing creative packaging solutions. The company’s capabilities and speed to market have always been PPC’s greatest strength—establishing the organization as a trusted leader within the consumer and cleanroom markets.
With the CEO, Kevin Keneally, at the helm, the company has grown from a $25M one-plant business to a thriving $500M , 12-plant enterprise. Originally a Morgan Stanley (MS) portfolio company, PPC sold successfully to GTCR in early 2022. The culmination of growth, value, superior products, and quality allowed this successful exit. The new PE sponsors, GTCR, plan to invest aggressively in PPC to drive substantial revenue and EBITDA growth. Much of the last five-plus years of success has come through substantial organic growth (new products and markets) and inorganic growth (acquisition) in the consumer products portfolio within PPC. While there is still ample opportunity to grow this segment further, PPC also has its sights set on developing the Cleanroom & Healthcare packaging portfolio and platform to rival the success seen in the consumer segment.
The Healthcare and Specialty business group is a dynamic team of design and packaging professionals dedicated to providing creative packaging solutions, and our capabilities and speed to market have always been our greatest strengths. All of PPC FLEX’s Precision Clean® Cleanroom products are produced in our state-of-the-art ISO Class 4 and ISO Class 7 Cleanroom. The cleanroom packaging business is supported by a comprehensive ISO-certified quality system, a continuous environmental monitoring Climate system, and a fully equipped laboratory.
Markets:
Healthcare environment, Medical Equipment, Dental, Cleanroom Consumables, Critical Environment, Semiconductors, Microelectronics, Pharmaceuticals, Nutraceuticals, Specialty Items
Position Summary
The Business Development Manager manages multiple large revenue strategic accounts with a combined annual value of >$10M focused on cleanroom, healthcare, critical environment and specialty customers. The associate will also devote time to new business development to seek opportunities to grow both cleanroom and non cleanroom products for PPC FLEX. This position involves travel to clients, suppliers, manufacturing facilities (Buffalo Grove, Illinois, Pewaukee, WI, and Payson, Utah), and trade shows to build solid relationships that benefit the company’s sales objectives. The role will also involve cross-functional project management of new product development activities, which may include new CAPEX or process development. Responsible for analyzing market opportunities and developing and implementing sales and product strategies within the assigned market segment to achieve profitability, revenue growth, and on-time delivery of project initiatives.
Responsibilities and Duties:
New Business Development:
Manage a set of established accounts, seek ways to increase market share, and provide new and innovative solutions utilizing the vast array of PPC equipment and new development efforts.
Prospect new accounts to maintain a robust sales pipeline that supports the achievement of annual growth targets.
Develop account-level capture plans that outline the strategy to acquire business from a prospective customer.
Leverage Salesforce CRM to drive forward-looking visibility in support of cross-functional partners (timing, size, and ongoing updates surrounding opportunities pipeline)
Effectively market and sell PPC’s strategy at various levels within prospective customers, including senior management, procurement, technical, and brand managers, through direct relationships within the accounts.
Develops, coordinates, and conducts customer sales presentations.
Actively seeks and promotes new uses or applications for our technology/products (e.g., Transition from Rigid to Flexible Packaging) and works with Marketing, Engineering, Graphics, Operations, and any other resources necessary to provide a solution to the customer.
Focuses on Value Selling, gaining understanding, driving, and facilitating the quotation process to achieve margin expectations.
Works closely with PPC’s Project Managers, Account Managers, and Technical and Operations teams to assist in the “onboarding” process, which includes trials, scale-ups, stability testing, and commercialization of new products.
Communicates competitive developments regarding marketing strategies, pricing structures, or product performance to sales and mgmt.
Help to identify emerging market and customer trends and opportunities.
Maintain close communications with marketing and product development to recommend and promote new applications and PPC products' technologies to assigned customers and prospects.
Customer Communication:
Effectively negotiates pricing and contractual issues with customers.
Facilitates and assists in resolving escalating issues between accounts and PPC on payment terms, aged inventory, product performance, pricing, service, etc.
Utilize customer scorecards and metrics to effectively manage customer expectations and develop plans to drive resources that bring growth and profitability. Understand and communicate internally the “outside–in” view of customer service level.
Planning & Sales Forecasting:
Recommends and prepares an annual forecast and strategic plan for their customers, including driving sales growth and enhancing profit.
Continually evaluates sales budget to manage overall sales goals. Implements actions as appropriate to close the gaps and create a bridge to achieve the sales plan.
Additional items:
Actively utilizes and updates Salesforce CRM and onboarding processes to drive prospect visibility and methods/actions to close the sale.
Prepares and promptly submits weekly expense reports, customer call reports, and quote log and prospect list activity updates.
Other duties may be assigned and are required as part of the position’s essential functions.
Skills and Qualifications:
Must have a working knowledge of Flexible Packaging end-user applications in the medical/healthcare, critical environment, cleanroom, and pharmaceutical markets. (An added working knowledge of end-user flexible packaging equipment is also desirable).
As a member of the sales function, this position is expected to project a professional image and positive attitude while assertively getting the results needed to support a speed-to-market organization.
Advanced value-add selling, negotiation, and customer-relationship management skills. Must have a “hunter” mentality; strong “door opener” with the ability to be persistent, creative, and bold in pursuing new business.
Strong communication and presentation skills with the ability to deliver clear and concise presentations; a strong influencer who builds rapport and credibility.
Strong relationships in the Healthcare / Pharma/ Medical Device packaging industry
Results-oriented, assertive, tenacious, yet diplomatic about finishing things on time. This position requires multitasking and an individual who enjoys working with a sense of urgency and is capable of creative problem-solving and effective problem resolution to overcome challenges and hurdles in the supply chain.
Experience with large accounts with annual values of > $5M
Ability to manage multiple accounts projects and balance time and priorities.
Experience with account management and customer relationship management.
Own all dimensions of the customer relationship in assigned accounts.
Experience with planning and leading face-to-face customer meetings
Strong attention to detail on meeting preparation, action items, follow-up notes, and action items
Must have demonstrated Project/Program/Product management skills.
Ability to participate as a team member with consensus decision-making.
Strong technical expertise in components and construction of flexible packaging materials; the ability to learn, retain, and successfully apply technical knowledge to the business development process is required.
Knowledge of end-user flexible packaging equipment and applications in healthcare, pharma, and medical Packaging would be a strong plus.
Experience with business operating systems and knowledge of Windows computing programs are a must, as is proficiency in PowerPoint, Project, Excel, Word, and Outlook.
Familiarity with CRM systems (Salesforce or similar)
A four-year bachelor’s degree, engineering or science degree preferred, and 7 years’ experience in a similar role in Healthcare, Cleanroom, or Food and consumer Packaging.
Working Conditions and Physical Requirements:
Must be able to travel 30%-40%
Must maintain a professional appearance and demeanor.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Headquartered in Buffalo Grove, Illinois. PPC FLEX™ (PPC) has steadily grown and evolved organically and through acquisition into a premier high-quality flexible packaging manufacturer. As a dynamic team of design and packaging professionals, PPC is dedicated to providing creative packaging solutions. The company’s capabilities and speed to market have always been PPC’s greatest strength—establishing the organization as a trusted leader within the consumer and cleanroom markets.
With the CEO, Kevin Keneally, at the helm, the company has grown from a $25M one-plant business to a thriving $500M , 12-plant enterprise. Originally a Morgan Stanley (MS) portfolio company, PPC sold successfully to GTCR in early 2022. The culmination of growth, value, superior products, and quality allowed this successful exit. The new PE sponsors, GTCR, plan to invest aggressively in PPC to drive substantial revenue and EBITDA growth. Much of the last five-plus years of success has come through substantial organic growth (new products and markets) and inorganic growth (acquisition) in the consumer products portfolio within PPC. While there is still ample opportunity to grow this segment further, PPC also has its sights set on developing the Cleanroom & Healthcare packaging portfolio and platform to rival the success seen in the consumer segment.
The Healthcare and Specialty business group is a dynamic team of design and packaging professionals dedicated to providing creative packaging solutions, and our capabilities and speed to market have always been our greatest strengths. All of PPC FLEX’s Precision Clean® Cleanroom products are produced in our state-of-the-art ISO Class 4 and ISO Class 7 Cleanroom. The cleanroom packaging business is supported by a comprehensive ISO-certified quality system, a continuous environmental monitoring Climate system, and a fully equipped laboratory.
Markets:
Healthcare environment, Medical Equipment, Dental, Cleanroom Consumables, Critical Environment, Semiconductors, Microelectronics, Pharmaceuticals, Nutraceuticals, Specialty Items
Position Summary
The Business Development Manager manages multiple large revenue strategic accounts with a combined annual value of >$10M focused on cleanroom, healthcare, critical environment and specialty customers. The associate will also devote time to new business development to seek opportunities to grow both cleanroom and non cleanroom products for PPC FLEX. This position involves travel to clients, suppliers, manufacturing facilities (Buffalo Grove, Illinois, Pewaukee, WI, and Payson, Utah), and trade shows to build solid relationships that benefit the company’s sales objectives. The role will also involve cross-functional project management of new product development activities, which may include new CAPEX or process development. Responsible for analyzing market opportunities and developing and implementing sales and product strategies within the assigned market segment to achieve profitability, revenue growth, and on-time delivery of project initiatives.
Responsibilities and Duties:
New Business Development:
Manage a set of established accounts, seek ways to increase market share, and provide new and innovative solutions utilizing the vast array of PPC equipment and new development efforts.
Prospect new accounts to maintain a robust sales pipeline that supports the achievement of annual growth targets.
Develop account-level capture plans that outline the strategy to acquire business from a prospective customer.
Leverage Salesforce CRM to drive forward-looking visibility in support of cross-functional partners (timing, size, and ongoing updates surrounding opportunities pipeline)
Effectively market and sell PPC’s strategy at various levels within prospective customers, including senior management, procurement, technical, and brand managers, through direct relationships within the accounts.
Develops, coordinates, and conducts customer sales presentations.
Actively seeks and promotes new uses or applications for our technology/products (e.g., Transition from Rigid to Flexible Packaging) and works with Marketing, Engineering, Graphics, Operations, and any other resources necessary to provide a solution to the customer.
Focuses on Value Selling, gaining understanding, driving, and facilitating the quotation process to achieve margin expectations.
Works closely with PPC’s Project Managers, Account Managers, and Technical and Operations teams to assist in the “onboarding” process, which includes trials, scale-ups, stability testing, and commercialization of new products.
Communicates competitive developments regarding marketing strategies, pricing structures, or product performance to sales and mgmt.
Help to identify emerging market and customer trends and opportunities.
Maintain close communications with marketing and product development to recommend and promote new applications and PPC products' technologies to assigned customers and prospects.
Customer Communication:
Effectively negotiates pricing and contractual issues with customers.
Facilitates and assists in resolving escalating issues between accounts and PPC on payment terms, aged inventory, product performance, pricing, service, etc.
Utilize customer scorecards and metrics to effectively manage customer expectations and develop plans to drive resources that bring growth and profitability. Understand and communicate internally the “outside–in” view of customer service level.
Planning & Sales Forecasting:
Recommends and prepares an annual forecast and strategic plan for their customers, including driving sales growth and enhancing profit.
Continually evaluates sales budget to manage overall sales goals. Implements actions as appropriate to close the gaps and create a bridge to achieve the sales plan.
Additional items:
Actively utilizes and updates Salesforce CRM and onboarding processes to drive prospect visibility and methods/actions to close the sale.
Prepares and promptly submits weekly expense reports, customer call reports, and quote log and prospect list activity updates.
Other duties may be assigned and are required as part of the position’s essential functions.
Skills and Qualifications:
Must have a working knowledge of Flexible Packaging end-user applications in the medical/healthcare, critical environment, cleanroom, and pharmaceutical markets. (An added working knowledge of end-user flexible packaging equipment is also desirable).
As a member of the sales function, this position is expected to project a professional image and positive attitude while assertively getting the results needed to support a speed-to-market organization.
Advanced value-add selling, negotiation, and customer-relationship management skills. Must have a “hunter” mentality; strong “door opener” with the ability to be persistent, creative, and bold in pursuing new business.
Strong communication and presentation skills with the ability to deliver clear and concise presentations; a strong influencer who builds rapport and credibility.
Strong relationships in the Healthcare / Pharma/ Medical Device packaging industry
Results-oriented, assertive, tenacious, yet diplomatic about finishing things on time. This position requires multitasking and an individual who enjoys working with a sense of urgency and is capable of creative problem-solving and effective problem resolution to overcome challenges and hurdles in the supply chain.
Experience with large accounts with annual values of > $5M
Ability to manage multiple accounts projects and balance time and priorities.
Experience with account management and customer relationship management.
Own all dimensions of the customer relationship in assigned accounts.
Experience with planning and leading face-to-face customer meetings
Strong attention to detail on meeting preparation, action items, follow-up notes, and action items
Must have demonstrated Project/Program/Product management skills.
Ability to participate as a team member with consensus decision-making.
Strong technical expertise in components and construction of flexible packaging materials; the ability to learn, retain, and successfully apply technical knowledge to the business development process is required.
Knowledge of end-user flexible packaging equipment and applications in healthcare, pharma, and medical Packaging would be a strong plus.
Experience with business operating systems and knowledge of Windows computing programs are a must, as is proficiency in PowerPoint, Project, Excel, Word, and Outlook.
Familiarity with CRM systems (Salesforce or similar)
A four-year bachelor’s degree, engineering or science degree preferred, and 7 years’ experience in a similar role in Healthcare, Cleanroom, or Food and consumer Packaging.
Working Conditions and Physical Requirements:
Must be able to travel 30%-40%
Must maintain a professional appearance and demeanor.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Salary : $10
