Senior Business Development Manager - Packaging

Michelman is a global developer and manufacturer of specialized sustainable chemistry. The Senior Business Development Manager - Packaging will lead the implementation of the Packaging innovation road map, manage the Business Development project portfolio, and develop new market-based opportunities for products to increase sales and profitability.

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
• Perform related duties as assigned or as the situation dictates

Requirements:

• 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
• Strong verbal and written communication skills are crucial for presentations, pitches, and building rapport with clients and colleagues
• The ability to actively listen to and understand client needs and pain points is essential for developing tailored solutions
• Establishes credibility early and excels at building and maintaining long-term relationships with clients and stakeholders based on trust and genuine connection
• Shows leadership, can persuade others and have strong customer service skills
• Can navigate complex decision-making structures
• Able to look beyond immediate needs and set clear, long-term goals that align with the company's mission
• Critical thinker who can analyze market trends, customer data, and performance metrics to guide strategies and overcome challenges
• Has a strong understanding of the market, industry, and business operations and is necessary to identify opportunities and make informed decisions
• Possesses a results-driven mindset with a focus on consistently exceeding sales targets and achieving goals
• Skilled at identifying and qualifying prospective projects and prospects
• A positive, persistent attitude and resilience are vital for overcoming rejections and navigating complex situations
• Able to adapt and work effectively in a dynamic environment, adjusting strategies quickly as needed
• Excellent organizational and time management skills are necessary for handling multiple projects and tasks
• Proactive and self-driven, capable of using initiative to find and develop new business
• Treats the business with the passion and accountability of an owner