Business Development Manager
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Job Overview
The Business Development Manager will be responsible for executing organic growth initiatives with direction from the Commercial Leader and focusing on small & medium 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 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 incremental revenue and profit by offering product and service solutions to targeted prospects and increase penetration of the total addressable market. This position will be market / customer facing and will be responsible for executing Business Development strategies. The BDM will partner with Account Managers to hand off new customer accounts and transition them to the stable accounts.
Principal Accountabilities
- Develop Business Development Strategy
• Work cross-functionally to create business development strategies, including benchmarking of current state: prospects, customers, competitors, channels, products, needs analysis and competitive position
• Drive new business development opportunities that lead the business unit into adjacent markets, technologies, or supply options. Involvement in the innovation process as it relates to respective market segments resulting in commercialization of differentiated technologies
• Competitive analysis that includes overall business analysis, technology platforms, scenarios and general strategic direction.
- Drive for results
• Deliver revenue growth and generate profit from direct penetration of the packaging markets
• “Hunt” and prospect new customers and drive new business opportunities aligned with Amcor portfolio
• Develop business plans (including, but not limited to) financial analysis, competitive analysis and value proposition
• Partner with Account Managers to hand off new customer accounts and transition them to the stable accounts.
- 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 (e.g. 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, industry associations, and senior decision makers at targeted accounts
• Ability to present data to internal and external executive teams with conclusions through compelling presentations.
• Foster and develop initial business relationships with new customers / prospects’ key contacts. Seek out the appropriate contact within the new business opportunity and generate leads, cold calling prospective customers where necessary.
- 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
Qualifications/Requirements
Education
- Bachelor’s degree in Marketing or related field. Master's in Marketing or Business Management preferred.
Experience
- Experience in working in an MNC environment. Expereince in packaging industry is a plus.
- 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 in local Thai market is required.
- Experience with negotiations; strong influencing and persuasion skills.
Knowledge & Skills
- Solid technical aptitude with regards to resins, manufacturing process, barrier materials and other competitive packaging mediums.
- Possess a detailed knowledge of Amcor Thailand, the products, the industry and competitive market.
- Able to speak in Thai and English language is required.