Director of Business Development - CPG Job at Westfall Technik Inc
SUMMARY OF ROLE:
The purpose of this position is to generate new revenue opportunities for Westfall Technik within a given field while managing existing accounts within that field as assigned and target prospective National Accounts.
Responsibilities include researching the relevant markets, networking and prospecting within those markets, identifying potential customers and revenue opportunities, negotiating deals, and securing profitable business contracts (molding and tooling) with consumer health and consumer packaged goods companies in furtherance of Westfall Customer Value Proposition (“CVP”) and goals.
This position is also responsible for managing ongoing relationships with clients and facilitating relationships with trade organizations, and relevant academic institutions as applicable. As a member of the Corporate Sales and Marketing organization, this position will collaborate and work with other sales team members to advance sales and strategic growth.
OUTPUTS & ACTIVITIES
- Partner with the VP of Sales to lead or execute growth strategies and activities for a specific field and strategic key accounts as defined and developed.
- Develop and execute to annual and monthly sales plans and objectives for the field and accounts
- Thoroughly understand and consistently communicate Westfall’s CVP
- Continually research, network and prospect within the field
- Maintain a database of leads, industry contacts, and competitors for the territory
- Participate with (e.g., attend conferences) and contribute to (e.g., presenting) relevant trade organizations and publications within the territory (and nationally when applicable)
- Maintain productive relationships with life science related academic and private equity organizations
- Identify, screen (using established criteria) and qualify opportunities that match WESTFALL’s strategic plan and CVP
- Collaboratively work with team to develop and present proposal for services
- Plan and conduct strategic negotiations with clients, including concession strategies
- Achieve annual sales goals for the territory consistent with corporate requirements for predictability, profitability, resource availability and strategy
- Maintain a pipeline of new opportunities sufficient at all times to meet a running 12-month revenue goal
- Monitor and manage, or participate in managing, relationships with current clients for current programs including business reviews and program change requests
QUALIFICATIONS- Beauty and/or cosmetics experience required
- Minimum of eight years of qualified plastics experience in the areas of business development, strategic planning, financial management, and complex negotiations.
- Established business relationships and contacts in target markets within assigned region
- Consumer packaged goods B2B industry experience required; developing and representing development or manufacturing services experience preferred in the component, sub-assembly, design and tooling
- Must be creative with the ability to think outside the box; assertive, decisive, problem solver, risk taker and a result-oriented professional.
- Can execute sales and marketing best practices within an overall context of meeting the company’s objectives for growing revenue, increasing EBITDA and exceeding customers’ expectations.
Education
- Bachelor’s degree
- MBA or life science related advanced degree, or educational equivalent preferred
- Frequent Travel
- Extended Hours
Westfall -Technik is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, national origin, ancestry, sex, gender, gender identity, gender expression, pregnancy, childbirth or related medical conditions, religious creed, physical disability, mental disability, age for individuals age 40 and over, medical condition (as defined by state law (for example, cancer or genetic characteristics or HIV/AIDS), marital status, military and veteran status, sexual orientation, genetic information, citizenship status or any other characteristic protected by federal, state or local law. Our management team is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities and general treatment during employment
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