Senior Business Development Manager
Monroe Consulting Group Philippines, a prominent executive recruitment firm, is partnering with a global packaging company specializing in flexible packaging, rigid containers, specialty cartons, closures, and services for a variety of industries, including food, beverage, pharmaceutical, medical devices, home and personal care, among others. They are currently seeking a Senior Business Development Manager with at least 12 years of relevant experience. The ideal candidate should possess 5-7 years of expertise in sales, account management, and business development within the packaging industry. Experience in negotiating and connecting costing, pricing, and value propositions is essential. Additionally, the candidate should have experience managing regional or multi-country accounts within Asia. This role is on-site, operating from Monday to Friday, 8 AM to 6 PM. Job Summary: The Senior Business Development Manager is to develop a business development strategic and implementation plan for Asia, identifying key category and segment opportunities relevant to the company's portfolio through industry mapping. Identify and prioritize customer prospects in alignment with ASC Asia's overall priorities to drive positive and profitable growth for the region. Key job responsibilities include: Business Development Actively seek and engage new customers, driving business opportunities that align with the Amcor portfolio. Analyze and understand the customer buying process to effectively influence and convert them into future prospects for commercialization. Explore new business opportunities, including emerging markets, growth areas, trends, customers, products, and services. Gain a comprehensive understanding of Amcor Specialty Cartons' portfolio to identify value propositions and competitive business models. Assess the business model for trading and importing products within the Amcor Specialty Cartons portfolio. Collaborate with other Amcor factories to coordinate and execute the import business model effectively. Prepare and deliver compelling presentations to prospective customers, showcasing the Amcor portfolio. Account Management * Maintain and grow the customer base with support from internal teams and business partners. Gather customer insights (Voice of Customer) to identify areas for improvement, develop actionable plans, and collaborate with ASC stakeholders to deliver these improvements. Standardize service levels across ASC plants and customer affiliates to ensure consistency. Develop key performance indicators (KPIs) to enhance supply performance, reduce costs, optimize working capital, and improve customer satisfaction. Conduct value chain analysis, including customers, consumers, and competitors, to gain a comprehensive understanding of the market environment. Identify and evaluate new business opportunities within the target country, proposing market entry strategies focused on customer acquisition, product categories, market segments, or territorial expansion. Lead the development and execution of the ASC Asia Sales and Business Development Strategy. Achieve sales and business development targets by maximizing local business capacity utilization with an optimized product mix and profitability. Secure business commitments from prospective customers, develop competitive pricing strategies, and ensure adherence to trading terms and contractual agreements. Collaborate with the RAM/Global Account Team to develop and implement the Global Value Proposition (GVP), Regional Account Strategy, and Regional Account Plan. Drive sales growth across the full ASC packaging solutions portfolio by leveraging various market channels and achieving targets. Partner with the Innovations team to showcase Amcor's key innovations and capabilities, ensuring customers understand their value propositions while gathering insights into customer brand plans to inform future strategies. Identify and capitalize on commercial opportunities, including cross-functional initiatives, by proposing and implementing actions to realize benefits. Market Relationship Analyze account economics to understand their impact on the organization. Collect and coordinate customer-specific market intelligence and report findings to the Business Development Team. Develop a comprehensive understanding of competitor capabilities, activities, and strategies. Identify opportunities for innovation and new product development. Stay updated on technology and innovations relevant to the industries connected to the business. Conduct commercial analysis of projects and initiatives to identify and maximize value for both ASC and the customer. Assist the Commercial Team by providing project or product-related information to support the preparation of compelling commercial offers. Relationship Management Cultivate and maintain strong relationships with local Key Accounts at all organizational levels, focusing on fostering organic growth and identifying new business opportunities. Lead seamless communication and coordination between Key Accounts, the local organization, the Regional team, and RAMS. Enhance customer satisfaction and loyalty by driving internal solutions and initiatives centered on customer needs (VOC and NPS improvement). Address customer requirements promptly and ensure appropriate support is provided or arranged. Manage rolling forecast accuracy, lead times, and DIFOTIS while addressing Key Account needs and ensuring timely support. Strategically plan and manage networking and contact activities across the customer-ASC relationship. Facilitate, coordinate, and guide local customer service teams (OAM, CCAM) for optimized performance. Assist the RAM in collaborating with internal stakeholders to identify and leverage synergies. Conduct regular customer visits, prepare and participate in business review meetings, and contribute to project discussions and commercial negotiations. Attend ASC cross-functional and customer team meetings to represent the organization effectively. Prepare meeting minutes and detailed visit reports to document discussions and outcomes. Performance Management Conduct ongoing reviews of market performance against the annual plan, supported by a monthly performance dashboard to monitor progress. Evaluate customer profitability and identify commercial inefficiencies at a regional level, providing recommendations and following up on corrective actions. Assess ASC and customer performance against defined KPIs and service levels, utilizing Salesforce.com for performance tracking. Compile and consolidate performance reports for the account, delivering regular updates to management on progress relative to the Account Plan and Budget. Proactively update management on anticipated changes to the Account Plan, Budget, or Forecast. Maintain and regularly update the Global Account Plan, developing and executing action plans to address areas of underperformance. Key job requirements: Bachelor's degree in a relevant field with a minimum of 12 years of professional experience. 5-7 years of experience in Sales, Account Management, and Business Development within a comparable B2B environment. Proven expertise in negotiations, with a strong ability to align costing, pricing, and value propositions effectively. Solid background in a B2B business model, with experience managing regional or multi-country accounts, particularly within Asia. Preferably knowledgeable in the packaging industry and familiar with the tobacco sector (advantageous). Comprehensive understanding of business processes, including sales, supply chain, and customer service. Strong analytical and problem-solving skills. Well-balanced skills in account management and business development (commercial hunting). Proficient in project management. Experience in customer service or account management is beneficial. Demonstrated ability to lead and manage teams, showcasing effective leadership qualities. Willingness and ability to travel internationally frequently. Proficiency in English is required; fluency in additional regional languages is a plus. All applications will be treated in the strictest of confidence. If you are a suitable match for this position, please send your application
