Business Development Manager

Position: Business Development Manager

Location: Homebased covering UK

Salary: £Neg

The Company: Adhesive manufacturer

The Role:

• Lead the development of the company’s end-of-line packaging business.
• Develop and execute a structured business development plan for the market.
• Identify and prioritise major target manufacturers and individual production sites.
• Proactively generate and qualify new business opportunities.
• Build and maintain a strong national sales pipeline.
• Develop relationships with engineering, production, packaging, technical and procurement teams.
• Visit manufacturing sites to understand packaging processes, equipment and existing adhesive applications.
• Identify opportunities to replace incumbent adhesive products with the hotmelt solutions.
• Understand the technical and commercial reasons behind customers’ existing product choices.
• Work with technical team to select and recommend appropriate products.
• Develop compelling technical and commercial proposals.
• Coordinate product samples, line evaluations and production trials.
• Take ownership of opportunities from initial prospecting through trial, quotation, negotiation and commercial conversion.
• Negotiate pricing and commercial terms within agreed authority levels.
• Build strong, long-term customer relationships following conversion.
• Develop individual production-line wins into wider site and multi-site opportunities.
• Build relationships with relevant packaging machinery and hotmelt application-equipment businesses where these can support market development.
• Maintain accurate CRM records and a disciplined approach to opportunity management.
• Produce accurate forecasts and clearly report on pipeline, trials, risks and commercial progress.
• Develop market intelligence covering competitor products, pricing, equipment and customer requirements.
• Maintain a strong focus on profitable, sustainable growth and margin discipline.
• Represent the company professionally at exhibitions, industry events and customer meetings.

Requirements:

• Direct experience of hotmelt adhesives or the adhesive industry would be highly advantageous, but is not essential others areas of interest would be: Packaging machinery, Packaging materials, Corrugated packaging, Cartons and board packaging, Industrial adhesives and sealants, Industrial chemicals and consumables, Production-line equipment, Coding, marking and labelling systems
• Experience of selling directly into food, beverage or FMCG manufacturing operations
• Looking for someone with established experience in B2B technical sales or business development within manufacturing.
• A strong track record of developing and winning new business.
• Experience selling technical products, equipment, materials or consumables to manufacturing businesses.
• Confidence working in manufacturing and production environments.
• The ability to understand production processes and identify commercially valuable technical opportunities.
• Experience managing complex sales opportunities involving multiple customer stakeholders.
• Experience taking opportunities from initial prospecting through evaluation, trial, negotiation and conversion.
• Strong commercial negotiation and account-development skills.
• A disciplined approach to pipeline and opportunity management

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