Business Development Relationship Manager

Pixelle Specialty Solutions™ is the largest specialty paper company in North America, with fully integrated pulp and paper operations in Chillicothe, Ohio, Spring Grove, Pennsylvania, Stevens Point, Wisconsin and a coating operation in Fremont, Ohio. Supported by an experienced product development team, Pixelle excels in designing customized solutions that help customers bring new products to market. With a long history of leadership in the paper industry, Pixelle delivers the most comprehensive portfolio of specialty papers to help you meet today’s challenging demands.

ROLE

The Business Development Relationship Manager (BDRM) role in the Engineered Specialties (ES) group of Pixelle Specialty Solutions Specialty is a high-profile and largely autonomous role focused on driving growth via long-term relationships with brand owners.  The BDRM must manage and balance a broad set of responsibilities, including market analysis and prospective brand targeting, exploratory sales calling, opportunity defining, product development collaboration externally and internally, planning and execution oversight, and managing all the variables in pursuit of fully commercializing new business in collaboration with our sales team.

The BDRM role may live and work remotely.  The Business Development Relationship Manager is expected to balance his/her time among customer locations and the home office for individual work, as appropriate.  Travel is estimated in the 30% range, with an additional 10% for travel to Pixelle locations and annual business meetings.

The BDRM will also engage in special assignments as prescribed by Engineered Specialties leadership, such as business development, product development, special analysis, and project management in nature.

ACCOUNTABILITIES

• Applies specialized consumer products and brand expertise to pursue and develop new business in one or more targeted specialty areas.  These areas include but are not limited to consumer product companies, quick service restaurants, fast casual restaurants, convenience stores, grocers, big box stores and more (see Qualifications-Required).
• Maintains a deep knowledge of a company’s products & services along with their sustainability goals for fiber based packaging.
• Develops and sustains profitable, defensible business with brand owners in joint collaboration with our product development and sales organization; and in so doing, demonstrates proficiency in supporting the customer’s business and helps coordinate ES’s leadership, technical and customer support teams to meet the customer’s evolving needs.
• Becomes and remains highly knowledgeable in the customer’s business; what they manufacture, and how they process products to achieve their value proposition downstream to their customer; further, how the product fits in their cost structure, and the share of customer’s total paper (or like products) purchases is.
• Contributes to collaborative work with innovation, product management and customer service to improve mix and/or margin progressively and strategically over time.
• Aspires to achieve total customer satisfaction for brand owners in collaboration with the converter and our sales organization; establishes metrics and/or customer feedback mechanisms with which to evaluate and target improvement opportunities.
• Works closely with Product Managers and other team members in generating and updating grade costs and deciding what are the best candidates to submit for a new opportunity.
• Works effectively to solve customer problems, both independently and by facilitating the right people, as needed.
• Remains diligently up-to-date with the Engineered Products portfolio to allow for better screening of opportunities when prospecting.

• Ten to Fifteen years related experience in a commercial or business development role
• Experience selling to large multinational accounts (brand owners) with complex organizations.
• Bachelor's degree (BS/BA) from four-year college or university in business, finance, engineering, chemistry, materials science, or paper science/manufacturing
• Proficiency in Microsoft Office applications; proficient skill in creating documents to facilitate meetings and discussions; capability of producing documents needed to drive customer and internal discussions.
• Excellent communication skills (listening, verbal, and written).
• Ability to lead professional discussions, presenting  information and responding to questions from groups of managers, clients, customers, and the general public.
• Must hold and maintain a valid motor vehicle operator license.

Key Competency Areas

• Consultative selling.
• Ability to influence others and implement appropriate changes.
• Ability to work effectively in a team environment.
• Fundamental understanding of the pulping, papermaking and paper coating process.
• Effective time management.
• Willingness to learn.
• Attention to detail.
• Presentation skills.
• Ability to gain detailed knowledge about markets, products, customers, and industry issues.
• Good delegation and organizational skills.
• Thorough understanding of competitive activity and threats.
• Strong leadership skills.

Competitive healthcare benefit package and 401K match.

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