Advanced Packaging, founded in 1968 and an industry leader in the sales, design, and manufacturing of custom shipping containers and foam packaging solutions, is looking for a dynamic salesperson. API's current list of on-going and long term customers are the some of the highest profile companies in military contracting, medical devices, and aerospace development.

Job Title:  Senior BD Manager

Department:  Business Development-

Reports to:  VP of BD for Industrials        

Location:  API – Baltimore MD   

Full/Part Time:  Full time

Remote work authorized:  No

FLSA Classification:  Exempt

CBA:  N/A

Effective Date:  TBD

Security Clearance Req:  None

Travel Required: Frequently

_____________________________________________________________________________

Job Summary:

The Senior Business Development Manager is a highly collaborative, influential position responsible for initiating and closing sales opportunities, which significantly accelerate Advanced Packaging (API) growth and profitability. The Senior Business Development Manager will collaborate with internal and external stakeholders to drive significant and sustained year-over-year growth.  API Advanced Packaging Inc | Custom Case Builder & Foam Inserts founded in 1968 are an industry leading custom reusable packaging company who are part of the Albers Container and Cases (ACC) division of Alber’s Aerospace www.albers.aero who offer design and manufacturing or build to print solutions of rugged, reusable metallic and shipping and storage containers.

 Duties/Responsibilities: 

The Senior Business Development Manager is responsible for supporting, leading, managing, and executing the full scope of business development actions, including the areas of market segmentation, target identification, qualification, capture, proposal readiness, and bid and proposal development. This individual will apply their experience and expertise to integrate actions and overarching processes and procedures across the business development spectrum with all internal and external stakeholders. They will be responsible for applying project/program planning and detailed schedule development, monitoring, and control to provide management and oversight. 

·        Conduct analysis to determine trends in market, quantity/size/value of procurement opportunities, competition, potential contractual vehicles, and alignment with the company’s, vision, goals, objectives, and core competencies.

·        Identify, review, and assess upcoming new and recompete procurements in target markets with respective to potential customers, competitive landscape, and requirements.

·        Manage, facilitate, and execute the capture process in coordinate with applicable line/operations personnel (SMEs, Division Managers, Project Managers, etc.); Develop the capture schedule, conduct routine capture meetings, refine the customer call plan, and continue competitive assessments and teaming analysis.

·        Manage, facilitate, and execute the proposal readiness process and engage with all bid and proposal internal and external stakeholders

·        Guide collaborative processes and procedures to develop, produce, and coordinate technical and pricing proposal development in response to RFPs and all aspects of proposal development, including, but not limited to, the following: technical approach/corporate experience narratives; sample/hypothetical task responses; oral boards; management plans; transition plans; quality control plans; staffing plans; key personnel resumes; reference information sheets; past performance narratives; past performance narratives; past performance questionnaires; pricing.

·        Travel requirements will fluctuate and are estimated at approximately 20-40% for customer calls, capture execution, industry events, teaming, and other internal and external meetings.

·        Support the creation of presentations and other sales materials. 

Supervisory Responsibilities: 

§  None.

Note:  The duties and responsibilities described on this document are not necessarily a comprehensive list and additional tasks may be assigned to the employee from time to time; and the scope of the job may change as necessitated by business demands. 

Required Skills/Abilities:  

§  Previous experience in the packaging industry is desired.

§  Proven record of sales results.

§  Excellent verbal and written communication skills. 

§  High energy and passionate about providing customers with superior solutions.

§  Knowledge of Business Development best practices and requirements. 

§  Strong analytical and problem-solving skills. 

§  Excellent organizational skills and attention to detail. 

§  Strong communications and leadership skills. 

§  Proficient with Microsoft Office Suite or related software. 

§  Deep understanding of manufacturing customer sets, markets, and technology

§  The ability and desire to mentor and coaching of others

• 8-10 years minimum experience of outside sales, account management, this employment opportunity includes a significant baseline of established long term accounts.
• This sales position include a current book of business with long-term, loyal customers that needs to be managed and cultivated on a daily basis.
• Bring new energy, a great attitude and passion for sales to a well-known, industry leader.
• Continuous business development using current industry tools. Possessing the ability to open new doors and contacts while maintaining existing relationships.
• Ability to work with customers designing custom solutions; and being a true advocate for said customer throughout the sales, design, and manufacturing process.
• Write proposals and in-depth technical solutions and quotations.
• Ability to interpret and digest contracts, Statements of Work (SOW), drawings, and specifications
• Ability to work as a team with internal engineering, contract administrators, and production staffs.
• Travel will be necessary a to expand business relationships, work a territory, visit industry exhibitions, and call on potential new opportunities.   

Education, Experience and Certifications Required: 

§  Bachelor’s degree required. 

§  8+ years of packaging industry experience.

§  Experience in an aerospace, defense and medical related markets is a plus.

§  Sales or business development experience or military acquisitions fields.

§  Experience in the PHST manufacturing sector would be a major advantage.

Physical Requirements:  

§  Prolonged periods sitting at a desk and working on a computer. 

§  Must be able to lift up to 15 pounds at times. 

§  Travel will be required from time to time.