• Responsible for developing and managing a strategically aligned federal business development pipeline • Collaborates across internal functional teams to develop qualification artifacts • Manages the federal business development pipeline in accordance with standard operating procedures • Supports capture and proposal managers throughout capture and proposal phases

Role Description The Senior Business Development Manager is responsible for identifying and developing new business opportunities, building and maintaining strong customer relationships, and driving revenue growth towards annual goal attainment. This role requires a proactive, self-motivated individual with strong communication and consultative selling skills. The Senior Business Development Manager will work in a fast-paced environment that requires collaborative people skills, excellent time management, problem solving, challenge/risk mitigation, and the ability to work effectively while under pressure. - Drive annual territory revenue and growth objectives through aggressive new business development and strategic account expansion. - Actively prospect, identify, and secure new customers within target markets. - Strengthen existing customer relationships and expand product offerings across assigned accounts. - Operate as a true “hunter” sales professional, independently developing pipeline and executing growth strategies. - Proactively maintain a consistent sales pipeline in CRM to meet and exceed revenue targets. - Lead in developing continuous market analysis of Premier business targets. - Train, coach, and lead new Business Development Manager(s) through mentoring and onboarding process. - Pursue and accept additional responsibilities from their Manager supporting sales and/or Sales Team initiatives. - Lead sales support initiatives with cross-functional departments. - Act as the primary liaison between customers, internal departments, and Customer Service Representatives. - Establish and maintain accurate and current contact information and sales activities with existing and potential accounts through CRM. - Aggressively prospect and generate new business leads through cold calling, networking, and field visits. - Act as a subject matter expert in product offerings, developing advanced selling skills. - Proactively assess, classify, and rank accounts by annual performance using the 80/20 principle. - Classify accounts for high volume/high potential, high volume/low potential, low volume/high potential, or low volume/low potential rankings. - Demonstrate a repeatable sales process with individual KPI’s that provide insight into overall value and success of strategies. - Utilize a pre-call planning template in preparation for customer sales calls. - Lead customer service in processing RFQ requests and obtaining quotes. - Establish credibility within the organization and with external stakeholders. - Hold themselves accountable for plans and actions to build and proliferate the Premier Packaging brand. - Proactively provide feedback and recommendations to sales manager(s) and other functional departments. Qualifications - 8+ years’ printing and/or folding carton packaging industry experience. - Bachelor of Science degree and 10-12 years of outside sales experience. - Ability to travel up to 50%. - Detailed knowledge of folding cartons, packaging, and/or printing industry. - Strong organizational skills, demonstrated prospecting, presentation, and closing skills. - Excellent verbal and written communication skills, people skills, and the ability to work in a team setting. - Extensive experience with Microsoft Office Products (Word, Excel, Outlook, etc.). Skills & Abilities - Identifies, researches, and engages potential customers through various channels. - Efficiently uncovers and understands customer needs, pain points, and decision-making criteria. - Exhibits deep knowledge of products/services and communicates value propositions clearly. - Provides technical support and product knowledge to prospects and clients. - Proactively maintains accurate and up-to-date records in CRM systems. - Builds trust and rapport with prospects and clients through consistent communication. - Identifies obstacles in the sales process and develops solutions. - Works effectively with internal teams to support the sales cycle. - Demonstrates a strong drive to meet or exceed sales targets. - Consistently meets or surpasses individual sales goals. - Receptive to feedback and coaching; actively seeks opportunities to improve. - Prepares compelling sales presentations, quotes, and proposals with attention to detail. Location - Remote (must live in Northeast US) or onsite. Benefits - Join a team that takes pride in delivering high-quality results in a fast-paced, collaborative environment. - Contribute to delivering reliable, end-to-end packaging solutions. - Be part of a mission to exceed expectations by delivering sustainable, high-performing packaging.

• You identify relevant target companies, build structured prospecting lists, and proactively reach out to potential customers via email, LinkedIn and phone. • You conduct qualified initial conversations and discovery calls, analyze customer needs, and structure and qualify opportunities for the next steps in the sales process. • You use modern research methods, buying signals and AI-powered personalization to efficiently identify relevant target customers. • You develop audience-specific outreach sequences and continuously optimize messaging, targeting and approach. • You maintain and structure HubSpot, document sales activities transparently and support data-driven management of outreach, forecasts and deal progress. • You assist in building initial Clay workflows and integrate HubSpot, Clay and other outreach and GTM tools into efficient prospecting and outreach processes. • You test new campaigns, analyze results and continuously improve processes, sequences and workflows.

• Researching and prospecting healthcare organizations, scheduling in-person presentations with top-level executives • Identifying the unique needs of healthcare institutions and developing a comprehensive customer acquisition strategy which drives value • Developing new print business opportunities within existing healthcare accounts • Partnering with Key Account Executives and Print Key Account Executives to identify opportunities within existing customer base • Independently scheduling appointments, typically with Marketing, Procurement, or Operational executives • Developing tailored programs with customized pricing using a consultative selling approach • Develop account sales and strategy as well as managing the account handoff process in a team selling environment • Achieve/exceed sales targets for a defined sales and GP quota and earn uncapped commissions above target • Responsible for $7.5M+ in new pipeline annually, $2.5M+ in won business, $1.5M+ in incremental billed revenue • Up to 30% travel throughout assigned geography (multiple states) for customer meetings