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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in B2B Technical Sales and Business/Product Development within the Packaging industry, with a strong focus on Commercialization and Stakeholder Management. Proven ability to analyze market trends and customer needs to drive sustainable growth and profitability.
Highest-signal resume keywords
B2B Technical Sales ExperiencePackaging Industry KnowledgeCommercialization Strategy DevelopmentStakeholder Relationship ManagementMarket Trend Analysis
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Project Portfolio ManagementRisk ManagementSales FunctionsVoice-of-Customer ResearchMarket Opportunity IdentificationKPI DevelopmentProduct DevelopmentCommercialization Pilot FrameworkChemistry KnowledgeEngineering Knowledge
Soft Skills
Strong Communication SkillsActive ListeningLeadershipPersuasionCustomer Service
Industry Keywords
Packaging InnovationRigid PackagingFlexible PackagingMarket-Based OpportunitiesStakeholder StrategiesVendor ManagementCustomer TrialsStrategic PartnershipsSales and ProfitabilityIndustry Networks
About the role
Key responsibilities & impact- Lead implementation of the Packaging innovation roadmap through creation of the BDA project portfolio, from concept through scale-up
- Chair segment stage-gates and align Sales, Product Marketing, R&D/Technology, Operations, and Finance on resources and timelines
- Own risk and issue management and trade-offs to deliver pipeline objectives
- Own the commercialization pilot framework for the Business Development–Packaging project portfolio, including criteria, playbooks, entry/exit gates, and KPIs
- Coach critical project teams and ensure resources, vendor partners, and facilities are available across the innovation pipeline
- Manage the Business Development project portfolio and develop program-level stakeholder strategies across multi-stream commercialization efforts
- Identify and develop market-based opportunities for new and existing products to increase sales and profitability with new customers
- Leverage expertise in products and processes used with Michelman materials as target markets and applications evolve
- Coordinate and, when necessary, supervise customer or production trials
- Drive commercialization of new products and industry initiatives
- Develop, validate, and commercialize sales from new products for sustainable, profitable growth
- Perform sales functions at beta customers or new strategic accounts
- Validate value propositions through voice-of-customer research and develop opportunities
- Leverage industry networks of end-users, experts, customers, allied partners, equipment OEMs, and consultants
- Support the sales organization in clarifying customer needs and proposing timely solutions
- Participate in or lead product development and application/market-focused teams
- Partner with Sales, Technology, and Marketing to identify, prioritize, assess, and engage strategic partners
- Perform related duties as assigned
- Travel 25%–50% by car or plane for customer visits and industry events
Requirements
What you’ll need- Bachelor’s degree required
- Science-related or technical field major is a plus
- Advanced degree is a plus
- Minimum of seven (7) years of experience in B2B technical sales or business/product development
- Minimum of five (5) years of experience in Packaging (Rigid or Flexible), working with converters and/or raw materials suppliers to the value chain
- Chemistry or Engineering degree or general experience/knowledge is a major plus
- Strong verbal and written communication skills
- Ability to actively listen to and understand client needs and pain points
- Ability to build and maintain long-term client and stakeholder relationships
- Leadership, persuasion, and strong customer service skills
- Ability to navigate complex decision-making structures
- Strategic vision and long-term goal-setting ability
- Critical thinking and ability to analyze market trends, customer data, and performance metrics
- Strong understanding of the market, industry, and business operations
- Results-driven mindset
- Ability to identify and qualify prospective projects and prospects
- Determination, resilience, adaptability, organization, time management, self-motivation, and ownership mentality
- Must work Monday–Friday, 8 am–5 pm EST
- Must pass a pre-employment drug test, including testing for tobacco products
- Michelman does not hire individuals who use tobacco products
Benefits
Comp & perks- Excellent salary, incentive, and benefits package
- Technical and professional growth opportunities
- Rigorous onboarding experience
- Dynamic, empowered team environment
- Reasonable accommodations for individuals with disabilities