Business Development Manager - Manufacturing Channel

Careers Calendar Posted 09/12/2021
Location Horsforth, Leeds
Salary Based on experience with company vehicle and benefits
Department Commercial

Reporting to the Head of Sales you will hold the lead role on creating new business opportunities within the USA, LATAC & UK regions within the manufacturing channel for Stephenson. As Business Development Manager you will be key in uncovering new opportunities within brands and manufacturers for solid personal care formats. You will be responsible for growing our contract manufacturing network, whilst finding brands that are a good fit for the company’s growth strategy adding valuable solutions for their innovation.

You will have the full range of Stephenson products available within the portfolio to create new product launches for customers. This will allow them to reach markets that they would otherwise not be able to achieve. The role is entirely B2B and will include taking a new prospect or opportunity from initial contact, through the qualification process, finding a solution that adds value to their business and meets a need, pitching this effectively and closing the deal. This will include effectively managing end-customer relationships as well as intermediaries and sometimes working cross channel with our distribution team and making the appropriate connections to benefit the business and customer.

You will be travelling (around 20% of the time) to visit customers within your assigned territories and supporting new opportunities, trials and building relationships. Due to our customer and prospect base being quite wide ranging from multi-national blue-chip organisations to disruptive indie brands these will span NDP leads, technical departments, marketing leads, key decision makers and sometimes business owners within contract manufacturers and brands in the speciality natural, sustainable personal care and solid beauty spaces, so you will need to have experience in a similar technical sell.

Role Responsibilities

To pro actively identify appropriate target prospects and use a methodical approach of research to identify the value we can offer to their business or their customers, then establishing the appropriate connections within the brand or manufacturer to start a conversation. Once this has been done you will use outreach combined with follow up to engage their key stakeholders to establish whether there is a common goal and benefit for further exploration. Ultimately you will be responsible for new client acquisition.

You will also work closely with account managers to uncover, prioritise and develop new opportunities within existing accounts and grow these profitably by finding creative, innovative solutions that can help the client grow. This will be achieved through effective questioning and then a solutions based approach to solve challenges for a customer or market led opportunity. Pro activity is important for new engagements in line with the business strategy.

You will also be responsible for identifying gaps in the regional contract manufacturing network and filling these where appropriate in line with company strategy on solid format personal care.

You will be one of the faces of the business at trade shows and during customer/prospect visits.

It is essential that you remain aware of all industry specific news, product launches, trends, updates and competitor activity to assist you in this role and undertake regular market research utilising both internal and external resources and assets.

Contribute to overall business growth strategy and ensure that the Stephenson opportunity pipeline is always full and that the brand is growing and remains recognised as a leading solid format solution provider within the personal care, haircare and cosmetic market. The length of the qualification and sales process from initial contact to closed deal can vary from relatively short to a large deal involving NPD spanning multiple years so a good level of organisation and methodical approach to follow up is essential.

You will provide early stage account management to an account engaging them with a constantly high level of customer service delivering a fantastic first impression of Stephenson allowing you to conduct a successful handover of the account to the supporting account manager for that opportunity.

Supporting on strategy and working with the Head Of Sales, Senior Business Development Manager and the Account Managers within the territories to continue to grow a profitable business.

Analysis of your numbers and presenting professionally and appropriately, new opportunities, successes and territory results and updates on a monthly basis with the rest of the channel team.

Collaborate cross functionally within the business effectively to realise opportunities and increase efficiency within new or existing account opportunities and champion the sales department ethos when doing this.

About You

  • A proactive individual that is customer obsessed. You will have experience developing profitable new business opportunities and be a successful, proven overachiever in a sales environment

  • Driven and motivated by achieving targets in line with KPIs

  • An effective, collaborative team player with a strong appetite to add and blend to the Stephenson culture

  • Direct line management and mentoring experience

  • “Can do” attitude that will pro actively support where required within the business

  • Driving Licence

  • Desire and passion for finding creative solutions and long term solutions and partnerships between Stephenson and our customers.

  • Travel within the needs of the business internationally, sometimes at short notice

  • Flexible with the desire to continually improve, learn and support the needs of the business where required

  • Ideally you will have international sales experience around the personal care, soap, beauty, cosmetic or speciality chemical or ingredients market

  • Ability to communicate technical information within a commercial setting and to successfully cross this in the relevant style for each department affirming our position as technical experts within solid format personal care applications

  • You will have an understanding of product development processes within a technical industry, preferably in relation to personal care products, speciality chemicals or ingredients (non-food)

  • You will ideally have knowledge of the large manufacturers and contract manufacturers within the market space or similar

  • Positive learning attitude, striving for constant development and the desire to be the expert around the company products and solutions by keeping up to date with all things Stephenson

Location

You will be based at our Leeds office and production site 2 days per week with core channel team days to maximise impact and facilitate meetings and decision making. Flexibility with a split of remote working and both domestic and international travel will be part of this role.

Due to travel requirements, a full drivers license will be required to apply for this role.