BDM - Primary Packaging

Role - New Business Development - Primary Packaging

Location - Mumbai, Parel

Position Title - Business Development Manager - Primary Packaging

Department - Sales and Marketing - New Business Development

Grade/Level - Manager - Sr Manager

Reporting To - Head of Marketing & NBD

Required Education - Graduate / MBA (Marketing)

Experience - 7 to 9 years

• Graduate (preferably Engineer) or MBA in Marketing/Operations/Packaging Technology.
• 7-9 years of experience in sales/business development of primary packaging for liquids and frozen foods.
• Currently working (or recently worked) with packaging companies.
• Strong network with consumer brands using packaging for dairy, juices, beverages, premium water, alcoholic beverages, frozen foods, nutraceuticals, and industrial oils & liquids.
• Hands-on experience in aseptic packaging, gable top packaging, tetra packs, and related formats.
• Strong solution-selling and consultative approach with technical understanding.
• Proven ability to acquire large B2B accounts and grow wallet share.
• Excellent communication, presentation, and negotiation skills at senior procurement/brand level.
• Ability to bridge technical and commercial discussions with customers.
• Strong analytical and reporting abilities (CRM, pipeline, market intelligence).

Domain Knowledge

• Deep understanding of technical specifications of primary packaging materials.
• Awareness of shelf-life requirements, sealing compatibility, and sustainability trends in packaging.
• Familiar with testing protocols required before commercial use of new packaging material.
• Understanding of quality certifications (ISO, BRC, FSSC 22000, etc.) relevant to primary packaging manufacturing.
• Knowledge of frozen foods packaging requirements including barrier properties and temperature resilience.

Key Skills, Competencies & Behaviors

Techno-commercial expertise in primary packaging with the ability to translate technical specifications into customer value propositions.

Behavioural Indicators:

• Explains packaging specifications clearly in customer discussions.
• Connects technical features with commercial benefits for customers
• Guides customers through testing and certification processes confidently.

Solution-selling and marketing orientation to position sustainable primary packaging as a growth driver for customers.

Behavioural Indicators:

• Positions products as value-adding solutions rather than commodities.
• Creates tailored proposals addressing customer needs and sustainability goals.
• Leverages marketing collateral, case studies, and market insights effectively in sales pitches.

Analytical & Strategic Mindset to evaluate customer needs, market trends, and competitor activities, and convert insights into opportunities.

Behavioural Indicators:

• Interprets customer feedback and market trends to shape go-to-market strategy.
• Benchmarks competitor offerings and identifies differentiation opportunities.
• Provides management with data-backed recommendations.

Relationship-building skills to engage and influence stakeholders across procurement, R&D, quality, and leadership levels.

Behavioural Indicators:

• Establishes rapport with procurement, R&D, quality, and senior leadership.
• Gains trust by being responsive, reliable, and consultative.
• Maintains long-term engagement with accounts to grow wallet share.

Proactive and result-driven approach with strong ownership for delivering profitable growth.

Behavioural Indicators:

• Demonstrates ownership by driving opportunities from prospecting to closure.
• Meets or exceeds assigned revenue targets consistently.
• Anticipates challenges and finds solutions without waiting for direction.

Collaboration and cross-functional alignment to work effectively with technical, operations, and leadership teams in driving customer success.

Behavioural Indicators:

• Works seamlessly with technical, operations, and supply chain teams.
• Ensures smooth onboarding and customer satisfaction through teamwork.
• Contributes to collective goals beyond individual sales achievements.

Key Responsibilities

Business Development & Sales

• Identify, pursue, and onboard new high-potential consumer brand customers in the liquid and frozen food packaging category.
• Engage with procurement, R&D, and quality teams of target clients to position solutions.
• Manage the end-to-end sales cycle from prospecting, technical validation, testing, negotiation, to closure.
• Build and maintain long-term key account relationships for repeat and large-scale business.

Technical & Compliance Support

• Guide customers through packaging material testing protocols to ensure compliance and smooth approvals.
• Collaborate with internal technical/R&D teams for customized solutions and innovations.
• Ensure packaging solutions meet required quality certifications and regulatory standards.
• Stay updated on sustainability requirements and advise customers on eco-friendly alternatives.

Market Development & Information Support

• Map market opportunities in dairy, juices, beverages, premium water, alcoholic beverages, frozen foods, nutraceuticals, and industrial oils & liquids.
• Track competitor activities, pricing, and technological developments.
• Support marketing initiatives including trade shows, seminars, and digital visibility campaigns.
• Prepare sales forecasts, MIS reports, and pipeline reviews for management.