[Hiring] Senior Business Development Specialist @Intertape Polymer Group (IPG)

Role Description

The Sr. Business Development Specialist serves as the business development leader for emerging service, automation, and specialty solution opportunities outside of the traditional IPG product portfolio. This role is responsible for identifying, developing, and commercializing new revenue streams through strategic prospecting, consultative solution selling, partnership development, and market expansion initiatives.

• Act as the subject matter expert for emerging service, automation, and specialty solution offerings, identifying customer challenges and developing value-added solutions that create new revenue opportunities.
• Serve as the primary business development lead for strategic accounts, promoting service, automation, and engineered solutions that address customer operational, productivity, quality, maintenance, and cost-reduction objectives.
• Accountable for achieving new business revenue, gross margin, and pipeline development objectives associated with emerging service and solution offerings.
• Develop and execute strategic business development plans to expand market presence and create new revenue streams.
• Prospect, qualify, and pursue opportunities with end users, OEMs, system integrators, engineering firms, and distribution partners.
• Lead customer discovery discussions to identify unmet operational needs and translate them into profitable solution opportunities.
• Manage opportunities throughout the entire sales cycle, from initial prospecting and qualification through proposal presentation, negotiation, implementation support, and successful project launch.
• Collaborate with Territory Managers, Technical Sales Specialists, Engineering, Service, and Operations teams to develop and deliver customer-specific solutions.
• Develop strategic relationships with third-party equipment manufacturers, technology providers, automation companies, and service partners to expand available solutions and capabilities.
• Educate customers, distributors, and internal sales teams on the value proposition, capabilities, applications, and business benefits of emerging service and solution offerings.
• Maintain expertise in industrial automation technologies, vision systems, packaging equipment, paint and fluid management systems, aftermarket services, and related industrial technologies.
• Partner with distribution and sales teams to identify complex customer opportunities and develop comprehensive solutions.
• Serve as a mentor and resource for Business Development Specialists and other sales professionals.
• Monitor market trends, competitive offerings, customer needs, and industry developments to identify future growth opportunities.
• Provide strategic feedback to leadership regarding market gaps, customer requirements, partnership opportunities, and potential new service offerings.
• Support the development and commercialization of new service programs, technologies, and recurring revenue models.

Qualifications

• Bachelor's degree in Business, Engineering, Industrial Technology, Automation, Manufacturing, Sales, Marketing, or a related field required.
• MBA or advanced technical/business education preferred.
• 7+ years of business development, strategic sales, industrial automation, technical sales, capital equipment sales, or related experience.
• Proven success in a hunter-oriented business development role with demonstrated ability to generate new business opportunities and revenue streams.
• Experience selling complex technical solutions, industrial services, automation systems, equipment, or engineered solutions.
• Experience working with OEMs, integrators, distributors, manufacturing operations, or industrial end users preferred.
• Demonstrated success managing long-cycle consultative sales opportunities and strategic customer relationships.
• Experience developing partnerships and bringing new products, services, or solutions to market preferred.

Requirements

• Strong understanding of industrial automation, manufacturing processes, packaging operations, controls, robotics, machine vision, or related technologies.
• Ability to understand customer operational challenges and develop value-added business solutions.
• Strong financial and business acumen with the ability to develop ROI and value-based selling strategies.
• Proficiency with CRM platforms, Microsoft Office Suite, and sales pipeline management tools.

Core Competencies

• Strong communication, presentation, and negotiation skills with the ability to influence stakeholders at all organizational levels.
• Proven relationship-building and networking abilities with a customer-focused, collaborative approach.
• Self-motivated and results-driven, capable of working independently or as part of a team.
• Strong analytical, problem-solving, and decision-making skills with excellent attention to detail.
• Ability to manage multiple priorities and adapt effectively in a fast-paced, evolving environment.
• Proficient in Microsoft Office Suite and other business productivity tools.

Travel Requirements

• Ability to travel independently by air and vehicle.
• Travel requirement approximately 60-80%, depending on business needs and territory requirements.

Benefits

• Competitive pay.
• Extensive benefits that support you and your family.
• Exciting career development opportunities.
• Ongoing training and support to enhance skills and advance your career.