Business Development Manager

Job description

Who We Are: Trivium Packaging is a global leader in metal packaging with 60 locations worldwide, nearly 8,000 employees, and an annual revenue of approximately $3 billion. Trivium serves a diverse range of customers in a variety of end markets such as food, seafood, pet food, nutrition, beauty and personal care, household care, and premium beverages. Trivium wants to shape the industry and has embarked on an ambitious transformation journey. In the near term, focus is on building & upskilling the team, deciding where to play & how to win, and increasing financial performance by executing the Trivium Business System (commercial, operational, and supply chain excellence). In addition, Trivium has ambitious sustainability targets and focuses exclusively on products that are infinitely recyclable. We realize that there are no easy answers. Real sustainability is a complex challenge after all, but we know science-based innovation and circular-economy thinking will drive progress. We also know we are not alone in this. That’s why we partner with our customers, scientists and sustainability thought leaders to innovate faster, better, and more holistically. Job Summary: The Business Development Manager is accountable for identifying, developing, and converting strategic growth opportunities for the North American Aerosol and Beverage (NAB) business. The role leads a focused portfolio of opportunities from market insight and customer engagement through qualification, business-case approval, commercial agreement, commercialization, and disciplined handoff. Success requires setting clear priorities, aligning customer and internal decision-makers, establishing ownership and decision rights across functions, removing barriers, and protecting the commercial and investment assumptions that support profitable and sustainable growth. Essential Duties and Responsibilities: Growth Strategy and Market Development • Build and maintain a deep understanding of priority markets, segments, customers, competitors, and value chains to identify opportunities aligned with company strategy. • Implement the NAB new-segment growth strategy and help integrate regional priorities with Trivium global strategy. • Maintain a deliberately focused opportunity portfolio and allocate time and resources according to strategic fit, value potential, probability of conversion, and required investment. • Create and maintain market-entry, customer-development, and opportunity plans with measurable commercial outcomes. Opportunity Ownership and Conversion • Lead assigned business development opportunities end to end, from qualification through commercialization, disciplined handoff, or formal closure. • Define the opportunity objective, value proposition, stakeholder and decision map, commercial and technical requirements, milestones, risks, decision gates, and measurable success criteria. • Drive customer and internal actions to conclusion, resolve ambiguity, maintain momentum, and escalate barriers early when timing, economics, customer commitment, or strategic fit is at risk. • Use SFDC and agreed commercial tools to maintain accurate opportunity stages, values, next steps, timing, risks, and decisions. Customer and Commercial Leadership • Develop trusted relationships with customer decision-makers, including senior executives and leaders capable of sponsoring or approving new projects. • Lead value-based customer engagement, commercial proposals, negotiations, contracts, and agreements required to secure profitable new business. • Protect revenue, margin, capital returns, contractual commitments, and strategic positioning in recommendations and negotiations. • Manage assigned customer accounts in accordance with the account ownership model, coordinating functional engagement while remaining accountable for the commercial outcome. Business Cases and Investment Projects • Lead business development projects requiring Trivium investment, including development of the commercial rationale and recommendation. • Build robust business cases using volume, price, margin, capital, risk, timing, and return assumptions in partnership with Finance and other functions. • Align decision-makers, secure required approvals, and clearly document assumptions, commitments, dependencies, and decision gates. • Track approved projects against the business case and address material changes to scope, economics, timing, or customer commitment. Cross-Functional Leadership and Commercialization • Coordinate R&D, Innovation, Operations, Quality, Supply Chain, Finance, Marketing, Customer Service, and other resources required to advance priority opportunities. • Establish clear functional ownership, decision rights, deliverables, and timing while retaining accountability for opportunity progression and the commercial outcome. • Translate customer needs into clear internal requirements, timing, deliverables, and acceptance criteria. • Lead the commercial workstream through launch readiness and complete a disciplined handoff to the Account Manager, Inside Sales, Customer Service, Operations, or other designated owner. Operating Rhythm and Communication • Run a disciplined operating cadence for priority opportunities that surfaces decisions, risks, resource constraints, and changes to the underlying business case. • Provide concise, decision-oriented communication that makes commitments, dependencies, timing, unresolved issues, and required leadership actions visible. • Prioritize work that advances profitable growth; reduce low-value reporting, duplicative updates, non-urgent analysis, and meetings without decisions. • Provide targeted plant and Customer Service support for business development projects and customers, with roles and handoffs clearly defined. • Perform other duties and projects as assigned. Qualifications and Experience Requirements: • Bachelor's degree preferred. • 10+ years of business development experience, preferably complemented by experience in other commercial or operating functions. • Relevant packaging-industry experience, preferably selling into food, beverage, aerosol, or adjacent consumer markets. • Demonstrated ability to identify, qualify, win, and commercialize new customers, segments, applications, or platforms. • Proven record of delivering sales growth and profitability results with a strong drive for measurable outcomes. • Strong commercial judgment, including value selling, financial modeling, capital investment analysis, business financials, and key ROI drivers. • Experienced negotiator with demonstrated capability in commercial proposals, contracts, and customer agreements. • Ability to lead cross-functional teams without relying on direct authority, establish clear accountability, and drive decisions through ambiguity. • Executive-level communication and relationship skills, including excellent listening, written, presentation, and influencing abilities. • Demonstrated accountability for complex commercial outcomes, including the ability to work independently, identify barriers early, make sound recommendations, and follow commitments through resolution. • Ability to travel 50% of the time, including domestic and potential international locations. • Proficient in Microsoft Office, including Outlook, PowerPoint, Teams, Excel and Co-Pilot; experience using SFDC or a comparable CRM is preferred. Measures of Success: • Profitable new business won and successfully commercialized. • Quality, strategic fit, and conversion of the priority opportunity pipeline. • Achievement of approved revenue, margin, volume, timing, and return assumptions. • Predictable opportunity progression supported by clear cross-functional commitments, timely decisions, disciplined risk management, and accurate commercial data. • Effective cross-functional alignment and clean handoff of launched business to the long-term owner. Work Environment: This position will primarily work in an office environment where sitting for prolong periods of time and using a computer, telephone and other office electronics are critical. The position will also need to lift up to 15 pounds on occasion.