Business Development Manager

GPA, as part of the Fedrigoni Group, is the market leader in substrate solutions for offset, digital, and wide-format printing, with a comprehensive offering of pressure-sensitive papers, printable films, eco-friendly substrates, digital and specialty papers, and more. Our foundation is built on consistently delivering a wide variety of superior products that help our partners and clients innovate and shape the printing industry. It is our continued focus on developing innovative solutions for our customers and their businesses, combined with the commitment to provide the best products in the marketplace that has positioned us as the industry leader.

This is a fully remote position; however, the selected candidate must reside within a reasonable commuting distance to the San Francisco Bay Area to support regional needs. The ideal candidate will lead initiatives to generate and engage with business partners to manage existing business as well as build new business for the Company. This candidate should be able to think critically, have strong communication skills to execute business strategy, and demonstrate value through all customer and partner interactions.

Responsibilities include:

• Achieving a mutually agreed upon sales plan, which includes MAF$ growth, margin % growth, product line growth (Self Adhesive, Printable Films & Digital Paper), active account growth & retention, new account generation, key account management, and new product sales.
• Organizing a large client base into manageable geographic segments allows for a strategic, efficient, and targeted process of territory management including CRM updates, (notes, database, pricing, etc.),
• Sales pipeline management with product forecasts to operations for execution of SLA’s
• Maximizing face-to-face and phone selling time to Initiate, Educate, Validate, Justify, and Close current and prospective users of GPA’s products and services while building significant relationships with C-level contacts and key decision-makers.
• Undergo, comprehend, and implement GPA’s sales training initiatives.
• Manage and document the Step of Sale progress for all HP Indigo installations within the territory, which requires a strong partnership with HP regional support professionals
• Responding promptly to product claims and returns to enhance customer satisfaction while reducing the risk of GPA policy credits.
• Demonstrating a sense of urgency when responding to email and voicemail messages, leveraging the help of customer support in this process.
• Conducting oneself in a manner consistent with the GPA Employee Handbook when relating with employees, customers, and vendors.
• Effectively manage VMI programs with monthly counts and inventory management within GPAs VMI program guidelines.
• Promote & leverage the use of e-commerce platforms as an asset that enhances total customer experience.
• Execution of Customer Supply agreements
• A partnership approach with GPA Customer Service Professionals to ensure timely and detailed communication to best serve customers in an efficient manner.
• Updating client database records on a timely basis to limit mistakes and maximize communication, like contact names, email addresses & equipment codes.
• Follow all processes and procedures to maximize efficiency. This would include order entry, custom merchandising, claims, R&O, relevant documentation, etc.
• Reviewing, disseminating, and acting upon all marketing initiatives (internet leads, tradeshow leads, etc.) credit updates (A/R aging, D&B risk, request for credits, etc.), and sales reports (Customer Trends, Monthly Product Summary, etc.) with the appropriate employee, manager or customer according to agreed upon schedules or at a minimum, on a timely basis.
• Staying within outlined travel and expense parameters that are established on an annual basis.
• Maintaining and keeping up to date on all changes in vendor and product offerings in the GPA Catalog to demonstrate our knowledge and expertise in the field of specialty products.

Qualifications include:

• 5 years of sales experience required.
• Print industry experience is a nice bonus, but not required.
• College degree preferred; high school diploma required.
• Highly effective organizational skills.
• Ability to work from a home office that facilitates execution of the responsibilities included in this job description, maximizing communication skills to leverage resources from afar.
• Ability to participate in Regional Trade Shows as required.
• Ability to travel with overnight stay to remote sales markets for efficient territory coverage
• Ability to travel and actively participate in GPA Regional or National Sales Meetings as scheduled.
• Must possess a valid driver’s license and dependable transportation.
• Must possess strong interpersonal skills, written and verbal communication skills, and strong presentation skills at all levels within an organization.
• Must be accessible to clients during non-business hours as they require.
• Must be able to work on territory organization, presentations, and strategic initiatives during non-business hours.
• Assist in the training, networking, and onboarding of new employees as needed.