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Business Development Manager at Graham Packaging

Business Development Manager

Graham Packaging Lancaster, PA Full Time
Apply Now
Company Statement

Graham Packaging is a leading manufacturer of sustainable packaging. From the kitchen to the laundry room, Graham Packaging is part of your everyday life. They’re the kind of people you want as your friends and neighbors as well as your partners and suppliers. By building strong relationships and creating value for our customers, our employees embody the innovative spirit that’s inherent to Graham. We truly are people building a better tomorrow.



  • Bachelor’s degree in Marketing, Business, or Engineering
  • 3 years of experience in commercial sales
  • 5-7 years of experience in technical development of products in the packaging industry


The primary accountability of the Sr. Commercial & Business Development Manager position is the comprehensive management of all assigned customer relationships involving selling, developing key relationships, developing new customer opportunities and delivering plan and forecast volumes for closures, managing customer support services, and closure application equipment required to meet all customer expectations and Graham Packaging Company's business objectives. The Sr Commercial & Business Development Manager is expected to be the expert resource for each assigned customer with extended responsibilities including discovery, cultivation, and business development from an initial opportunity through invoice payment.

Markets: All Diversified markets

The incumbent will plan, organize, direct and monitor resources to:

• understand customer and market needs

• meet customer requirements to achieve customer satisfaction with products and services

• define the direction and strategy of the product portfolio within Graham Packaging Company's mission, objectives and policy

• achieve and maintain continuous improvement in growth of profits

• assume accountability for the overall profitability and profit growth of the dairy/ncb markets

• establish competitive position and advantage

• provide leadership for planning and execution of North American growth market initiatives

• comply with Graham Packaging Company’s EHS policy and all other applicable Graham Packaging Company policies, procedures and standards

Sr. Commercial & Business Development Manager will be instrumental in crafting an annual customer plan, as well as influencing Graham Packaging Company ’s strategic business direction, including Research and Development recommendations for new products.

The Sr. Commercial & Business Development Manager is a member of the Diversified Vertical Team, and is also a member of all new product development teams for the Diversified markets. In this role, the Sr. Commercial & Business Development Manager represents the commercial sales function and insures customer need is met, confirms and updates market assumptions and fulfills all other activities required by the Value Creation Process.

• Work closely with customers to understand regional needs for markets

• Develop a strong short term plan and a long term strategy for businesses within Graham Packaging Company to deliver current commitments and envision future grow of revenue and profitabilty

• Show high energy in communication internally and externally to drive new ideas and vision

• Develop marketing and sales strategies to achieve required sales and financial results for the Diversified markets

• Evaluate product effectiveness and recommend and implement changes based on evaluations, ensuring that programs and products exceed all quality standards

• Track and analyze program or product line performance, including sales, quality, customer satisfaction, business impact, etc.

• Customer Service and internal contact for issues with exiting products/services and requests for new products/services

• Maintain knowledge of leading competitor programs, products or services in managed areas

• Generate options for growth, including product and process development, joint ventures, acquisitions and other alliances

• Acquire and direct resources to achieve strategic objectives

• Translate market research data to identify consumer and trade trends and assess market prospects

• Anticipate and plan for changes in factors (i.e., technology, customer expectations, legal/regulatory environment) that effect business functions

• Monitor and analyze market activity for the Company and competitor products in order to evaluate the effectiveness of current programs and take corrective action where required

• Review business activity for product line profit achievement and adjust business and marketing plans as necessary

• Establish pricing policy for products within market product portfolio

• Conduct information transfer and joint opportunity analysis with other commercial managers

• With global managers, determine, support and drive customer and Graham Packaging Company's standards

• Review and approve development team’s work and budget against goals and objectives at each Stage Gate meeting

• Communicate performance standards or expectations to development team members

• Establish personal relationships with peers at key customers, suppliers, licensees and other business partners

• Resolve difficult situations with customers/clients

• Build networks and establish relationships with others outside the Company to simulate creativity and to avoid “tunnel vision”






  • Bachelor degree in business, marketing or engineering
  • MBA
  • 5-7 years of experience in technical development of products in the packaging industry
  • 3 years of experience in commercial sales
  • This position requires excellent business communication skills, both verbal and written, to be applicable at all levels of the customer and Graham Packaging Company organization. Strong negotiating skills, interpersonal management skills, data analytical skills, computer skills and a solid business acumen are also keys to success.
  • In addition, this position must have an awareness and comprehension of basic accounting and finance principles to understand issues and events that financially impact the business.
  • This position also requires an appreciation for technical complexities, and a willingness to learn the technical nuances of the closures and capping equipment businesses.


  • Regular and reliable attendance and punctuality.
  • Office environment but if out at a plant on a line trial there could be some limited walking, kneeling involved. If on a line trial could be exposed to high decibels.
  • Appropriate PPE equipment/clothing required when at plant/manufacturing/bottling locations.
  • Travel requirements: 30%-50% of time, and can include international flights which cross many time zones. With the travel involved, lifting suitcases may be quite often which can weigh up to 30/40lbs depending on trip and they do lift cases of product often which are around.

What physical requirements are expected of this position? 

 Sedentary Work: Lifting up to 15 pounds occasionally and/or a very minimum among of force frequently or constantly to lift, carry, push, or pull or otherwise move objects. Sedentary work includes jobs where walking and standing aware required occasionally, and where the employees sit most of the time.

EEO Disclaimer

Graham Packaging is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, sex (including pregnancy), sexual orientation, religion, creed, age, national origin, physical or mental disability, gender identity and/or expression, marital status, veteran status or other characteristics protected by law.

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