Senior Business Development Manager; North America Packaging Software

Senior Business Development Manager (North America) – Packaging Software Combine packaging expertise with enterprise software sales

Remote, United States — ideally near Memphis, TN, Chicago, Atlanta or another central US location

AICOMP is a specialized SAP ERP/CPQ software and consulting provider for the packaging industry. For more than 25 years, we have helped manufacturers simplify complex commercial and operational processes through industry-focused ERP, CPQ, product configuration and integration solutions.

With our US headquarters in Memphis, Tennessee, and an established international organization, we are growing our commercial business in North America. We are looking for a Senior Business Development Manager to sell software and ERP solutions to manufacturers in corrugated, folding carton, flexible packaging, board and paper.

This is a high-ownership, full-cycle sales role for a true hunter. The ideal candidate combines packaging-industry know-how with consultative B2B software or ERP sales experience – not only traditional packaging sales.

• Own business development and sales across an assigned North American territory
• Build and manage pipeline through outbound prospecting, account-based outreach, referrals, events and partner collaboration
• Identify and engage decision-makers across sales, estimating, operations, IT, procurement and executive leadership
• Lead complex enterprise sales cycles from discovery, demo and proposal through negotiation and close; typical cycles may run 6–18 months
• Position AICOMP’s SAP ERP, CPQ, product-configuration and integration solutions against quotation complexity, product variability, ERP integration and digital-transformation challenges
• Work closely with presales, consulting, product and marketing to deliver strong customer engagements
• Maintain disciplined CRM hygiene, forecasting accuracy and pipeline reporting
• Represent AICOMP at customer meetings, trade shows and selected industry events; contribute market feedback to AICOMP’s North American growth strategy

Required

• 7–12+ years of experience in B2B business development or sales, including at least 3–5 years connected to corrugated, folding carton, flexible packaging, board or paper
• A proven record of selling explanatory solutions such as ERP, CPQ, software or complex industrial equipment — not only commodity products
• A demonstrable hunter profile with success in building new customer relationships and closing new business
• Experience managing consultative, multi-stakeholder enterprise sales cycles and selling business value to operational and executive stakeholders
• Excellent written and verbal communication skills in English and willingness to travel throughout the USA and, where needed, Canada

Preferred / advantageous background

• Experience at an ERP or software provider serving a specialized manufacturing niche, ideally with SAP S/4
  
  HANA or a partner ecosystem
• An established network among owners, COOs, CIOs, procurement leaders or other decision-makers at packaging manufacturers
• Experience working with German or European stakeholders;
  German is helpful but not required

Previous titles may include: Business Development Manager/Director, Sales Director, Enterprise Account Executive or Regional Sales Manager – at an industrial software provider or in a strategic role at a packaging manufacturer

Typical target / source companies

Software side: SAP (partner ecosystem), Esko, Kiwiplan, High Jump/Körber, Radius Global Market Research (packaging), Optel Group, Infor Cloud Suite Industrial sales teams

Industry side: West Rock, International Paper, Smurfit West Rock, Packaging Corporation of America (PCA), Sonoco, Graphic Packaging, Georgia-Pacific, Berry Global, Sealed Air, Amcor

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