Business Development Manager — Sustainable & E-Commerce Packaging

Mountain View, CA — hybrid, with regular customer travel across the Western U.S.

Full-time

Besh Pack is the U.S. arm of New Pacific Group. We supply e-commerce, logistics, and certified compostable packaging sourced directly from a vertically integrated manufacturing partner in Guangdong — 300+ employees, 100+ production lines, and full certification coverage including BPI, OK Compost, EN13432, ISO 9001/14001/45001, and GRS.

Our product range:

• Poly mailers and courier bags (virgin, recycled-content, and fully compostable PLA/PBAT)
• Bubble mailers, kraft padded mailers, void fill
• Stretch film, carton sealing tape, security and tamper-evident tape
• Self‑seal, zipper, and gusset bags
• BPI‑certified compostable bags for food waste, yard waste, produce, and retail
• Thermal labels and shipping label stock

We are early in the U.S. build-out. This is our first commercial hire, reporting directly to the Managing Director.

We ship direct from the factory: full‑container programs, MOQs per SKU, 45–70 days from PO to delivered.

We are not a stocking distributor pulling from a local warehouse. We don't compete on next‑day fill. That means this is program selling — you'll win accounts that plan their packaging spend, can forecast, and want a materially better landed cost than their incumbent.

Where that works:

• Regional packaging and Jan San distributors who stock their own inventory
• Waste haulers and municipal compostable programs (California SB 1383 is driving real volume here)
• E‑commerce and 3PL operators with predictable, repeating SKUs
• Private‑label and contract packaging programs

You'll also be our eyes on the market. In your first 90 days, telling us honestly that our mailers run 8% over Uline but our BPI compo stables are under priced is worth more to this business than a rushed first order.

• Build and own a pipeline of program‑level accounts across the Western U.S.
• Run the full cycle: prospecting, spec and sample qualification, RFQ and quoting, freight and Incoterm negotiation, PO, delivery follow‑through
• Work directly with our sourcing team and factory on specs, MOQs, container planning, and production timing
• Bring back real pricing intelligence — who we beat, who beats us, on which SKUs
• Help shape our first U.S. stocking and product strategy from what you learn in the field

Required:

• 4+ years of B2B sales in packaging, industrial supply, Jan San, or a closely adjacent category
• Demonstrated success selling on a long‑lead‑time or import basis — you can explain MOQs, container economics, and a 60‑day delivery window to a buyer and keep the deal alive through it
• You can name the buying roles you sell to (Procurement, Operations, Supply Chain, Category Managers) and describe how those decisions actually get made
• Gross‑margin literacy — you sell value and protect margin instead of reflexively discounting
• Genuine comfort with a commission‑led structure and a startup with no inbound leads, no legacy account list, and no playbook yet
• Existing relationships in the Western U.S. packaging buying community
• Experience with compostable or certified‑sustainable products, and familiarity with regulatory drivers like SB 1383
• Selling to waste haulers, municipalities, or through public RFP processes
• Private‑label or contract‑manufacturing program experience

Not required:
Mandarin. Factory communication is handled internally.

On prior employers:
We want people with real market knowledge and strong relationships. We are not asking anyone to bring confidential customer lists, pricing files, or other proprietary material from a previous employer, and we won't accept them. We expect every candidate to honor their existing confidentiality obligations, and we hold ourselves to the same standard.

Base: $40k-100k , reviewed each January against the Mountain View wage ordinance.

This is a commission‑led role, and the commission is uncapped. We will walk you through the full structure — including our actual cost basis and how commission is calculated — during the interview process, so you can run the math yourself rather than take our word for it. Bring a calculator and hard…