Business Development Manager- F&B Division (25133)

Who We Are

DALB, Inc. is a West Virginia-based manufacturer with more than 40 years of experience serving our industry (printing, thermoforming & fabrication). We’re a hard-working, humble, and close-knit team that values accountability, humility, and long-term commitment. Our workplace culture is rooted in family values, hands-on problem-solving, and an entrepreneurial mindset that drives continuous improvement.

Summary/Objective:

DALB INC. is seeking a results-driven Business Development Manager to join our Food and Beverage team. This hunter-focused role is responsible for creating net-new customer relationships, building a qualified pipeline, winning profitable programs, and expanding selected existing accounts. The ideal candidate can open doors, understand customer applications, develop commercially viable solutions with the DALB team, and own opportunities from initial prospecting through negotiation, launch, and account expansion.

Essential Role Functions:

• Build and convert a strong pipeline of net-new business while strategically managing and expanding assigned existing accounts.
• Own an annual sales target and develop the territory strategy, pipeline, and activity required to achieve growth objectives.
• Generate opportunities through calls, referrals, trade shows, industry relationships, targeted outreach, networking and in-person visits.
• Lead discovery around customer objectives, applications, materials, volumes, timelines, buying processes, and program needs.
• Qualify opportunities based on revenue potential, strategic fit, customer commitment, resource requirements, timing, and likelihood of winning.
• Build trusted relationships across procurement, marketing, design, engineering, operations, manufacturing, and executive leadership.
• Develop solutions that balance customer requirements, manufacturability, pricing, timing, and business value.
• Coordinate with estimating, engineering, creative, prepress, manufacturing, scheduling, customer service, and leadership.
• Own opportunities from prospecting and qualification through samples, pricing, proposal, negotiation, launch, and expansion.
• Expand assigned accounts through new brands, programs, applications, departments, decision-makers, and geographic opportunities.
• Monitor industry activity, competitors, customer investment, and emerging applications to identify differentiated opportunities.
• Maintain timely CRM records, opportunity stages, next steps, revenue forecasts, activity reporting, and business updates.
• Plan territory travel efficiently while maintaining consistent prospecting and customer activity.

Core Competency Requirements

Knowledge and expertise in:

• New Business Development mindset – finding new business opportunities and growing opportunities within existing accts
• 5+ years of successful business development, technical sales, or strategic account-growth experience in Food and Beverage, CPG, printing, equipment graphics, or retail merchandising.
• Proven ability to independently manage a large geographic territory, prioritize opportunities, plan travel, and maintain consistent prospecting activity.
• Experience selling POS, POP, equipment graphics, retail displays, durable graphics, merchandising programs, or in-store solutions.
• Experience with beverage companies, bottler networks, distributors, OEMs, agencies, or complex buying organizations is preferred.
• Strong discovery, presentation, negotiation, writing, organization, and planning skills. Proficiency with CRM systems, Salesforce, Excel, PowerPoint, and Teams.
• Customer management experience across major national chains and local companies
  
  Required Skills
• Sales Planning – Meeting Sales Targets - Negotiation
• Show urgency through actions
• Exceptional oral and written communication skills
• Technical competency and mindset (how is the product made?)
• Identifying and qualifying opportunities
• Building Relationships
• Presenting and public speaking
• CRM tool management
• Managing Processes
• Adhering to Budgets

  Required Education and Experience

• Bachelor’s degree preferred OR equivalent relevant experience
• 3-5 years of previous experience in sales, customer/account management, customer service
• 3–5-year experience selling to CPG Customers or background in selling printing capabilities (Point of sale/Point of Purchase items)
• Demonstrated ability to develop a sales territory and pipeline
• Ability to work in and foster a collaborative working environment

  Supervisory Responsibility

  This position does not have supervisory responsibility

  Work Environment

  This is a remote position. You will need to operate in a professional home office environment. (corporate office occasionally)

  Training

• Company orientation       
• Departmental orientation
• General safety
• ISO 9001
• CPR
  Travel
• Frequent (50%) travel is a requirement.  Must live near (1 hour) a major international airport