Director, New Business Development, Pallet NA

We are the world market leader for reusable packaging containers (RPCs) for fresh food and are constantly optimizing our products.

We help make the food supply cycle for the population more sustainable. With our RPCs, safety for food transport is improved, there is less waste of food and at the same time the lifespan of the products increases. Through our products and the need for less packaging materials we reduce the carbon footprint.

„The future is circular“

The role focuses on new business, strategic customers, new categories, and new use cases. The role leads regional pipeline development, value proposition design, and complex deal execution in close collaboration with the regional sales teams and central functions.

RESPONSIBILITIES

• Drive regional business development for plastic pallets in North America, delivering sustainable growth in line with IFCO’s strategic ambitions. Identify, qualify, and convert new business opportunities across customers, categories, industries, and use cases
• Build and manage a strong, transparent regional sales pipeline, ensuring disciplined opportunity management and forecasting
• Lead complex, high-impact commercial deals, including value proposition development, business case creation, pricing logic, contract negotiation, and go‑live coordination
• Work in close partnership with the NA sales organizations, who retain customer ownership and account management responsibilities
• Collaborate with central functions (Product, Operations, Asset Management, Supply Chain, Finance, Legal, Digital) to design scalable, profitable pallet solutions
• Act as a trusted commercial partner to senior customer stakeholders, demonstrating ambition, credibility, and customer-centric thinking
• Develop and lead the regional Pallet Business Development team, fostering a high-performance, ownership-driven culture.

QUALIFICATIONS

• Bachelor’s degree or equivalent industry experience
• Ability to build strong relationships with produce, supply chain, and procurement stakeholders at all organizational levels
• Strong commercial, operational, and supply‑chain acumen
• 10+ years in sales, business development, or account management, preferably in fresh produce, supply chain, or CPG
• Experience selling to regional and national retailers and/or managing grower relationships
• Proven success securing new business, negotiating contracts, and driving enterprise‑level growth
• Strong background in strategy development, change management, and stakeholder engagement
• Demonstrated ability to build, lead, and develop high-performing teams
• Experience in pooled assets, logistics, packaging, or B2B service models preferred
• Ability to travel up to 80%

At IFCO, we believe that a diverse, equitable and inclusive workplace makes us a more relevant, more competitive, and more resilient company. We welcome applicants from all backgrounds, ethnicities, cultures, and experiences. IFCO is an equal opportunity employer.