Director, Business Development and Sales, Paper Flexible Packaging

Key Responsibilities

Product Strategy & Market Development

• Define the segment strategy, target markets, and product portfolio and roadmap based on market trends, regulatory drivers (e.g., EPR, PPWR), competitor activity, and customer needs.
• Size the opportunity across customer segments (enterprise e-commerce, 3PLs, mid-market shippers) and regions, and set priorities for where Ranpak plays and how it wins.
• Develop the business case and commercial model for the systems-plus-consumables offering, including equipment placement or sale structures, consumable pricing, and customer ROI frameworks.

Innovation

• Own the product development pipeline for consumables and automation equipment, working closely with Product Management, R&D, Engineering, and External Partners .
• Lead projects through Ranpak's stage-gate process, ensuring clear requirements, critical to quality definitions, testing and validation plans, marketing messaging, and gate-ready business cases.
• Turn customer requirements (throughput, protection, closure, recyclability, branding) and work with Engineering to translate them into product specifications and an integrated material-plus-machine solution.

Supply, Manufacturing & Scaling

• Identify and secure near-term supply by working with the Procurement team to source finished products from qualified third-party converters and contract manufacturers, so the business can serve customers and build revenue while internal production capabilities and automated systems are developed.
• Work with Procurement to build and manage the third-party supply base for consumables, including converter qualification, capacity planning, cost management, and supplier quality. Work with Operations to build out internal manufacturing capability, ensuring capacity, efficiency, and unit costs are competitive, and define the plan and timing for moving volume from third-party suppliers to internal production.
• Partner with Engineering and Sourcing on the set-up of the defined portfolio of automation solutions for flexibles.
• Establish launch-readiness standards for quality, service, and installation so customer pilots convert into scaled rollouts.

Sales & Customers

• Build and lead a global, dedicated sales organization for Paper Flexible Packaging, including hiring, account coverage, compensation design, and pipeline management.
• Own go-to-market planning and launch execution, working with Marketing, Operations, and Customer Service.

• Recruit, onboard, and manage channel partners and distributors aligned with the go-to-market strategy.
• Serve as the primary commercial lead with strategic accounts and key partners, including pilots, joint development, and commercial negotiations.
• Build relationships with Packaging Engineering, Operations, and Sustainability leaders at major e-commerce companies and 3PLs.

Leadership & P&L

• Own revenue, volume, and gross margin targets for Paper Flexible Packaging, and provide commercial input to the business plan and budget.
• Recruit and develop the business unit team, including Sales, Product Management, Applications and Packaging Engineering, and commercial support.
• Lead cross-functionally across NOAM, EMEA, and APAC without relying on direct authority over shared functions.

Qualifications

Required

• 10+ years in flexibles packaging, with at least 3 years in business development, sales, or key account leadership roles and a track record of exceeding revenue targets.
• Previous experience with packaging automation or systems-plus-consumables business models.
• Track record of launching new products into the market and growing them from first customers to scale.
• Experience selling to or partnering with large e-commerce, retail, or fulfillment customers.
• Strong commercial and financial acumen, including business case development value selling, pricing, deal structuring, and contract negotiation.
• Proven ability to build teams and lead cross-functional initiatives in a matrixed organization.
• Experience building a new business, territory, or channel network from the ground up.
• Experience with CRM tools and disciplined pipeline management and forecasting.

Preferred

• Knowledge of fulfillment center operations and automation integration.
• Experience with paper or flexible packaging, including materials, coatings, converting, and package performance testing.
• Familiarity with recyclability standards and certifications, EPR, and sustainable packaging regulations.
• Experience with converting partnerships, contract manufacturing, or M&A.
• International experience across North America, Europe, and/or Asia.

Ranpak is an equal opportunity employer and is committed to providing a workplace free from harassment and discrimination. We celebrate the unique differences of our employees because that is what drives curiosity, innovation, and the success of our business. Ranpak does not tolerate discrimination on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic information, political affiliation, or any other status protected by the laws or regulations in the locations where we operate. Accommodations are available for applicants with disabilities.

This policy applies to all employment practices within our organization, including recruiting, hiring, promotion, termination, layoff, recall, leave of absence, compensation, benefits, and training. Ranpak makes hiring decisions based solely on qualifications, merit, and business needs at the time. For more information, we invite you to read our Code of Ethics.

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