Channel Manager

Berlin Packaging is the nation's premier supplier of rigid packaging and packaging components. We are a $2.6 billion-dollar company with 30+ straight years of record growth.

Don’t know what makes the rigid packaging industry special? Well, chances are you enjoy products supplied by Berlin Packaging every day! Imagine yourself walking into your favorite big-box store. Take a mental look around and think about every glass, plastic, or metal package you see. Berlin Packaging touches virtually every market: automotive, beverage, food, home care, industrial chemical, pet care and veterinary, personal health and beauty, wine and spirits, and now, cannabis too. 

Next, combine that with an award-winning culture. Our 1,000+ employees are high-performing - and importantly, collaborative - entrepreneurs who blow through obstacles and embody an “Anything is Possible!” mindset. We love it here. Our engagement scores are 3x the national average. And every single employee shares in Berlin’s profitable growth.

Now you understand why since 1898, our 100+ year-old company has grown 10x faster than our industry!

And we're not done yet.

In order to continue our record growth streak, we need people like YOU to join our team! Are you up for the opportunity of a lifetime? If so, we are seeking a Channel Manager - Qorpak, who will be responsible for maximizing sales and profitability by managing and expanding the overall relationship with assigned channel partners and advancing the channel program strategy. 

Key Accountabilities:

• Account Management: Manage the corporate relationships with assigned channel partners to develop strategy, negotiate contracts, deliver business reviews, etc. to support YOY account growth and budget achievement
• Prospecting: Collaborate with the Qorpak sales team to Identify, secure, and develop new business through assigned channel partners to meet and exceed sales targets
• Channel expectations and Retention: Coordinate the involvement of company personnel, including sales, marketing, operations, quality, and supply chain, to meet channel partner performance objectives and expectations
• Account Development: Responsible for all channel partner development activities including account strategy development, execution, and management; ongoing communication of value proposition; price and profitability management; initiation and management with RFP responses, where applicable
• Project Management: Collaborate effectively with Berlin Packaging’s value-added sales resources and service divisions including Sourcing, Studio 111, Quality, and Custom Tooling to complete complex sales transactions
• Channel Responsibility: Responsible for relationship and overall account management of channel partners. Develop effective working relationships, and become a sustaining resource for the customer (internal and external) as it relates to channel partnerships
• Develop and refine the Qorpak channel sales program
• Manage interface between channel partners and the field sales team as well as sales leadership
• Provide channel partners with competitive product, market and account information and intelligence
• Provide product positioning intelligence to the marketing team
• Design sales and marketing campaigns with the marketing team focused on profitable growth of sales through channel partners
• Maintain high channel partner satisfaction ratings as measured through annual Net Promoter Score
• Establish effective supplier relationships and product knowledge
• Utilize Salesforce, marketing tools, and other systems and tools effectively to win business
• Responsible for Customer Thrill
• Support branch metrics
• Fulfill employee portion of the Berlin Values

Knowledge, Skills, Abilities:

• Bachelor’s degree in a business-related discipline strongly preferred or equivalent experience required
• 3+ years of successful relationship management, strategic selling, negotiation, and project management experience
• Demonstrate the ability to maintain and grow senior-level channel partner relationships, consultative B2B (business-to-business) sales and prospecting experience involving complex project management and relationship-based sales transactions that resulted in revenue growth
• Strong business and financial acumen with a thirst for continuous knowledge and growth
• Understands and can articulate the channel partner business drivers and priorities
• Can effectively partner with internal teams and use sales tools to develop relationships and retain existing business to achieve financial goals
• Strong interpersonal and communication skills including written, verbal, active listening, and confident presentation skills
• Self-motivated and independent with an exceptional level of creativity, passion, and competitiveness to overcome challenges and achieve results
• Operates with a high sense of urgency; demonstrates strong time management skills; has the ability to prioritize and follow up
• MS Office and Salesforce CRM experience strongly preferred
• Ability to travel up to 70%

Working Environment:

Office environment, with significant time spent in vehicle traveling to customer locations

At Berlin Packaging, we recruit traits, not skills. We believe in hiring smart, passionate people who are thirsty for knowledge and excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles

Berlin offers an outstanding compensation and benefits package including profit sharing, 401(k) with company match, medical insurance (including an HSA option and telemedicine), dental, vision, life insurance, short- and long-term disability, paid parental leave, health club reimbursement, tuition reimbursement, 529 college savings plan, employee assistance, smoking cessation program, pet insurance, employee discounts, employee referral bonus program, and, last but not least, flexible spending accounts for transportation, medical, and dependent care.

Berlin Packaging provides equal employment opportunities for all employees and applicants for employment without regard to race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, protected medical condition as defined by applicable state or local law, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances.

*This position is not eligible for sponsorship.

*Berlin Packaging maintains a smoke-free workplace.

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