Director of Business Development – Ecommerce & Subscription Packaging chez The Panaro Group

Our client is an employee-owned leader in creative packaging and display solutions, trusted by top brands, retailers, and e-commerce partners. With a blend of passion, innovation, and consumer insight, they help products stand out and sales take off. They bring products to life; powered by passion, driven by purpose

This role leads the development of a high-growth vertical focused on ecommerce and subscription packaging. The Director will define market strategy, build scalable revenue streams, and lead a team to position the company as the go-to partner for DTC brands and subscription businesses seeking sustainable, customized packaging solutions. 

Responsibilities:

• Market & Strategy Development
  • Identify and define new market opportunities (DTC brands, influencers, startups)
  • Develop and execute a comprehensive go-to-market (GTM) strategy
  • Analyze industry trends, competitors, and customer behavior to inform segmentation and positioning
• Sales Leadership & Revenue Growth
  • Build and manage a pipeline to support $10M+ annual revenue
  • Own the full sales cycle from lead generation to close
  • Recruit, onboard, and coach a high-performing team of Sales Executives and SDRs
• Cross-Functional Collaboration
  • Partner with marketing to develop tailored campaigns and lead-gen strategies
  • Collaborate with manufacturing and fulfillment teams to ensure operational readiness
  • Create repeatable solutions across packaging, assembly, and fulfillment
• Performance Management & Reporting
  • Establish KPIs and performance tracking systems
  • Report regularly to senior leadership on progress, forecasts, and milestones
  • Iterate strategy based on market feedback and campaign results

Qualifications:

• 5+ years in business development, sales leadership, or GTM strategy
• Proven success building new verticals with $10M+ annual revenue
• Experience selling packaging, ecommerce services, fulfillment, or supply chain solutions
• Strong understanding of DTC and subscription models
• Background in packaging, design, fulfillment, or sustainable solutions
• Experience in startup or intrapreneurial environments
• Prior team management experience
• High ethical standards and ownership mindset
• Energetic, optimistic, and fun to work with
• Consultative, data-driven, and collaborative approach
• Strong project management and multitasking skills
• Excellent communication and executive presentation abilities
• Creative problem-solving and continuous learning

Other Requirements:

• Must be a U.S. citizen
• Travel: Up to 35% domestic travel
• Physical Demands
  • Must be able to lift up to 35 pounds
  • Standing, sitting, walking, and color vision required
• Pre-Employment
  • Candidates must successfully complete background and reference checks, a drug screening, and a physical exam prior to hire.

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