Business Development Manager

Description

REV Copack is hiring a Business Development Manager to help grow its customer base in the beverage co-packing and fulfillment industry. This is a full-time remote sales role based around Pittston, Pennsylvania, with regular visits to the company’s facility and approximately 20–30% regional travel.

The position covers the full sales cycle. You will find new beverage brands and potential partners, generate and qualify leads, understand customer requirements, prepare proposals with the production team, negotiate contracts, close deals, and help new customers reach their first successful production run.

This role could be a good fit for an experienced B2B sales professional who is comfortable with cold outreach, longer sales cycles, high-value deals, and relationship building. Experience in CPG, food and beverage, packaging, contract manufacturing, or co-packing can give candidates a strong advantage. A college degree is not required, and the company emphasizes sales performance, experience, initiative, and determination.

Job at a Glance

Job Title	Business Development Manager
Company	REV Copack
Location	Remote, with regular visits to Pittston, Pennsylvania
Job Type	Full-Time
Experience	3–7+ years of B2B sales experience
Industry	Beverage Co-Packing and Fulfillment
Job Category	Sales / Business Development
Main Focus	B2B sales, lead generation, contract negotiation, customer acquisition and account growth

Detailed Role Requirements & Responsibilities

Lead Generation and New Business

A major part of this role is finding new beverage brands and turning potential opportunities into customers.

You will:

• Identify new beverage brands and potential business partners
• Generate leads through cold calling and email outreach
• Use LinkedIn and networking to find potential customers
• Conduct market research to identify new opportunities
• Build and manage your own sales pipeline
• Qualify potential customers based on their needs and business requirements

Candidates should be comfortable initiating conversations with prospects rather than relying only on inbound leads.

Full-Cycle Sales

The Business Development Manager will manage the sales process from the initial conversation through a successful production run.

Responsibilities include:

• Conducting initial conversations with potential customers
• Understanding customer needs and business goals
• Identifying production requirements and timelines
• Preparing proposals with the production team
• Discussing pricing and project estimates
• Negotiating contracts
• Closing new business
• Supporting customers through onboarding
• Helping ensure a successful first production run

Experience managing longer B2B sales cycles can be particularly useful for this position.

Pricing and Contract Negotiation

The role involves working with customers on commercial and production-related discussions.

You will:

• Work with the production team to prepare accurate pricing
• Develop project estimates
• Discuss technical and production solutions with prospects
• Negotiate contracts
• Protect healthy profit margins while closing business

Candidates should be comfortable discussing both customer requirements and commercial considerations.

Customer Relationship Management

Winning a customer is only part of the role. The position also involves developing long-term relationships.

You will:

• Build relationships with customers
• Help new customers during onboarding
• Support the first production run
• Identify opportunities to increase business with existing customers
• Understand changing customer needs
• Maintain professional relationships with decision-makers

This makes relationship-building skills important alongside new-business development.

CRM and Sales Tools

The company expects the Business Development Manager to keep sales information organized and maintain a healthy pipeline.

The job posting specifically mentions experience with:

• CRM systems
• Apollo
• Clay
• Instantly
• LinkedIn Sales Navigator

You will also maintain accurate CRM records and report sales progress and forecasts during weekly meetings with the VP of Sales.

Trade Shows and Business Travel

The position includes direct interaction with customers and industry contacts.

Responsibilities include:

• Attending trade shows
• Visiting customers
• Participating in industry events
• Visiting the REV Copack facility in Pittston, Pennsylvania
• Traveling approximately 20–30% within the region
• Occasional national travel

A valid driver’s license and willingness to travel are required.

Sales Strategy and Team Collaboration

You will work directly with the VP of Sales and have an opportunity to contribute to the company’s sales strategy.

The role includes:

• Reporting sales progress and forecasts
• Working with the production team on proposals and pricing
• Improving sales processes
• Helping improve sales tools
• Contributing ideas as the company grows
• Working independently while maintaining communication with leadership

Required Skills and Experience

The main qualifications include:

• 3–7+ years of B2B sales experience: Experience managing the full sales cycle is preferred.
• Full-cycle sales experience: You should be comfortable taking opportunities from prospecting through contract signing and onboarding.
• Pipeline development: The employer wants someone who can build a sales pipeline and consistently achieve or exceed sales targets.
• High-value deal experience: Experience closing production or manufacturing agreements is valuable.
• Commercial confidence: You should be comfortable discussing pricing, technical solutions, and profit margins.
• CRM experience: Experience using CRM systems and modern sales tools is expected.
• Communication skills: Strong communication, negotiation, and relationship-building abilities are required.
• Industry experience: CPG, food and beverage, packaging, ingredients, contract manufacturing, beverage production, or co-packing experience is highly preferred.
• Travel availability: You must have a valid driver’s license and be willing to travel approximately 20% regionally, with occasional national travel.
• Industry knowledge: Knowledge of beverage manufacturing and industry terminology is a plus.
• College degree: A degree is not required. The company states that it values experience, performance, and determination over formal education.

Skills That Can Strengthen Your Application

Candidates can strengthen their applications by highlighting relevant industry knowledge and sales experience such as:

• Beverage industry experience
• CPG sales
• Food and beverage sales
• Packaging sales
• Contract manufacturing
• Co-packing
• Beverage manufacturing
• Experience selling production services
• Relationships with beverage brands
• Relationships with founders
• Procurement contacts
• Operations-management contacts
• Experience with long B2B sales cycles
• High-value contract negotiation
• Market research
• Sales automation
• LinkedIn Sales Navigator
• Apollo
• Clay
• Instantly

Existing connections with beverage companies, founders, procurement teams, or operations managers are specifically identified as an advantage.

Industry Context & Career Advice

Business development in beverage manufacturing is different from selling a simple software subscription or other short sales-cycle products. Customers may need to evaluate production capabilities, packaging, pricing, timelines, fulfillment, and whether a supplier can support their growth.

That makes industry knowledge useful in this position. A candidate who understands how beverage brands move from product development to production, packaging, retail distribution, wholesale, or fulfillment can have an easier time understanding customer needs and communicating the value of a co-packing partner.

The role also requires a strong balance between acquiring new customers and protecting profitability. When discussing previous sales achievements, show that you can close deals that make business sense rather than focusing only on the number of contracts signed.

On your resume, emphasize measurable sales results whenever possible. Good examples include revenue generated, sales targets achieved, pipeline growth, deal size, new accounts acquired, customer retention, or expansion of existing accounts.

What to Highlight on Your Resume

For this position, make your B2B sales performance easy to identify.

Consider highlighting:

• 3–7+ years of B2B sales experience
• Full-cycle sales experience
• Lead generation and cold outreach
• Sales pipeline development
• Sales target achievement
• High-value contract closing
• Contract negotiation
• Pricing discussions
• Profit-margin awareness
• CRM experience
• Apollo
• Clay
• Instantly
• LinkedIn Sales Navigator
• CPG experience
• Food and beverage sales
• Packaging or co-packing experience
• Contract manufacturing experience
• Beverage industry knowledge
• Customer onboarding
• Account expansion
• Trade shows and industry events
• Regional business development
• Existing industry relationships

If you have measurable results, put them directly into your bullets.

For example:

Built and managed a B2B sales pipeline through cold outreach, LinkedIn prospecting, and industry networking, consistently exceeding sales targets and closing high-value customer agreements.

Customize the example with your actual results, deal values, conversion rates, or sales targets where available.

Interview Preparation

The interview is likely to focus heavily on your ability to generate business, manage a sales cycle, close deals, and work independently.

How do you build a B2B sales pipeline?

Be ready to explain how you identify prospects, qualify leads, choose outreach channels, follow up, and move opportunities through different stages of the sales process.

How do you approach cold outreach?

Prepare to discuss your experience with cold calling, email, LinkedIn, networking, personalization, follow-ups, and handling prospects who initially show little interest.

Tell us about a high-value deal you closed.

Choose an example where you can explain the customer, their problem, your sales strategy, objections you faced, negotiation process, and final outcome.

How do you handle a long sales cycle?

Think about how you maintain relationships, follow up consistently, identify decision-makers, manage multiple stakeholders, and keep opportunities moving without becoming overly aggressive.

How would you sell co-packing services to a growing beverage brand?

Think about the customer’s likely concerns, such as production capacity, pricing, timelines, packaging, fulfillment, reliability, and ability to support future growth.

How do you negotiate without sacrificing profit margins?

Prepare an example showing how you balanced customer needs with the commercial interests of your previous employer.

How do you prioritize your sales pipeline?

Explain how you determine which prospects deserve immediate attention based on factors such as potential value, buying stage, timing, customer fit, and probability of closing.

How do you use CRM and sales tools?

Be prepared to explain how you use CRM systems to track prospects, manage follow-ups, forecast sales, and keep pipeline information accurate.

Tell us about a time you worked independently.

This is particularly relevant because REV Copack describes the role as one for someone who takes ownership and works without constant direction.

Advice for Applicants

This role is a strong fit for a B2B sales professional who enjoys prospecting, closing deals, and building customer relationships. The strongest applications will show clear evidence of sales performance, full-cycle selling, pipeline development, and successful contract negotiation.

Industry experience can give you an advantage. If you have worked in CPG, food and beverage, packaging, ingredients, contract manufacturing, or co-packing, make that experience highly visible. Existing relationships with beverage brands or industry decision-makers can also strengthen your application.

A college degree is not required, so candidates should not assume that a lack of a formal degree automatically makes them unsuitable. The company specifically emphasizes experience, performance, and determination.

Also pay close attention to the work arrangement. Although the position is remote, you will need to visit the Pittston facility regularly and travel approximately 20–30% within the region, with occasional national travel. A valid driver’s license is required.

The strongest way to position yourself is to show that you can find qualified prospects, build trust, manage a complete B2B sales cycle, negotiate profitable agreements, and turn new customers into long-term accounts.

Benefits and Career Opportunity

REV Copack lists:

• Competitive base salary with an attractive commission plan tied to profitable business
• Opportunity to progress into Senior Business Development Manager and Strategic Business Development roles
• Direct access to company leadership
• Opportunity to influence sales strategy
• Coverage of approved travel and business expenses
• Opportunity to contribute to a growing startup