Director of New Business - B2B

#Come Join The Fun  with us a our Director of New Business and be part of #Making Candy Fun !

At R.M. Palmer Company, our mission is clear:
Driving innovation that celebrates life's special moments by focusing on value and integrity while making candy fun in everything we do.

We take pride in blending creativity and tradition to deliver products that spark joy, bring smiles, and create lasting memories, one chocolate at a time. Join a team where your work makes life a little sweeter every day!

The Director of New Business (B2B) is a senior leader responsible for driving long-term growth through strategic partnerships in co-manufacturing and confectionery (industrial) coatings. This role focuses on generating new revenue by proactively identifying, qualifying, and securing complex B2B agreements. Partnering cross-functionally, this leader structures scalable agreements that support sustainable growth and operational excellence.

This role is based at our Headquarters in Wyomissing, PA. The selected candidate will be expected to work onsite 3-4 days per week.

Director of New Business Key Responsibilities
New Business Development & Growth Strategy

• Own and execute the company's B2B new business development strategy.
• Identify, evaluate, and pursue new market opportunities, customers, and strategic partnerships aligned with corporate growth objectives.
• Develop, manage, and maintain a robust pipeline of qualified new business opportunities.
• Drive disciplined opportunity qualification to ensure strategic and operational fit.

Operational & Technical Commercial Leadership

• Maintain a deep working knowledge of the company's co-manufacturing and confectionery coating capabilities, including production processes, capacity, equipment, quality systems, and regulatory requirements.
• Translate operational capabilities into compelling, differentiated commercial value propositions during prospecting and qualification stages.
• Serve as a technically credible commercial leader in customer meetings, facility tours, and due diligence discussions.
• Assess customer requirements for feasibility, scalability, margin alignment, and long-term strategic fit.

Prospecting & Market Engagement

• Proactively source and qualify new business through outbound outreach, industry networking, trade associations, and trade shows.
• Establish and maintain a strong network of industry relationships to support continuous opportunity generation.
• Position the company as a preferred strategic manufacturing partner within target markets.

Commercial & Contract Leadership

• Lead negotiations for new business agreements, including pricing strategy, scope definition, service levels, and commercial terms.
• Structure contracts that deliver sustainable revenue growth, protect margin objectives, and mitigate operational risk.
• Serve as the primary commercial lead from opportunity identification through contract execution and internal handoff.

Stakeholder & Relationship Management

• Engage senior and executive-level decision-makers throughout the new business lifecycle.
• Represent the company with professionalism and strategic credibility in all external interactions.
• Build long-term, trust-based relationships with prospective partners.

Cross-Functional Collaboration

• Ensure internal alignment on scope, pricing, capacity, capital requirements, and execution expectations prior to contract finalization.
• Collaborate with operations, quality, finance, R&D, and leadership teams to support opportunity evaluation and onboarding.
• Facilitate a smooth transition of new agreements to operations and account management teams.

Performance Management & Reporting

• Establish and track KPIs related to contract acquisition, revenue growth, pipeline health, conversion rates, and margin performance.
• Provide executive leadership with regular updates on pipeline status, forecasts, and strategic initiatives.
• Continuously refine new business development processes to improve win rates, efficiency, and long-term profitability.

Requirements

• Bachelor's degree in Business, Finance, Marketing, Operations, or a related field (or equivalent experience).
• 10+ years of progressive experience in business development, commercial operations, or B2B sales leadership.
• Proven success securing new B2B contracts and commercial agreements.
• Strong experience leading complex negotiations and closing high-value deals.
• Demonstrated ability to work cross-functionally to structure and execute new business opportunities.
• Excellent communication, negotiation, and presentation skills.
• Strong analytical and financial acumen with experience evaluating commercial opportunities.
• Highly organized, strategic thinker capable of managing multiple opportunities simultaneously.
• Proficiency in Microsoft Office Suite and CRM/ERP systems.