Director of Business Development - Ecommerce & Subscription Packaging

JOB TITLE : Director of Business Development - Ecommerce & Subscription Packaging

DEPARTMENT: Sales

REPORTS TO: Executive Vice President of Sales

FLSA STATUS: Exempt

Bay Cities, an Employee-Owned Company, is the leading creative packaging and display partner to brand marketers, retailers and e-commerce. Our passion, experience, technology and consumer insights move product and drive sales.

Our Mission

Our Passion Powers Your Product

Our Values

Creativity : Our ideas create Client success.

Passion: We have heart with a Customer Service attitude.

Integrity: We honor our business & planet with sustainable practices.

Responsible : We own it!

Safe: Our safe work habits protect us all.

Fun: We take our work seriously- not ourselves


SUMMARY

The Director of Business Development - Ecommerce & Subscription Packaging will be the founding leader of this high-growth vertical. You will be responsible for identifying new markets, developing a go-to-market (GTM) strategy, and driving repeatable, scalable revenue streams in the ecommerce and subscription packaging space. This role will own the creation of a $10M+ revenue segment, and be empowered to build and lead a sales team from scratch.

You'll work closely with marketing, manufacturing, and packout/fulfillment teams to position Bay Cities as the go-to partner for DTC brands and subscription companies seeking sustainable, customized, and scalable packaging solutions.

JOB FUNCTION/PURPOSE

• Market & Strategy Development

• Identify and define new market opportunities in ecommerce and subscription packaging (DTC brands, influencers, startups, etc.)

• Lead the creation and execution of a comprehensive GTM strategy for this vertical

• Analyze industry trends, competitors, and target customer behavior to inform market segmentation and value positioning

• Sales Leadership & Revenue Growth

• Build and manage a sales pipeline that supports a $10M+ annual revenue target

• Own the full sales cycle from lead generation to deal close, with a focus on strategic, long-term partnerships

• Recruit, onboard, and coach a high-performing team of sales executives and SDRs

• Cross-Functional Collaboration

• Partner with marketing to develop tailored campaigns, content, and lead-gen strategies that drive awareness and conversions

• Collaborate with manufacturing and packout/fulfillment teams to ensure operational readiness and solution delivery

• Create repeatable solutions that span packaging, assembly, and fulfillment for ecommerce and subscription brands

• Performance Management & Reporting

• Establish sales KPIs and performance tracking systems to monitor pipeline health and growth

• Report regularly to senior leadership on business unit progress, forecasts, and milestones

• Continuously iterate based on market feedback and campaign results

EDUCATION, EXPERIENCE & COMPETENCIES

• Required Qualifications

• 5+ years of experience in business development, sales, sales leadership, or GTM strategy

• Proven ability to build new business lines or verticals with $10M+ in annual revenue

• Experience selling packaging, ecommerce services, fulfillment, or supply chain solutions is a strong plus

• Excellent understanding of DTC, subscription models, and ecommerce trends

• Demonstrated ability to recruit and lead a high-performing sales team

• Consultative, data-driven, and highly collaborative approach to building business

• Strong communication and executive presentation skills

• Preferred Qualifications

• Experience working in the packaging industry

• Background in packaging, design, fulfillment, or sustainable packaging solutions

• Familiarity with start-ups or intrapreneurial environments where market-building was necessary

• Managed Sales teams

Core Competencies

• High ethical standards. Models and supports organization's goals and values; adapts to changing conditions; demonstrates persistence and overcomes obstacles. Consistently conducts themselves in an honest and trustworthy manner. Does not pursue their own individual objectives to the detriment of company goals. Sets an example for others to follow. Does the right thing.

• Demonstrates energy and passion about what they do and knows how to balance work and fun. Is generally optimistic and upbeat; fun to be around. Has a strong belief and zeal for the industry, the job, and the company. Conveys energy and intensity at work with a capacity for keeping others enthusiastic and involved.

• Operates with a customer service orientation internally and externally. Works to positively build the Bay Cities brand in everything he/she does. Builds strong, positive relationships with all stakeholders.

• Acts as an owner of the business and instills that same attitude and level of action in others. Is proactive in taking responsibility for all outcomes/results and avoids 'pointing fingers'. Helps to create and maintain a strong feeling of belonging in the immediate and overall team.

• Regularly involves others in decisions that affect their job or work environment. Demonstrates co-operation and trust with colleagues and teams across organizational boundaries. Participates as a team player and establishes strong working relationships to deliver positive results.

• Strong project management skills, including the ability to prioritize, balance, and manage multiple efforts with strong results/goal orientation. Uses time effectively, prioritizes and organizes work flow; can orchestrate multiple activities at once. Agility and personal adaptability with the ability to successfully manage multiple priorities with a high sense of urgency in a rapidly changing environment.

• Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work. Learns quickly when facing new problems; a relentless and versatile learner; open to change; strives for continuous improvement of self and processes.

• Excellent communication (oral and written) and interpersonal skills with the ability to convey information and ideas in a variety of media, tactful, confident, at all levels, internal and external. Must have strong interpersonal skills and ability to manage multiple projects in a rapidly changing environment.


OTHER

• US Persons Only (US citizens, lawful permanent residents, refugee or asylee - all require proper identification and documentation).

• Approximately 35% travel required.

• Physical and Environmental Requirements: While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to stand and sit. The employee is occasionally required to walk and reach with hands and arms. The employee must occasionally lift and/or move up to 35 pounds. Specific vision abilities required by this job include close vision and color vision.

• Work environment includes front-office and manufacturing. The noise level in the work environment is usually moderate.

• Pre-Employment Verifications: Must pass background and reference checks, drug screen, and physical examination prior to employment.