Business Development Manager - CMO/CDMO

Imagine a company with technology leadership of over 160 years, yet it operates with the energy of a startup. Ingersoll Rand produces innovative and mission-critical flow creation and life science technologies — from compressors to precision handling of liquids, gasses, and powers — to increase industrial productivity, efficiency, and sustainability. Supported by over 80+ brands, our products are used in various end-markets including life sciences, food and beverage, clean energy, industrial manufacturing, and infrastructure.

About the role

The Business Development Manager will be responsible for all aspects of the sales process to cultivate and develop new customers, grow revenue in targeted product and geographic markets, and manage and grow assigned established accounts. This role involves communicating, selling to, and building relationships with all levels of customers’ organizations, including C-Suite, Executive Level, Purchasing, Engineering, Quality, and Sourcing. The position requires developing and managing a sales pipeline, providing accurate revenue forecasts, and launching marketing strategies.

Responsibilities

• Expand, prospect, and develop new and current strategic customers in the medical device market.
• Analyze the market, refine the value proposition, and identify opportunities to grow the business.
• Drive results and identify resources required to successfully close new business and exceed customer needs.
• Manage the complete sales process from initial contact through account development and sale of production units.
• Oversee the internal quoting process to determine costs and develop pricing to achieve required profit margins.
• Lead and/or manage negotiations of customer agreements (contracts) with support from Management and Legal.
• Manage Strategic Accounts (as assigned) by working with Flexan Management to identify key objectives, strategies, and action plans to increase sales and improve customer satisfaction.
• Achieve annual sales quota and non-revenue related objectives.
• Collaboratively develop and assist with execution of specific marketing strategies to close new business.
• Establish collaborative and efficient processes to communicate with commercial, engineering, and operational functions at manufacturing sites.
• Partner to resolve customer issues by investigating problems, preparing reports, involving appropriate resources, and making recommendations to management.
• Keep management informed by submitting activity and results reports such as call reports, forecasts, market trends, pipeline reporting, and updates to key account plans.
• Monitor competition and keep management abreast of changes in the competitive landscape.
• Support corporate trade show presence by assembling, manning, and disassembling trade show booths.
• Other duties as assigned.

Requirements

• Bachelor’s degree, preferably in marketing or a technical field (e.g., engineering, chemistry).
• 8+ years of business development experience.
• Experience developing and managing strategic accounts in a manufacturing industry.
• Demonstrated success achieving sales targets through maintaining existing business and developing new business within the target market.
• Experience managing complex, strategic accounts involving multiple global customer business units and international company manufacturing locations.
• Experience successfully managing sales metrics, performance indicators, and forecasts for assigned and new accounts.

Skills

• Sales Skills: meeting sales goals, closing skills, strategic account management, prospecting skills, negotiation, self-confidence, product knowledge, presentation skills, and ability to develop and maintain client relationships.
• Demonstrated ability to communicate, present, and influence credibly at all levels of the organization (face-to-face, verbal, written).
• Demonstrated ability to lead and motivate cross-functional teams to address customer needs.
• Proficient in Microsoft Office applications and Salesforce.

Preferences

• Medical CMO or CDMO experience.
• Molded Silicone Products and/or Components experience.
• Experience with web-based marketing.

Schedule

This is a remote-based position located near a major airport in the U.S. Up to 40% travel within the United States is expected. Preferred locations: Northeast (Boston/New York area), Minneapolis, MN, or Irvine, CA.

Pay

The pay range for this role is $120,000 - $160,000, not including incentive opportunities. The range accounts for factors such as skills, experience, training, licensure, certifications, and geographic location. Hired applicants will be eligible for discretionary/nondiscretionary annual bonuses and incentive compensation.

Benefits

• Healthcare coverage (medical, prescription, dental, and vision).
• Wellness programs.
• Life insurance.
• 401(k) plan with company match.
• Paid time off.
• Employee stock program.