Business Development Manager, North America, Life Science & Medical

Purpose

The Business Development Manager will be responsible for the achievement of sales targets, design win capture, and revenue growth focused on customers in the Life Science and Medical markets in North America.

Key Responsibilities

The Business Development Manager will ensure the execution of revenue and design wins for the LSM North America Business. This individual must be able to sell strategically and thrive in a cross-functional team environment. Specifically, this individual will be responsible for:

• Growing sales territory/accounts with assigned revenue, bookings and NPI (design-win) targets.
• Driving attainment of sales, profit and market share objectives.
• Effectively managing accounts. Develop an intimate knowledge of strategic accounts. Provide strategic oversight and engage additional company resources as necessary. Develop deep customer relationships from working level to senior levels. Develop & execute detailed account growth plans. Provide ongoing customer support and ensure customer satisfaction.
• Effectively leading negotiations with customers and closing deals within company guidelines. Contribute to development of contractual agreements with customers.
• Managing and growing prospect pipeline (funnel). Actively drive existing prospects to successful closure mobilizing internal resources for support as necessary. Continue to add new prospects to meet growth targets / design-win objectives.
• Generating leads through proactive business development activity. Follow up on assigned leads. Document a thorough and detailed qualification of all leads.
• Driving channel partner activity within the sales territory by actively supporting and performance managing channel partners. Play a key role in driving, evaluating, managing, and refining the distributor / channel partner relationships.
• Developing and delivering strategic sales presentations, formulating and articulating value proposition. Maintain knowledge and expertise in relevant products and markets; monitor competitive activity and market trends; partner with Product Management & Applications Engineering to develop strategic and tactical response.
• Serving as initial point of contact on issues within the region; coordinate evaluation and input by appropriate functional colleagues.
• Supporting core business processes including the monthly & quarterly operating reviews, annual operating planning, monthly forecast reviews, prospect pipeline reviews, sales reporting, and expense management.

Critical Success Factors

• Technical Skills: Bachelor's degree in engineering or life sciences desirable.
• Sales Skills: Strong customer orientation. Must be able to manage extensive sales processes in complex customer organizations. Several years of sales experience with demonstrated knowledge of OEM sales.
• Communication Skills: Strong leadership presence with an ability to develop and deliver targeted presentations at all levels within an organization. Demonstrated interpersonal savvy with proven ability to build effective relationships throughout all levels internally and externally.
• Leadership and Management of Resources: Demonstrated ability to be effective within a cross-functional environment. Expertise motivating others toward the achievement of objectives.
• Business & Organization Knowledge: Understands Excelitas business and core processes.
• Performance: Exhibits a strong bias for action with a results-orientation. Drives self and others to deliver on commitments. Anticipates and adjusts, demonstrating positive change management.
• Availability to travel as required.

Job Qualifications

• 5+ Years Experience
• Proven track record in Sales.
• Manufacturing industry experience a plus.
• Strong people skills with the ability to identify and cultivate potential clients.
• Ability to demonstrate flexibility in approach, and motivate others to achieve desired results.
• High degree of integrity, tact and ability to be direct and influence others while remaining diplomatic. Ability to sell ideas persuasively and settle differences in a manner that strengthens relationships.
• Ability to lead and execute projects to timelines, reprioritizing, delegating and leveraging internal and external resources as needed.

Compensation

Salary: $120,000 - $160,000 (Depending on experience)