Business Development Mgr
New Business Development — Sterile Finished Goods Manufacturing (Primary)
The Business Development Manager (BDM) is responsible for identifying, targeting, and penetrating new OEM accounts and opportunities in priority verticals including orthopedics, robotics (RAS), minimally invasive surgery (MIS), interventional, and neuromodulation.
Build and manage a qualified manufacturing pipeline in alignment with Millstone's ICP and 90-day pipeline velocity standards. Lead consultative discovery with OEM new product development, procurement, quality, engineering, and operations stakeholders to uncover program opportunities and align Millstone's value proposition.
Own opportunities from initial outreach through contract execution, including SOW and MSA negotiation in coordination with operations and leadership. Manage long-cycle complex sales (12–24 months) with structured account plans, stakeholder maps, and documented next steps per MMO Sales Plan model.
Pipeline Management & Reporting
Maintain a clean, current, and probability-weighted pipeline in Millstone's Pipeline process at all times. Participate in weekly pipeline review meetings and progress updates against Sales Plan commitments. Adhere to pipeline discipline guidelines: active opportunities must have a documented next step, decision timeline, and stakeholder engagement status.
Logistics & Testing Support (Secondary)
Identify and introduce Logistics opportunities — particularly Pick/Pack/Ship and Cold Chain — within the OEM accounts being developed for manufacturing. Qualify and route standalone Logistics prospects not attached to a manufacturing opportunity. Identify customer needs for Lab Testing and connect prospects with Millstone's Testing team for follow-through.
Leverage Millstone's three pillar’s customer offering positioning to create multi-segment conversations in all key accounts.
Prospect/Customer Engagement & Relationship Development
Conduct regular prospect & customer-facing activity: onsite visits, virtual discovery meetings, trade show participation, and OEM conference engagement. Build and expand relationships across multiple levels and functions within target OEM accounts — from supply chain and procurement to C-suite and R&D. Position Millstone as a strategic, long-term partner — not a transactional vendor — through consistent value delivery and follow-through. Develop "raving fan" relationships within accounts that generate referrals and expand program scope over time.
AI-Powered Selling & Tools Adoption
Proficiently use Millstone's AI-assisted selling tools for prospect research, outreach personalization, account planning, and pipeline intelligence — treating AI as a core part of daily workflow, not an optional add-on. Use AI tools to accelerate top-of-funnel activity: generate targeted prospect lists aligned to Millstone’s ICP, draft and personalize outbound sequences, and research OEM accounts and decision-makers before outreach and discovery calls.
Leverage AI for call preparation, meeting follow-up, and pipeline updates — including drafting discovery summaries, next-step emails, and account plans that reflect Millstone’s “One PO” value proposition. Contribute to the ongoing improvement of AI workflows by sharing feedback and successful prompting strategies and use cases with the commercial team. Stay current with evolving AI sales tools, proactively identify and pilot new capabilities that can sharpen Millstone’s competitive edge.
Internal Collaboration
Partner with Operations, Quality, and Program Management to ensure customer commitments are commercially sound and operationally achievable. Provide market intelligence to leadership on competitive dynamics, pricing benchmarks, and customer pain trends. Represent Millstone at industry events, trade shows, and OEM site visits as a subject matter resource.