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Business Development Manager

Scientific Supplier
Field Sales or Business Dev
Pacific Northwest Region
$100,000 - $120,000
Scientific Mass Spectrometry

Role Overview

Job Summary:
The Business Development Manager will play a pivotal role in generating revenue growth by identifying new business opportunities, fostering client relationships, implementing effective sales strategies, and steadily cultivating a valuable and high probability pipeline of commercial opportunities. The leader will specialize in select-OEM chromatography and mass spectrometry analytical instrumentation services, activating the company’s capabilities and solutions to customers in specific geographic regions for which the business service.

The ideal candidate possesses a strong background in sales execution & business development and a deep understanding of the analytical instrument services industry including relevant end-market familiarity within life sciences, biotechnology, pharma, research, toxicology, clinical and other markets.

The Business Development Manager will work closely with the service, customer management and accounting teams to monitor and ensure satisfied technical service and contract/billing operations. Over time and at scale, the individual may have the opportunity to help construct and manage a larger sales organization as the scope of the commercial activities expands.

Company Information

An opportunity to work for a leading service company specializing in highly technical preventative maintenance and repair of analytical instruments to the broader life sciences market, with a dedicated team of engineers professionally trained to deliver a suite of analytical instrumentation solutions across multi-vendor manufacturers.

The company are building the leading analytical instrument solutions provider, offering a suite of services to customers across end-markets and geographies. The platform is expanding technical capabilities, building best-in-class training programs, and instilling a culture of strong customer service, commercial aptitude and technical excellence.

Role Requirements

Key Responsibilities:
1) Achieve consistent new business success in the sales and contracting of analytical instrumentation maintenance and repair services and instrument sales. Individual will be responsible for delivering results in contract value generation, leads generation and pipeline management
2) Establish and implement sales processes, tools & technology, and best practices to optimize efficiency and effectiveness within a scalable sales organizational structure
3) Act as a brand ambassador and business development executive to potential customers, key decision makers & account stakeholders, industry influencers and other individuals. Represent the company at industry events, conferences, and trade shows to promote our services.
4) Manage and facilitate onboarding of new customers then collaborate cross-functionally across service, scientific and account management and administrative functions to ensure strong customer value proposition, satisfaction and administration.
5) Proactively seek out opportunistic instrumentation procurement and resale opportunities in combination with core service sales responsibilities
6) Prepare, set and achieve goals supported by regular sales reports, forecasts, and performance metrics for management review and critically evaluate initiatives in seeking constant improvement of initiatives
7) Over time, recruit, train and retain a high-performing team of sales leaders and contributors with a collaborative and accountable culture

Person Specifications

– Adherence to core values & purpose
– Professionalism & adherence to employee handbook
– Bachelor’s degree
– 5+ years of professional experience in sales & commercial activities
– Strong communication skills (internally and externally) to effectively navigate responsibilities with other stakeholders toward successful outcomes
– Personality to succeed in well-capitalized but constrained small business environments
o Tenacity, resourcefulness and grit to successfully penetrate and win with customer large and small across end-markets
o Self-initiative to build an environment, toolset and processes to be successful
o Willingness to own responsibilities and be held accountable for results
– Technical competency and capability (or an ability to learn) the equipment we service (Sciex, Shimadzu, Agilent, Waters and other select-OEM chromatography and mass spectrometry analytical instrumentation) and understand the nature of customers’ concerns and requests
– Network and trusted contacts across small and midsize pharma, research, academic, life sciences and/or other relevant analytical end-markets, including resourcefulness to network within these targets to further build relationships and connectivity to similar decision makers
– Technologically-minded with strong curiosity to continuously adopt such tools to streamline processes, increase efficiency and improve effectiveness of the sales organization
– Ambitious career expectations to participate in the growth of the platform and be a foundational executive in the building of a leading sales organization

Package

Compensation Package:
– Base Salary: ~$120k+ expected (competitive base salary commensurate with experience)
– Variable Contract Service Sales Compensation: 6% of new first year annual service contract value for first $1.0M of contracts generated. 10% for annual service contract value above $1.0M.
o Upsell or contract expansions at any point will earn additional variable compensation according to the contract value. However, there is no variable compensation for contract renewals at this time.
o Variable compensation paid in semi-annual intervals

– Equipment Resale Compensation:
o 2.0% finders fee of equipment procurement value purchased by the Company for the identification and assisted facilitation of opportunistic instrument buying opportunities
o 2.0% sales fee of equipment resale value for successful sale of instrument
– Health, dental, and vision insurance benefits
– Retirement savings plan (e.g., 401(k) with employer match)
– Paid time off and holidays
– Opportunities for professional development and advancement within the company
– Potential additional incentives to be addressed and mutually agreed at that time

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    Further Details/Cover Note

    Locations

    Washington
    Date Updated
    10 Feb 2025
    Job reference
    74173
    Categories
    Full Time
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