Business Development Manager - LifeScience Solutions

Summary of the Role

Trelleborg Medical Solutions is seeking a well-qualified Business Development Manager to develop and grow our LifeScience Solutions Business Unit. This role will be responsible for representing Trelleborg’s solutions and services with companies in the biopharmaceutical, cell & gene, pharmaceutical and laboratory markets, identifying and prospecting target customers and successfully partnering with internal and cross-functional customer teams to bring projects to production. Accountabilities include partnering with segment management to identify and target prospective customers, generating a pipeline of opportunities in focus markets, partnering with manufacturing teams to bring projects to serial production and partnering with Trelleborg technical resources to identify and develop product solutions specific to focus markets. The Business Development Manager is a key strategic role expected to build relationships across all levels of target customer organizations to meet or exceed the customer’s needs.

Tasks and Responsibilities

The Business Development Manager LifeScience Solutions position will work independently and in a team environment to generate sustainable business opportunities for Trelleborg’s business with tasks and responsibilities that may include:

• Positioning Trelleborg as the contract manufacturer of choice for prospective customers.
• Identifying and engaging target customers within the assigned market to support key strategic initiatives and long-term growth goals.
• Establishing and managing a robust project opportunity pipeline by identifying, validating, and advancing new opportunities to position Trelleborg’s solutions and services.
• Professionally representing and promoting Trelleborg’s LifeScience segment at regional trade shows or alternative forums for building awareness with customers.
• Attend industry conferences, present Trelleborg’s capabilities, network with appropriate individuals in this segment, present papers and develop business development strategies and plans
• Establishing high-wide-deep relationships at targeted customers to gain greater understanding of stated and unstated needs and business strategies.
• Identifying opportunities where Trelleborg’s capabilities could benefit target customers, leveraging Trelleborg resources to present a business case to those customers and establishing a pipeline of attractive opportunities. This includes leading conversations with customers of a commercial nature and establishing contracts as appropriate.
• Partner closely with customer and Trelleborg’s production facilities to effectively meet customer needs. This includes leading project meetings and being accountable for providing solutions to customer challenges.
• Proactively working with operations and customer service to respond to complex customer inquiries; to deliver timely quotations, to negotiate prices and delivery times and to resolve customer complaints.
• Establishing and building sustainable, collaborative relationships with the support teams (marketing, customer service, operations, NPD, etc.) to conduct joint customer visits and ensure best-in-class fulfillment of customer needs and completion of customer projects.
• Utilizes customer relationship software to establish a selling team, account plans, documented pipeline, and sales excellence tools, to ensure full transparency of the customer account and activities for the team to support customer development activities.

Education and Experience

• At least 5-7 years experience with building a sales territory in a B2B corporate selling role. This includes identifying target customers, prospecting those customers and networking within customers (including virtual networking) to establish a commercial relationship and build a pipeline of opportunities.
• (Bio)Pharmaceutical Equipment B2B selling experience strongly preferred
• Minimum of 4 Year College degree. (LifeSciences or Engineering preferred)
• Strong technical aptitude required. Must be able to represent Trelleborg’s technical capabilities to customers and partner with Trelleborg’s technical experts in the selling process.
• Must be able to read and understand technical prints and specifications
• Strong knowledge of business to business sales and marketing practices
• Knowledge of plastic/ silicone /elastomer products is beneficial
• Familiarity with ISO 13485 and FDA quality requirements is beneficial

Competencies

• Excellent customer focus and understanding of total customer satisfaction
• Proactive and works with the right sense of urgency: Response times, flexibility and accuracy
• Ability to build a pipeline of opportunities
• Strong business sales and marketing strategies
• Technical aptitude
• Account management
• Project leadership
• Ability to work independently as well as in a team environment
• Excellent written and verbal communication skills as well as people and relationship building skills
• Strong organizational skills with the ability to mulit-task with attention to detail and accuracy
• Strong analytical, decision making and problem solving skills
• Innovative, self-starter who seeks solutions
• Maintains a professional attitude and appearance at all times
• Customer driven with a positive, professional, can-do attitude
• Ability to develop relationships at all levels of large drug and device OEM’s
• Strong business development skills

Travel Requirements

• This position covers the whole North American geography. Global coordination of target customers as necessary.
• Travel requirements (including overnight travel) will be approximately 50% of work time. Travel will primarily be national, but occasionally include international requirements for customer visits, business meetings, and trainings.
• New England (MA, NY, NJ, CT) preferred geography. MN and CA also considered.

Compensation

• $130,000 - $155,000 base salary dependent on experience and location
• Commission
• Short Term Incentive