Note: The job is a remote job and is open to candidates in USA. Ellab is an industry provider of validation, calibration, monitoring, and related products and services. The Business Development Manager will generate incremental revenue by developing new customer relationships, penetrating strategic accounts, identifying market opportunities, and leading opportunities from prospecting through close across an assigned territory.
Responsibilities
- Identify, qualify, develop, and convert new business opportunities within pharmaceutical, biotechnology, medical device, healthcare, food, and other regulated industries
- Build a consistent pipeline of qualified new business opportunities through proactive prospecting, networking, referrals, industry events, market research, and targeted account development
- Identify geographic, customer, application, and market whitespace where Ellab has limited or no current penetration
- Develop new customer relationships and introduce Ellab's broader portfolio of products and services
- Identify opportunities within existing enterprise customers where Ellab has limited penetration across sites, departments, service lines, or product categories
- Pursue strategic new-site and multi-site opportunities in coordination with Regional Sales leadership and existing account owners
- Maintain an active presence within the assigned market through customer visits, networking, conferences, trade shows, and industry events
- Develop and execute an individual business development plan aligned with Regional Sales leadership's territory strategy and revenue objectives
- Establish target account lists based on market opportunity, customer potential, strategic importance, and Ellab's existing market presence
- Develop account penetration strategies for targeted new and underdeveloped customers
- Prioritize business development activity based on revenue potential, strategic value, likelihood of conversion, and available organizational capacity
- Identify emerging market opportunities that could support future growth across Ellab's products and services
- Lead assigned business development opportunities from initial prospecting through qualification, solution development, proposal, negotiation, and successful close
- Conduct discovery meetings to understand customer business needs, technical requirements, project timelines, compliance requirements, and purchasing processes
- Coordinate with technical subject matter experts and operational teams to develop solutions that meet customer requirements
- Prepare or coordinate accurate quotations, proposals, presentations, and commercial documentation
- Establish appropriate customer expectations regarding scope, timelines, deliverables, and implementation requirements
- Maintain regular communication with prospects throughout the sales process
- Negotiate opportunities within established commercial and pricing authority
- Engage Regional Sales leadership when opportunities require pricing exceptions, strategic commercial decisions, significant resource commitments, or executive involvement
- Support the successful transition of closed opportunities from Sales to Operations and Service delivery teams
- Identify space within existing strategic accounts where Ellab has opportunities to expand its relationship
- Introduce customers to relevant capabilities across Ellab's portfolio, including, Validation Services, Calibration Services, Monitoring, Rental Solutions, Aftermarket and Service Programs, and other applicable products and service
- Identify opportunities to expand relationships from individual customer sites into additional departments, facilities, regions, or enterprise-level relationships
- Partner with the existing account owner and Regional Sales Director when developing opportunities within established customer accounts
- Maintain clear communication regarding customer activity to avoid conflicting ownership or customer engagement
Skills
- • Bachelors degree in sales/marketing or science related field
- • 3+ years of sales experience in pharmaceutical, biotechnology, medical device, healthcare, food, and other regulated industries
- • Demonstrated ability to identify, develop, and close new business opportunities
- • Operational efficiency and process optimization
- • Financial acumen (budgeting, forecasting and analysis)
- • Excellent communication and interpersonal skills
- • Strong organizational and time management skills
- • Travel Required 50% of the time
- • Experience in ISO and/or FDA regulated industry preferred
- • Customer Relationship Management (CRM) software proficiency (Salesforce highly preferred)
Benefits
- 2 weeks of vacation (3 weeks at your 5yr. & 4 weeks at your 10yr. anniversaries)
- 2 weeks of sick time
- 10 Company Holidays
- A 1-week winter shutdown
- 401(k) match of $1 for $1 up to 4%
- Comprehensive benefits package including medical, dental, vision, short-term and long-term disability, life insurance, and critical illness coverage
- 6 weeks of parental leave
Company Overview