The Director, Business Development is responsible for revenue generation and account management. The Director, Business Development identifies opportunities for and closes on laser micro manufacturing services to medical device and diagnostics (aka life sciences) companies consistent with company objectives. This role will require close coordination and communication with the VP, Sales, Director of Marketing and Account Management, Account Managers, Lightspeed ADL Application Engineers and Managers, Finance, and various technical and operations managers in the company. The Director, Business Development will represent the company at trade shows, symposia, medical congresses, and other networking events.
- Identify and convert new business with medical device companies who will use Resonetics manufacturing and device development services.
- Effectively target and screen new opportunities to engage Resonetics’ Lightspeed Labs a best-in-class prototyping and process development business unit, with operations across multiple Resonetics sites in the U.S., Switzerland, and Israel.
- Identify, qualify, and win new business for Resonetics’ AGILE product development sites in New Hampshire, San Diego, and Montreal.
- Establish “production wins” by converting Lightspeed and AGILE projects to volume production as well as winning transfer production work from target accounts. Negotiate favorable pricing and terms and build true win-win relationships.
- Support existing life sciences accounts, providing outstanding relationship management to retain business and secure next generation work and other projects.
- Leverage the success from one account division to gain entry to another division and penetrate that business to identify new growth opportunities.
- Utilize planning tools and market intelligence to develop strategies and tactics to achieve sales objectives in a consistent fashion.
- Analyze bookings and backlog and participate fully in monthly and annual forecasting exercises to provide good visibility for capacity and financial planning.
- Establish pricing by working with relevant company personnel to establish price points that address specific customer’s needs while satisfying company objectives.
- Communicate with customers and a highly technical support staff to interact effectively in a technology-rich environment.
- Take a self-directed leadership role in the support and resolution of technical and business customer-related issues.
- Keep appropriate documentation (trip reports, expense reports, SalesForce CRM, various sales reports) current at all times.
- Represent the company professionally in all interactions and present capabilities and proposals in a knowledgeable and effective manner to earn the trust and respect of all stakeholders.
- Maintain current knowledge of relevant product/service offerings to offer technically accurate solutions to customers.
- Participate in selected conferences and exhibitions, network effectively to build brand awareness with targeted accounts and individuals.
- 8 + years’ experience selling products & components to medical device and/or diagnostics companies (OEMs) and/or 8+ years as a customer-facing applications engineer with a strong sales aptitude.
- Proven track record converting prospects into revenue generating accounts.
- S. degree favoring engineering, science or business management.
- Excellent verbal and written communication skills. Comfortable interacting with staff at all levels within the customer organization.
- A proactive mindset, outgoing personality and bias for action is required.
- Excellent negotiation and interpersonal skills; must deal with internal and external customers ethically and honestly.
- Familiarity with medical manufacturing, ISO and FDA quality system requirements.
- Ability to read engineering drawings and solid models and be credible in front of customers is required.
- Must be thorough and persistent with a strong work ethic, willing to work extra hours to meet customer needs and company objectives.
- Adept at being a strong customer advocate and building long-term relationships, while also keeping company’s needs front of mind
- Willing to travel in and outside the territory as needed, including to Resonetics’ facilities outside the U.S.
- Experience with component manufacturing in the medical device environment.
- Relationships with key customers and prospects in the territory.
- Quick thinking individual with a demonstrated capacity for multi-tasking.
Valid U.S. driving license and frequent travel via automobile and commercial flights.
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Limitations and Disclaimer: The above job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. Requirements are representative of minimum levels of knowledge, skills and/or abilities. To perform this job successfully, the employee must possess the abilities or aptitudes to perform each duty proficiently.