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Sr. Business Development Manager

Company: Avantor
Location: Birmingham
Posted on: January 24, 2023

Job Description:

Job SummaryThe Sr. Business Development Manager is accountable for all selling activities for the Avantor Clinical Services commercial lab kitting services, from lead generation through close in an assigned territory or account portfolio. Kitting services are customized to meet specific customer needs requiring a consultative selling approach over a period of time. This role creates, maintains, and executes an agreed upon Sales Plan which will meet assigned goals and objectives related to revenue and gross margin growth outlined in our Internal Operating Plan (IOP). The Sr. Business Development Manager will work closely within their respective sales and support teams to ensure delivery of responsive service that meets client requirements, revenue and gross margin growth targets, and long-term client relationship development goals in line with the Avantor Clinical Services IOP. Client base is reference labs and specialty labs performing healthcare diagnostics.MAJOR JOB DUTIES AND RESPONSIBILITIES

  • Create, submit for management approval, and implement a written Business Development plan.
  • Develop attractive customer propositions based on their current and future needs.
  • Close and win business from both existing and new customers and business segments where long sales cycles are typical, and technical expertise is required.
  • Generate sales leads to maintain a short and long term pipeline, using multiple methods including, but not exclusively, outbound sales calls, trade show attendance and follow up, digital inbound leads, market intelligence data and knowledge, Avantor cross-functional relationships and face to face meetings
  • Be responsible for the submission of commercially viable proposals and quotations that are in line with or above company growth expectations, with the support of your line manager
  • Represent the company and present a professional image to customer to supply an outstanding image and impression of the company
  • Travel to visit customers, host customer visits and represent the company at trade shows
  • Prepare, draw insight and present within key accounts at face-to-face Quarterly Business Reviews to support current and future growth plans
  • Track and report progress against assigned objectives weekly to designated management personnel using salesforce.com or other systems/documents as needed
  • Timely and consistent updating of information in salesforce.com to ensure information is never more than a week old
  • Forecast monthly projected BD wins and business impact based on current pipeline analysis
  • Follow up with customers post sale in order to ensure customer satisfaction and appropriately transfer to post-sale customer service and project management teams
  • Build, maintain, expand and grow key customer relationships so that future growth opportunities can be closely aligned with customer requirements
  • Capture and document competitive sales tactics and submit relevant expanded service and/or program ideas that could generate new areas of interest for the Clinical Services business.
  • Capture competitor intelligence in the market place.
  • Be or become a subject matter expert in kitting regulations, temperature requirements and other technical expertise.
  • Understand and work within key sales and operations processes within Clinical Services
  • Be proactive in increasing your stakeholder network in the business to support the Clinical Services and wider Avantor growth targets
  • Perform other duties as assignedQUALIFICATIONS
    • Bachelor's degree or equivalent/applicable experience.
    • 5+ years of business development or similar experience where multiple people are involved in the purchasing decision and there is a solution based selling approach
    • A proven track record of verifiable sales success driving growth with a consultative, strategic selling approach
    • Business-to-business sales experience, with preference given to those with medical laboratory sales experience and/or logistics background.
    • Knowledge of effective business development approaches in the non-acute care, medical laboratory industry is preferred
    • Demonstrated capability to effectively utilize best in class selling processes and technology platformsKNOWLEDGE SKILLS AND ABILITIES
      • Excellent listening and communication skills, both verbal and written, in person and via Web meetings.
      • Excellent team interaction skills, routinely interacting with multiple contacts with customers and internal staff.
      • Ability to communicate efficiently and effectively with business owners and decision makers, over the phone, through email and in person
      • Ability to work in a fast-paced environment, prioritizing multiple and conflicting tasks
      • Ability to handle difficult situations and interactions with a focus on providing solutions
      • Ability to work independently and successfully manage time and assigned business accounts
      • Ability to understand individual customer operations
      • Excellent analytical skills and ability to sell strategically within an account
      • Ability to carry on a business conversation with business owners and decision makers
      • Demonstrates a high level of attention to detail
      • Willingness to travel to customer locations as needed
      • Excellent Microsoft Office skills (Word, Excel, etc.)
      • Previous work with salesforce.com an advantageENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT
        • Typically works in an office environment with adequate lighting and ventilation and a normal range of temperature and noise level.
        • Travel approximately up to 20% of the time with overnight travel.
        • Work assignments are diversified. Examples of past precedent are used to resolve work problems. New alternatives may be developed to resolve problems.
        • A frequent volume of work and deadlines impose strain on routine basis.
        • Minimal physical effort is required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically weigh less than 10 lbs.#LI-AMER #LI-RemoteDISCLAIMER:
          The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.
          Avantor is proud to be an equal opportunity employer.EEO Statement:We are an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state/province, or local law. If you need a reasonable accommodation for any part of the employment process, please contact us by email at recruiting@avantorsciences.com and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.For more information about equal employment opportunity protections, please view the Equal Employment Opportunity is THE LAW Poster, EEO is the Law Poster Supplement, and Pay Transparency Non-Discrimination Provision using the links below.EEO is the LawOFCCP EEO SupplementPAY TRANSPARENCY NONDISCRIMINATION PROVISION3rd Party Non-Solicitation Policy:By submitting candidates without having been formally assigned on and contracted for a specific job requisition by Avantor, or by failing to comply with the Avantor recruitment process, you forfeit any fee on the submitted candidates, regardless of your usual terms and conditions. Avantor works with a preferred supplier list and will take the initiative to engage with recruitment agencies based on its needs and will not be accepting any form of solicitation.

Keywords: Avantor, Birmingham , Sr. Business Development Manager, Executive , Birmingham, Alabama

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