Business Development Manager

Job Summary

The Director of Business Development is responsible for identifying and developing new business opportunities for J.T. Baker Plastics across all U.S customer segments. This individual will focus on identifying and advancing highly specialized OEM and custom opportunities for automation tips and high-throughput plates to achieve sales and profit performance goals.
- Major

**Responsibilities**:

- Develop a strategic growth plan for OEM (Original Equipment Manufacturer) and custom JT Baker robotic tips and plates.
- Build target list based on Avantor capabilities, and customer requirements, and conduct needs assessments to qualify and advance opportunities.
- Visit with and facilitate C-Suite level presentations to end customers and appropriate level decision-makers.
- Assess customer needs and technical specifications, and work with Avantor product engineering and manufacturing to build and propose custom robotics and plate solutions.
- Determine feasibility, prepare financial analyses, and present business cases for new opportunities.
- Manage the sales pipeline and develop and deliver proposals to customers for new business opportunities by illustrating Avantor’s value proposition as a lab robotics partner.
- Provide sales forecasting and manufacturing/ inventory planning guidance.
- Collaborate cross-functionally across Avantor with Commercial, Portfolio, Supply Chain, Finance, to advance opportunities, implement sales strategies, and achieve financial commitments.
- Build and sustain OEM relationships with customers and suppliers to ensure satisfaction, loyalty, profitability, and compliance.
- Work closely with Avantor Manufacturing and Portfolio on new product development (NPI), current product enhancement and product rationalization.
- Perform other duties as required and assigned.
- Qualifications
- 5-10 years’ experience in Sales and Portfolio management in the Life Sciences industry with a deep knowledge of the Diagnostics and Biopharmaceutical industries.
- Experience in and knowledge of the U.S. Lab Automation and Robotics industry
- Bachelor’s degree or equivalent/applicable experience; graduate degree a plus
- Experience assuming ownership for significant product responsibilities
- Experience in high level negotiation with customers
- Knowledge Skills and Abilities
- Self-starter able to handle multiple priorities simultaneously and meet sales targets and financial commitments.
- Highly motivated team player who can forge and foster customer relationships
- Ability to be flexible, and pivot quickly in a fast-paced environment and to work well under pressure
- Ability to negotiate complex agreements resulting in a “win-win.”
- Active listening skills and an ability to ask probing, open-ended questions to understand customer requirements
- Excellent communication skills both verbal and written with all levels of organization
- Success in delivering effective sales presentations and demonstrations.
- Knowledge and understanding of Customer Relationship Management (CRM) and selling tools and technologies.
- Strong demonstration of collaboration across all functions and levels within organization
- Ability to work independently and successfully manage time and territory
- Excellent analytical skills and ability to sell strategically within an account
- Ability to travel frequently, up to 75%
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