Business Development Director – Dairy Segment

Neogen Corporation

4d•Remote

About The Position

The Business Development Director – Dairy Segment is responsible for owning the commercial strategy, growth agenda, and revenue performance across the Dairy segment, including both direct account revenue and broader market expansion initiatives. This role serves as the segment leader and growth architect, accountable for identifying, prioritizing, and executing strategic opportunities that accelerate revenue, expand market share, and strengthen competitive positioning. The Director will directly manage key enterprise accounts while simultaneously leading segment-level strategy, pipeline development, and cross-functional alignment.

Requirements

Bachelor’s degree in Food Science, Microbiology, Dairy Science, or related field (or equivalent experience)
8+ years of experience in food safety, diagnostics, or related industry, with a focus on Dairy preferred
Proven experience in business development, strategic account management, or segment leadership
Demonstrated success in managing complex, enterprise-level accounts and multi-site customers
Strong experience with CRM systems (Salesforce, MS Dynamics) and pipeline management

Nice To Haves

Strategic thinker with strong commercial acumen
Executive-level relationship management and influence
Advanced consultative and value-based selling expertise
Proven ability to develop and execute segment-level growth strategies
Strong pipeline management discipline and forecasting capability
Ability to lead cross-functional teams without direct authority
High degree of ownership, accountability, and independent judgment

Responsibilities

Own the end-to-end Dairy segment growth strategy, including market prioritization, account segmentation, and revenue targets.
Identify and activate strategic growth vectors (e.g., enterprise accounts, channel expansion, new applications).
Develop and execute multi-year segment plans aligned to company growth objectives.
Deliver clear visibility to leadership on segment performance, pipeline health, and forecast accuracy.
Personally manage and grow select strategic Dairy accounts, serving as executive sponsor and primary relationship owner.
Develop account-specific growth strategies, including whitespace identification, cross-sell, and expansion pathways.
Lead executive-level customer engagement to align on priorities, demonstrate value, and secure long-term partnerships.
Deliver Quarterly Business Reviews (QBRs) focused on ROI, performance, and future growth opportunities.
Build and maintain a robust, forward-looking pipeline to support segment growth objectives.
Identify and qualify high-impact opportunities, including new logos, strategic partnerships, and emerging market needs.
Lead early-stage engagement and solution development, positioning differentiated value to secure competitive advantage.
Apply structured go / no-go qualification frameworks to ensure disciplined resource allocation.
Lead the end-to-end sales cycle for strategic opportunities, including deal strategy, negotiation, and close.
Ensure pipeline rigor, stage integrity, and forecast reliability across both personal accounts and segment activity.
Drive accountability to pipeline coverage, win rates, and conversion metrics.
Continuously refine sales strategy based on performance insights and market feedback.
Align Sales, Marketing, Technical Services, and Operations to deliver coordinated, segment-specific execution.
Lead deployment of targeted campaigns, product initiatives, and customer programs within the Dairy segment.
Influence internal stakeholders to ensure prioritization of key accounts and strategic opportunities.
Drive consistency in value messaging and commercial execution across the segment.
Serve as the internal subject matter expert for the Dairy segment, including customer needs, regulatory drivers, and industry trends.
Analyze competitive dynamics and develop strategies to win, defend, and expand market position.
Translate market intelligence into actionable insights for product, marketing, and commercial strategy.