Business Development Manager - Clinical and Diagnostic

ZEISS Group•McCullom Lake, IL

36d•$116,000 - $145,000•Remote

About The Position

ZEISS is a company with over 179 years of history, pioneering science with cutting-edge technologies and continuous advancements. They operate in diverse segments including Industrial Quality & Research, Medical Technology, Consumer Markets, and Semiconductor Manufacturing Technology. ZEISS is a global company with over 42,000 employees worldwide, and over 4,000 in the US and Canada. They are seeking a highly motivated and results-oriented Business Development Manager (BDM) to drive market development and new opportunity generation for the ZEISS Research Microscopy, Clinical and Diagnostic Customer Segment and related subsectors. The BDM will identify market signals, engage customers to understand their needs, assess competitive dynamics, and translate these insights into segment strategies, product positioning, sales enablement, and market-focused content. This role is crucial for developing and executing go-to-market strategies to grow opportunities, building customer and market understanding, identifying growth areas, developing value propositions and content, and enabling the sales organization. The BDM will collaborate with the North American Marketing Communications team, providing customer insights, subject-matter expertise, positioning, and core content. The position requires a strategic mindset, strong business acumen, excellent communication and marketing skills, and an understanding of customer personas, target markets, channel partners, the regulatory landscape (including FDA rules), and the competitive landscape. The BDM's conduct must always align with company guidelines and standards.

Requirements

Bachelor's degree in a relevant field (e.g., Life Sciences, or related). MBA or Ph.D. is a plus.
5+ years of experience in business development, marketing, or sales in industries related to routine or capital equipment for FDA regulated or similar spaces related to Clinical and Diagnostic equipment.
Proven experience in content development, digital marketing, or managing web platforms.
Strong knowledge of the market, channel partners, group purchasing organizations and contracts, customer buying journey, and competitive landscape within the Clinical and Diagnostic market.
Ability to integrate and synthesize technical information.
Excellent communication, presentation, and negotiation skills.
Self-motivated, with the ability to work independently and in a matrixed global organization.

Nice To Haves

MBA or Ph.D.

Responsibilities

Growth in the number and value of qualified opportunities within the North American Clinical and Diagnostic Customer Segment, measured by subsector and relevant product line.
Identification and development of new market opportunities, applications, partnerships, and customer use cases.
Quality and timely delivery of market intelligence, including customer insights, market trends, competitive analysis, and recommended commercial actions.
Development and adoption of differentiated product positioning, value propositions, and customer-facing content.
Customer and KOL engagement, including the quality and breadth of relationships across priority subsectors.
Community development: building ZEISS solution ecosystems within Clinical and Diagnostic networks and group purchasing organizations.
Competitive analysis reports.
Expense management.
Training & sales enablement initiatives (employees and customers).
Opportunity to Order Conversion across key subsectors (Clinical Routine, Clinical Diagnostics, Veterinary Diagnostics).
Monitor and interpret market signals, including customer needs, emerging applications, technology trends, regulatory developments, investment patterns, and competitive activity.
Engage potential and existing customers to understand their jobs to be done, workflows, pain points, decision criteria, purchasing processes, and unmet needs.
Maintain an evidence-based understanding of priority markets, customer segments, competitors, substitute technologies, and ZEISS’s relative position.
Build relationships with customers, key opinion leaders, industry organizations, channel partners, and group purchasing organizations.
Identify unmet market needs and portfolio gaps and communicate prioritized recommendations to regional and global stakeholders.
Develop and maintain the North American go-to-market strategy for the Clinical and Diagnostic Customer Segment and related subsectors.
Define and prioritize the subsectors, customer jobs to be done, applications, buyer personas, target customers, and assigned product lines with the greatest potential to drive growth within the segment.
Translate market and customer insights into actionable market-development plans with clear objectives, initiatives, timelines, and measures of success.
Develop opportunities across priority applications and assigned product lines, with the goal of increasing the number, quality, and value of opportunities within the segment.
Collaborate with Global Customer Segment counterparts to align strategies while representing North American market requirements.
Develop differentiated value propositions, positioning, messaging, and use-case narratives based on customer needs, competitive dynamics, and ZEISS portfolio strengths.
Create or serve as the subject-matter lead for market-, product- (assigned product lines), and application-focused content, including case studies, application notes, articles, customer testimonials, presentations, sales tools, and thought-leadership materials.
Collaborate with customers, KOLs, Sales, Applications, and Product Management to develop credible customer stories and market-relevant content.
Review relevant materials for technical accuracy, consistent product positioning, and compliance with applicable regulatory and FDA requirements.
Provide Marketing Communications with content priorities, target-audience insights, core messaging, and subject-matter expertise. Marketing Communications owns content production, website publishing, campaign execution, distribution, and reach.
Equip Sales with customer insights, segment knowledge, competitive guidance, objection-handling tools, value propositions, and relevant content.
Lead the market-readiness components of new product launches, including market assessment, target-customer definition, positioning, content requirements, and sales training.
Provide the strategic inputs for targeted campaigns and collaborate with Marketing Communications on their activation.
Represent ZEISS at selected customer meetings, conferences, trade shows, advisory discussions, and industry events to strengthen relationships, expand market knowledge, and generate opportunities.
Facilitate the exchange of market intelligence, customer feedback, competitive insights, and commercial success stories across cross-functional NA and global teams.
Monitor qualified opportunity development by segment, subsector, product line, source, and strategic initiative.
Evaluate the contribution of customer engagement, content, sales enablement, product launches, partnerships, and other market-development activities to commercial outcomes.
Partner with Marketing Communications to interpret campaign, content, website, audience, and channel-performance data.
Use performance data, customer feedback, and sales insights to refine market priorities, positioning, content, and go-to-market plans.
Provide regular business updates summarizing market developments, progress against objectives, commercial impact, lessons learned, and recommended actions.
Manage assigned budgets and expenses in accordance with company guidelines.