Business Development Manager - Equipment & Instrumentation Services (NA)
About The Position
The Business Development Manager is responsible for driving the growth and development of Equipment and Instrumentation Services across North America. Reporting to the Vice President of Customer Development, the role oversees VWR’s equipment services portfolio, including creating service offerings, refining business processes, and managing territories. The manager is accountable for sales, profit, and expense objectives within a multi-million-dollar territory and develops strategies to expand value-added services in existing accounts while supporting new-customer acquisition. The position executes strategies set by VWR leadership. The manager works with customer stakeholders, Avantor/VWR Services Managers, leadership, operations, and field sales teams to understand service needs. The role also collaborates with global Equipment Services teams and external strategic partners to identify and implement service opportunities, strengthen customer relationships, and grow the business. Travel to customer locations and VWR facilities is required 40% of the time. Avantor’s Lab and Production Services team serves more than 500 customers in biopharma, pharmaceutical, educational, industrial, and high-tech industries, providing customizable solutions and laboratory operations support.
Requirements
- Bachelor of Arts or Bachelor of Science in business or a science-related field.
- At least 5 years of progressive experience in engineering, pharmaceuticals, equipment management, or a related field.
- At least 2 years of supervisory or management experience, including oversight of direct reports and team performance.
- Understanding of industry regulations for IQ/OQ/PQ and GMP compliance.
- Experience establishing high-level customer relationships.
- Ability to sell at the C-suite level and strong presentation skills.
- Comprehensive project management experience, such as PMP certification.
- Strong negotiation, written and verbal communication, and presentation skills, with the ability to interface successfully across organizational levels.
- Ability to self-manage, self-motivate, think ahead, and multitask.
- Coaching, problem-solving, troubleshooting, and conflict-resolution skills.
- Working knowledge and understanding of finance tools.
- Proficiency with Microsoft business applications.
- Ability to positively influence others and respond to customer paradigm shifts.
- Experience managing equipment and instrumentation services teams.
Nice To Haves
- Successful sales experience.
- LEAN certification and experience implementing LEAN methodologies.
- Prior experience managing a corporate-wide initiative.
Responsibilities
- Drive growth and development of Equipment and Instrumentation Services across North America.
- Oversee the equipment services portfolio, create new service offerings, refine business processes, and ensure effective territory management.
- Achieve sales, profit, and expense objectives within a multi-million-dollar territory.
- Develop and execute strategies to expand value-added services in existing accounts and support new-customer acquisition.
- Execute strategies set by VWR leadership.
- Work with customer stakeholders and internal Services, leadership, operations, and field sales teams to understand current and future service needs.
- Collaborate with global Equipment Services teams and external strategic partners to identify, develop, and implement new service opportunities.
- Sell Equipment and Instrumentation Services to clients.
- Seek business opportunities with Avantor Services Onsite Management and Field Sales teams.
- Develop programs and execute corporate strategies to motivate the sales force and increase equipment services sales to new and existing customers, with a focus on margin.
- Develop relationships in the U.S. with selected strategic service partners and establish service agreements with key providers.
- Support RFI, RFP, and RFQ responses for equipment services in the North American territory, coordinating with internal teams and external partners.
- Develop and maintain successful customer and supplier relationships.
- Develop and deliver internal and external presentations to customers, sales support teams, service partners, providers, and related departments to achieve goals, solve problems, and address customer business needs.
- Identify new service opportunities and develop requirements, business cases, presentations, value propositions, tools, and implementation plans.
- Perform other functions commensurate with the role, as needed.
Benefits
- Medical, dental, vision, and wellness programs, with medical coverage eligibility on day one.
- Paid time off, company-paid holidays, and choice holidays.
- Flexible spending accounts and health savings accounts.
- Commuter benefits.
- 401(k).
- Tuition assistance.
- Employee stock purchase plan discount.
- Critical illness, hospital indemnity, and accident coverage.
- Legal and identity theft protection.
- Pet, auto, and home insurance.
- Peer recognition program with points redeemable for gifts and products.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
