Business Development Manager - Equipment & Instrumentation Services (NA)

Avantor • USA-CT Remote, MA

10d • $97,500 - $156,975

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 the VWR equipment services portfolio, including developing new service offerings, refining business processes, and managing territories. The position is accountable for sales, profit, and expense objectives within a multi-million-dollar territory and executes strategies established by VWR leadership to expand value-added services in existing accounts and support new-customer acquisition.

The manager works with customer stakeholders, Avantor/VWR Services Managers, leadership, operations, and Field Sales teams to identify current and future service needs. The role also collaborates with global Equipment Services teams and external strategic partners to develop service opportunities, strengthen relationships, and grow the Equipment and Instrumentation Services business. Travel to customer locations and VWR facilities is required approximately 40% of the time.

Avantor’s Lab and Production Services team supports more than 500 customers in biopharma, pharmaceutical, educational, industrial, and high-tech industries with customizable solutions and end-to-end laboratory operations support.

Requirements

• Bachelor of Arts or Bachelor of Science degree 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; ability to interface successfully across all 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 in Microsoft business applications.
• Ability to positively influence others and respond to changes in customer paradigms.
• Ability to travel approximately 40% to customer locations and VWR facilities.

Nice To Haves

• Successful sales experience.
• LEAN certification and experience implementing LEAN methodologies.
• Prior project management experience with a corporate-wide initiative.
• Experience managing equipment and instrumentation services teams.
• PMP certification is presented as an example of comprehensive project management experience.

Responsibilities

• Demonstrate a clear understanding of Equipment and Instrumentation Services.
• 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 stimulate equipment services sales to new and existing customers, with a focus on capturing margin.
• Develop relationships in the United States with selected strategic external service partners and establish service agreements with key providers.
• Support equipment-services aspects of RFI, RFP, and RFQ responses in the North American territory, coordinating with internal VWR teams and external partners.
• Develop and maintain successful customer and supplier relationships.
• Develop and deliver internal and external presentations to customers, sales support teams, VWR Services partners, external service providers, and related departments to address goals, solve problems, and meet customer business needs.
• Identify new service opportunities and develop requirements, business cases, presentations, value propositions, tools, and implementation plans.
• Oversee the equipment services portfolio, including creating service offerings, refining business processes, and managing territories.
• Achieve sales, profit, and expense objectives within a multi-million-dollar territory.
• Develop and execute strategies to expand value-added services within existing accounts and support acquisition of new customers.
• Work with customer stakeholders and internal teams to understand current and future service needs.
• Collaborate with global Equipment Services teams and external strategic partners to identify and implement service opportunities.
• Perform other functions commensurate with the job, 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 Account (FSA) and Health Savings Account (HSA).
• Commuter benefits.
• 401(k).
• Tuition assistance.
• Employee stock purchase plan discount.
• Optional critical illness, hospital indemnity, accident, legal, identity theft protection, pet, auto, and home insurance coverage.
• Peer recognition program with points redeemable for gifts and products.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager