Business Development Manager

General Description:

This role has direct responsibility for driving profitable new business growth within the medical device industry and core target markets of Command Medical Products. The position is primarily responsible for identifying, developing and winning new-logo customers, while also managing and expanding a select portfolio of existing strategic accounts. Responsibilities include target-account development, outbound prospecting, opportunity qualification, consultative selling, proposal development, contract negotiation and receipt of purchase orders in accordance with Command policies and corporate goals.

Essential Job Functions:

1. Develop and execute target-account plans, identify prospective customers and successfully sell Command’s manufacturing services to meet or exceed organizational new-business goals.
2. Proactively generate qualified opportunities through outbound prospecting, industry relationships, referrals, trade shows, market research and direct engagement with customer decision-makers.
3. Lead the complete sales lifecycle from initial contact and qualification through needs discovery, proposal development, commercial negotiation, contract execution and receipt of purchase orders. Maintain personal ownership of the customer relationship and commercial outcome.
4. Build and maintain a healthy, well-qualified pipeline sufficient to achieve annual targets for new-logo wins, new business awards, annualized revenue and profitability.
5. Manage and grow a select portfolio of existing strategic accounts by developing strong relationships, understanding portfolio demands and customer NPD pipelines, identifying additional manufacturing opportunities and coordinating internal support for escalations and customer requests.
6. Assess new opportunities for strategic fit, technical feasibility, market competitiveness, revenue and profit potential, and required investment. Prepare and present professional proposals in collaboration with Engineering, Operations, Quality, Supply Chain and Finance.
7. Update and maintain CRM software with accurate customer contacts, opportunity stages, next actions, revenue potential, timing, probability and forecast assumptions. Prepare periodic reports relating to sales KPIs, pipeline, expenses and market conditions.
8. Collaborate with the Vice President of Global Business Development and Vice President of Sales Operations in developing and executing the organization’s overall commercial strategy.
9. Represent Command at customer meetings, trade shows, industry symposiums and other forums to generate leads, develop relationships, close business and promote the Command Medical brand.
10. Attend and participate in internal meetings and cross-functional teams to communicate customer needs, obtain approvals, resolve issues and maintain current knowledge of organizational capabilities, priorities and policies.
11. Travel to prospective customers, strategic accounts, suppliers and Command manufacturing facilities as required. Perform other related duties as assigned.

Required Education and Experience:

Minimum four-year college degree in business, engineering, life sciences or a related field.Three (3) to five (5) years of successful business development or technical sales experience within medical devices, life sciences, contract manufacturing or a comparable technical manufacturing field.Demonstrated success proactively generating and advancing new customer opportunities, rather than relying solely on existing accounts, assigned RFQs or inbound leads. Ability to manage consultative, technical sales cycles involving Engineering, Operations, Quality, Strategic Sourcing, Supply Chain and executive stakeholders. Strong prospecting, relationship-development, presentation, negotiation and written communication skills.

Preferred:

Existing relationships within medical device, biotech or life-science OEMs. Experience selling outsourced manufacturing services; engineering or technical background; Spanish-language proficiency.

Working Conditions:

This is a remote position based from the employee’s home office. The role requires frequent domestic and occasional international travel, averaging approximately 50% and periodically reaching up to 75% based on customer needs, industry events and business priorities. Travel may include overnight stays and occasional weekend travel. The employee must maintain a suitable remote working environment and be able to travel internationally as required.

Command Medical Products provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.