Business Development Manager Analytical

Title: Business Development Manager

Location: (Remote)

Business Development Manager - Analytical Northeast Region

Remote

We are looking for a Business Development Manager - Analytical Northeast Region in USA. Your mission will be to:

Purpose (Objective):

The incumbent is responsible for profitable revenue growth for Premier business in the assigned territory and will be a "hunter” to attain new business,

grow existing business and up sell through value added selling of Mérieux Nutrisciences total package of food safety services.

Main activities:

? Create a territory sales strategy to attain new Premier opportunities through prospecting, leveraging your network, targeting competition and

regaining lost business.

? Identify and grow existing accounts within assigned territory leveraging total package selling.

? Work with BDMs to define and execute sales strategy for specific segments within assigned territory.

? For acquired business, lead onboarding and introduction of appropriate teams CC, Labs, etc. for technical and day to day support.

? Maintain position as Sales Manager for new Services ops for new clients for the first rolling 12 months of business, including those sold in previous

FY through the full rolling 12 months. Lead the hand off to TAM 90 day before the end of rolling 12 months.

? Negotiate prices, increases and renewals with assigned accounts, and work with appropriate sales teams to provide accurate and complete

information to create quotes, agreements, renewals and RFPs. Conduct analyses for assigned accounts and direction for the larger sales team in the

negotiation of price decisions that support company objectives.

? Meet established quota numbers and performance expectations set with SVP Sales & Commercial Operations including but not limited to: IMPACT,

sales quota and individual sales metrics. Demonstrate documented growth within the segment that includes all MXNS services.

? Follow sales support processes, complete expected documentation such as CRM, call reports, jot forms, etc. and system updates as required.

Utilize sales support tools such as MyMXNS, Showpad, Qlik, Sales Navigator, Mintel, etc.

? Provide monthly, quarterly and annual updates to sales leaders on individual sales KPIs, growth, losses and percent to target as well as general

updates on assigned territory.

? Develop and maintain professional selling skills following the Sandler Training methodologies as well as technical expertise relating to food safety

and quality programs. Participate in the monthly sales conference calls and in divisional/national sales training events.

? Support corporate quality and continuous improvement process.

? Perform other related duties as needed.

At any time, the incumbent must behave and operate in an ethical and Code of Conduct compliant manner.

Communication: The main contacts with whom the position holder is repeatedly in contact with

Internal Interlocutors: The incumbent has frequent contact with laboratory directors and managers, customer care personnel, and technical directors to obtain service information for clients. Extensive collaboration and teamwork is required with other personnel in similar positions as well as with corporate groups including: Beyond Testing, marketing, IT and finance. Other Sales members, laboratory directors and customer care personnel must be kept informed of activities to ensure that client needs are met. The incumbent is expected to make suggestions regarding pricing, value added service opportunities and account management with Premier clients and National Accounts. The parameters of each situation will determine the guidelines for solving any

problems. Recommendations are made to the Division Vice President if a solution is not readily available.

External Interlocutors:

Frequent contact with potential and existing clients is required to perform position responsibilities. Excellent communication skills (written, verbal, online/offline) and a curious capable listener. Strong negotiator - able to create win/win scenarios.

YOUR PROFILE

Profile:

A broad knowledge of food safety programs and systems is necessary including environmental monitoring, finished product sampling, HACCP, food microbiology, food chemistry, and research capabilities. A thorough knowledge of food science typically obtained from a Bachelor's degree or from equal experience within the food testing industry is needed to be successful in this position. 2-5 years relevant work experience required, previous related sales experience would be an asset. A thorough knowledge of company procedures is essential to identify marketing opportunities and assure accurate client service. This position requires a familiarity with methods and current industry testing procedures for food microbiology and chemistry. A broad knowledge of technical sales techniques, Sandler/SPIN selling process and client service experience is required to increase new business and improve existing client relations.

Required skills:

General knowledge of personal computer operation is necessary to develop reports, assist clients and conduct analyses. This position requires strong interpersonal and written communication skills to interface with both clients and internal team members at all levels of seniority. The incumbent is seen as a resource to others within the local management team, sales specialists, key clients and Regional Sales Directors and Division Vice President. The incumbent must analyze current situations and determine the optimal course of action within guidelines set by leadership. Problems are unique to each situation and may require immediate action. Information must be accurate and current to provide quality service to the client. Resources may not be readily available and the incumbent must use their own expertise to address the problem. Resolutions of problems require extensive research and analysis of situations to avoid future occurrences. Little written policy is available for guidance.

Management (Size and characteristics of the team(s)):

None

The incumbent receives general direction from the Division Vice President and mentoring and direction from their Regional Sales Director. This individual is responsible for achieving specific goals established with the Regional Sales Director. Daily activities proceed at the discretion of the incumbent with occasional prioritizing and coaching by the Regional Sales Director.

Work Environment:

The incumbent works from their home office with proper lighting and temperature control. Occasional overnight auto and air travel is necessary for client visits and while visiting other laboratory locations. Manual dexterity is essential to create work products on the computer. Incumbent must be able to enter a variety of workplace environments to gain clients. Incumbent must work within the territory they will be servicing. Travel can be anywhere from 50-80% regionally.