Business Development Manager - Equipment & Instrumentation Services (NA)

Responsibilities

The Business Development Manager is responsible for driving the growth of equipment and instrumentation services across North America by developing and executing sales strategies. They collaborate with internal teams and external partners to identify new service opportunities, manage customer relationships, and ensure the achievement of sales and profit objectives.

Requirements

Candidates must hold a bachelor's degree in business or a science-related field and possess at least 5 years of experience in engineering, pharmaceutical, or equipment management. Additionally, 2 years of supervisory experience and a strong understanding of industry regulations like GMP and IQ/OQ/PQ are required.

Skills

• Business development
• Sales management
• Project management
• Strategic planning
• Negotiation
• Presentation skills
• Communication
• Problem solving
• Conflict resolution
• Coaching
• Financial analysis
• GMP compliance
• IQ/OQ/PQ
• Lean methodology
• Customer relationship management
• C-suite selling

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Wellness programs
• Paid time off
• Company paid holidays
• Flexible spending account
• Health savings account
• Commuter benefits
• 401(k)
• Tuition assistance
• Employee stock purchase plan
• Critical illness insurance
• Hospital indemnity insurance
• Accident insurance
• Legal insurance
• Identity theft protection
• Pet insurance
• Auto insurance
• Home insurance

About this role

The Opportunity:
In this role, you will be reporting to the Vice President of Customer Development. A Business Development Manager, Equipment Services North America, is responsible for driving the growth and development of Equipment and Instrumentation Services across North America. This role oversees the equipment services portfolio for VWR, including creating new service offerings, refining business processes, and ensuring effective territory management. Responsible for achieving sales, profit, and expense objectives within a multi-million-dollar territory, the Business Development Manager develops and executes strategies to expand value-added services within existing accounts while supporting initiatives to acquire new customers. The role works closely with key stakeholders within customer organizations, as well as Avantor/VWR Services Managers, Leadership, Operations, and Field Sales teams to understand current and future service needs. In addition, the Business Development Manager collaborates with global Equipment Services teams and external strategic partners to identify, develop, and implement new service opportunities, strengthen customer relationships, and drive continued growth of the Equipment and Instrumentation Services business. Responsible for executing strategies set by VWR leadership

As a result, 40% of travel is required to Customer locations and various VWR facilities.

Benefits:
Health and Wellness: Medical, Dental, Vision, and Wellness programs (eligible for medical coverage on day 1)
Time Off: Paid Time Off (PTO), Company paid holidays, Choice holidays, etc.
Financial Well-Being: Spending Accounts: Flexible Spending Account (FSA), Health Savings Accounts (HSA), commuter benefits, 401(k), tuition assistance, employee stock purchase plan discount
Added Protection Coverage: To include critical illness, hospital indemnity, accident, legal, identity theft protection, pet, auto, and home insurance.
Recognition: Celebrate your peers and earn points to redeem on gifts and products

What we’re looking for
Education: Bachelor of Arts or Bachelor of Science in business, or a science-related field is required
Experience: 5+ years of progressive experience within engineering, pharmaceutical, equipment management, or a related field required
2+ years of supervisory or management experience, including oversight of direct reports and team performance, also required
Successful sales experience preferred
Understanding of industry regulations for IQ/OQ/PQ as well as GMP compliance
LEAN Certification and experience implementing such methodologies is a plus
Prior experience in project management of a corporate-wide initiative preferred
Experience in establishing high-level customer relationships
Ability to sell at the C-suite level and have strong presentation skills

KNOWLEDGE SKILLS AND ABILITIES (Those necessary to perform the job competently)

Comprehensive experience with Project Management, such as PMP certification
Strong negotiation, communication (written and verbal), and presentation skills; Proven ability to interface successfully within all levels of an organization
Ability to self-manage, self-motivate, and display forward-thinking; must be able to multitask
Good coaching, problem-solving, troubleshooting, and conflict resolution skills
Working knowledge and understanding of finance tools
Proficient in Microsoft applications for business
Ability to positively influence others; ability to react to customer paradigm shifts

How you will thrive and create an impact
Avantor’s Lab and Production Services team is a crucial part of the Avantor Services group serving over 500 customers in biopharma, pharmaceutical, educational, industrial, and high-tech industries with customizable, flexible solutions and end-to-end laboratory operations support.

In this role you will:

Demonstrate a clear understanding of the definition of Equipment and Instrumentation Services.
Selling Equipment and Instrumentation Services to clients
Seeks out business opportunities with Avantor Services Onsite Management and Field Sales Teams
Develops programs and executes corporate strategies to motivate the sales force and stimulate sales of equipment services to new and existing customers with a focus on capturing margin.
Develops relationships in the US with selected strategic service partners (external companies) and develops service agreements with key service providers
Supports RFI/RFP/RFQ responses for equipment services aspects in North America territory; hereby closely coordinates with all involved VWR internal teams as well as external partners
Develops and maintains successful customer and supplier relations.
Develops and delivers internal and external presentations to customers, internal sales support teams, VWR Services partners, external service providers, and related departments that demonstrate actions to achieve goals, solve problems, or meet real customer business needs.
Identifies new service opportunities and develops requirements, business cases, presentations, value propositions, tools, and implementation plans.
Performs other functions commensurate with the job, as needed.
Experience managing equipment and instrumentation services teams
Disclaimer:
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position. Avantor is proud to be an equal opportunity employer.
Why Avantor?
Dare to go further in your career. Join our global team of 14,000+ associates whose passion for discovery and determination to overcome challenges relentlessly advances life-changing science.

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About Avantor

Chemical Manufacturing · 1,001-5,000 employees · headquartered in Carpinteria, CA