Business Development Manager - Life Sciences

The Business Development Manager (BDM) for Life Sciences is responsible for increasing revenue in the Life Science Optics relevant components business and providing feedback to Edmund Optics (EO) product and engineering groups on how to expand the Life Science Optics relevant offering and capabilities. The BDM is responsible for developing and executing on business plans related to Life Science Optics related product growth and development efforts. This multifaceted position includes networking with industry leaders, researching industry events, and publications to align our product development with EO's customer needs. The BDM will work closely with other functional areas including the business lines, product line management, marketing, and engineering to develop objectives, presentations and sales collateral for new product initiatives in this space. New England/greater Boston area preferred.

Market Expertise and Awareness:

Identify and lead strategic engagement with customers on products, markets, and applications that align with Life Science Optics related product line roadmaps. This includes supporting New Product Introduction (NPI) and Voice of Customer (VOC) processes by teaming with business line leads, product line managers, and customer success to develop target opportunities and deploy a campaign around new business opportunity development.
• Understand and model the market environment now and in the future, including stakeholders that influence the industry: competition, suppliers, customers, regulation bodies, competitive technologies, and industry associations
• Establish EO as key stakeholder ("Trusted supplier") in the Life Sciences industry
  • Coordinate and contribute technical content to support sales and marketing campaigns
  • Train internal colleagues and external customers

Sales Development and Opportunity Creation:

• Develop strategic positioning by understanding Life Science customer needs, goals, and risk profiles, and their fit within EO's value proposition.
• Develop and execute on strategic business plans with a focus on long-term product revenue growth and product line advancement around Life Science Optics relevant components and applications.
• Monitor and manage the funnel of opportunities for Life Science Optics.
• Provide technical and selling expertise at target Life Science customers to "overservice" both existing and developing business, and to deepen relationships with strategic customers, with the goal of creating new Life Science Optics related opportunities.
• Identify and prioritize relevant strategic Life Science customers, partnerships, and opportunities
  • Evaluate new opportunities to ensure alignment with EO strategy and corporate vision
  • Pro-actively engage with regional field sales to organize visits
  • Provide support to regional field sales force for high level presentations/negotiations
  • Grow revenue via strategic account development and partnerships.
• Develop and implement specific sales growth strategies and initiatives for assigned OEM accounts as defined by Leadership. Analyze industry and account trends. Prepare and present sales reports on territory/account progress toward over-arching growth goals.

Market-Informed Product and Capability Feedback:

• Identify and distill product and technology trends within Life Science Optics and its enabled applications to accelerate our product development. Partner with Business Line Leads and Product Line Managers in this respect.
• Network with industry leaders and key influencers to ensure that the EO product and technology roadmaps align with what is needed in the market.
  • Represent EO at major industry events: congresses, conventions, trade shows

General:

• Comply with federal, state, and company policies, procedures, and regulations

To perform this position successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Required Skills & Abilities:

• Product and technology knowledge around Life Science Optics relevant components and applications is a must
• Proven record of identifying opportunities leading to Life Science Optics related business.
• High level of personal initiative to find new opportunities for EO core products and capabilities.
• Strong communication and presentation skills to be seen as an authority in the optical component field.
• Strong analytical skills and creative thinking capabilities to understand how to convert a customer need to an optical/photonics solution.
• Strong negotiation skills resulting in demonstration of quick turnaround of customer projects.
• Willingness to work with many groups, across departments, and show strong team spirit
• Can manage heavy workload of multiple, concurrent projects and priorities at once
• Strong customer focus
• Comfortable in a matrix-managed organization
• Comfortable with all MS Office software
• U.S Citizenship or permanent residence required

Education/Experience:

Bachelor's Degree or higher in Engineering, Physics, or related technical field; minimum seven (7+) years of photonics industry a critical requirement. In addition, the person needs experience in business development or similar customer facing positions.

Physical Requirements:

Ability to travel up to 25% nationwide on a regular basis. Some overnight and international travel may be required. Work in office and/or lab setting.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Think you meet some of the requirements but not all? Studies have shown that women and people of color are less likely to apply to jobs for which they do not meet every qualification. If you see a role that interests you, we encourage you to apply, regardless of whether or not your experience is completely aligned with the job description. Edmund Optics is committed to becoming the most diverse, equitable, and inclusive workplace within the Optics and Photonics Industry and beyond. You may be a great candidate for this role or others within Edmund Optics.