Business Development Manager
hace 4 semanas
Ecolab is the global leader in water, hygiene, and energy technologies and services. We provide comprehensive programs and services to various markets, including food, energy, healthcare, industrial, and hospitality, in over 160 countries.
We are seeking a Business Development Manager for our Life Sciences division, which offers dedicated programs for effective cleaning and disinfection in the Pharma industry. The successful candidate will be responsible for the profitable growth of sales by winning new customers in the fast-growing segment of Bio-decontamination, as well as building on existing and new customer relationships and expanding opportunities through new business.
Key Responsibilities:- Develop a Bioquell go-to-market strategy based on market intelligence and competitive landscape analysis.
- Build a strategic plan with inputs from the marketing team to create a sustainable foundation for future growth acceleration.
- Understand and communicate industry, regulatory changes, and trade implications.
- Monitor and update competitive activity, adjusting the approach to create the best possible outcome for the customer and our growth/profitability.
- Gain new customers and grow new business opportunities and the customer base.
- Drive profitable revenue growth through sales pipeline management with the CRM.
- Provide leadership and drive for the successful introduction of new and existing value-added products/programs and accountability to ensure budgeted goals are met with customers and distributors across the region.
- Attend and present at customer meetings, gaining credibility with key customer stakeholders in Engineering, Quality Assurance, Quality Control, Operations, and Production management.
- Build relationships and trust with customers, external thought leaders, industry partners, and internal stakeholders to win new business.
- Create lead generation for new opportunities and leverage sales experience to close new accounts with equipment sales, one-time bio-decontamination services, all the way up to annualized contracts for ongoing regularly scheduled service visits.
- Provide and/or coordinate access to technical support acting with all the relevant functions.
- Maintain close communication with all distributors, including time spent with them in the field from a coaching and management perspective.
- Establish efficient communication with other team members like Corporate Account Managers, Field Sales, and internal functions to meet customers' needs.
- Provide timely and accurate sales forecasts to inform management's strategic decision-making, and to reflect appropriate management of the territory and sales pipeline.
- Develop new channels, including OEMs, inside the territory.
- Attend Annual Business Reviews of all dealers, ensuring that account goals and objectives are identified and follow-up action plans are in place and tracked.
- Understand the profitability model for the Bio-decontamination service offering and work to improve profitability over time as the business increases.
- Reach and exceed the individual sales plan targets for the year.
- Manage significant deal volume and target account pipelines at or above target levels.
- Undergraduate degree in biology, science, engineering, chemistry, or a related field.
- 3-4 years of successful sales experience in the Life Sciences market.
- Expected to routinely travel nationally and internationally.
- Strong interpersonal, intercultural, and relationship skills.
- Fluent in Spanish and English, both oral and written.
- Experienced with customers in GMP Production.
- Three plus years of successful field technical sales experience in capital equipment to the Life Sciences market, delivering substantial growth in sales.
- Ability to make decisions in an ambiguous environment where there is not a clear-cut path.
- Ability to call throughout an entire organization up to executive level and pitch to senior level executives to generate new business.
- Strong ability to effectively communicate (verbally and in writing) and collaborate with internal and external stakeholders on an international and virtual basis.
- Analytical skills combined with an inquisitive nature, strong learning agility, and a proactive hands-on approach.
- Project management, organizational, and planning skills.
- Italian language is a plus.
Madrid, Spain
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