Job Title: Director, Business Development, IVD Services

Reports To: Sr. Director, Business Development

Group/Division: SDG/CDD

Career Band: 9

Job Track: Professional

Position Location: USA near Major Hub Airport (East of the Mississippi)

Day/Shift (if applicable): Day

FLSA Status (Exempt/Non-Exempt): Exempt

Location/Division Specific Information

Clinical Diagnostics In Vitro Diagnostic Services (IVDS) is part of the Clinical Diagnostics Division (CDD). The IVDS business is responsible for the development and manufacturing of a wide range of client services, diagnostic reagents, assays, and laboratory automation & analyzers. The primary business is in the provision of products and services that are developed and manufactured on a contract or OEM basis for leading global in vitro diagnostic companies. CDD currently employs more than 2200 employees located globally, within our business & manufacturing locations based in Virginia, Northern California, China, Germany, and Finland.

How will you make an impact?

The Director of Business Development is responsible for the development of new business relationships as well as the management of a portfolio of existing B2B customers. The role includes responsibilities for the identification, qualification, quantification, and acquisition of business with new partners as well as the growth of share of wallet within existing accounts. Within existing business partnerships, the role includes responsibility for continuously expanding the network of key contacts, establishing frequent contact with key decision- makers and expanding the network to reach previously untapped areas within the partner’s business.

With a combination of both existing and new customers, this position is expected to create a pipeline of new business opportunities, and to prioritize those opportunities to bring new business to Clinical Diagnostics IVD Services .The position may be based remotely, but would require frequent travel. Expected travel is approximately 50%.

What will you do?

• Manage existing business and customer relationships while building a new business pipeline for OEM/Contract Manufacturing business portfolio for Clinical Diagnostics IVD Services.
• Drive key customer management activities including maintaining, building and continually expanding key contacts with decision makers and influencers at all management levels within our existing customers and prospects.
• Leverage knowledge of IVD industry, trends and internal manufacturing competencies/capabilities to identify and pursue potential new partners (prospecting).
• Manage new business acquisition from proposals development and pricing negotiation through contract negotiation and close
• Manage a Key Account Manager responsible for the routine, operational management of customer relationships
• Support Key Account Manager to ensure timely responses to all customer inquiries. Manage quotation process and ensure all RFQ deadlines are met.
• Lead business case development and justification to determine the merits and prioritization (e.g. profitability, strategic fit/interest, capacity, and resource utilization) of business opportunities.
• Monitor and communicate industry trends relevant to strategic marketing and emerging business opportunities.
• Prepare and deliver business/technical/capability presentations.
• Key participant in the development and implementation of a IVD Services strategic planning and project prioritization.

• How will you get here?

• B.S. Degree in Scientific Field or Business
• Advanced degree preferred or Professional certifications with management in a Diagnostic or related industry
• 10-15 years total prior experience; minimum of 5 years in Management with experience in IVD Industry.
• 5-10 years Sales, Business Development, Strategic Marketing or National/Corporate accounts with track record of identifying prospects, progressing, and close new agreements

• Must Have - Knowledge, Skills, Abilities

• Proven commercial effectiveness (experience of selling at Executive /C-Suite level)
• Proven track record in Strategic Account Management
• Drive for results
• Coaching and Leadership skills
• Financial & business acumen to understand key operational components/drivers and assesses opportunity attractiveness (IRR/ROI/NPV)
• Demonstrated ability to develop and negotiate complex, multiyear supply agreements with partners
• Marketing acumen to perform market landscaping, customer segmentation and develop/quantify clear value proposition and messaging for services product offering
• Familiarity with Operations, Supply Chain, and Project Management