Novaspect, Inc., an Emerson Impact Partner and Digital Transformation Solutions provider, is currently offering an opportunity for a Life Sciences Business Development Executive to be part of our Process Systems & Solutions business unit. This proactive sales role will focus on building our Life Science business by engaging with stakeholders at Customer Plant Sites, Corporate Offices, EPC's, General Contractors, Engineering Firms OEM's, and Technology Solutions Providers, while coordinating with our Principals and Emerson Impact Partners.
As an Automation and Digital Transformation solutions provider, we partner with clients to achieve new levels of performance by enhancing operator experience, control performance, and digital transformation. Our solutions can remove waste/inefficiencies, connect teams, optimize scheduling, and transform data into actionable insights to improve our client's business results. The effective Business Development Executive will understand the clients' business, Novaspect offerings, how they can be applied to help them operate with certainty, and communicate the value effectively to the client.
The desired Business Development Executive has experience selling automation and digitalization solutions at the Site and Enterprise level across multiple Life Sciences domains. To do this, the candidate should have a solid understanding of the regulatory requirements of the industry. The Business Development Executive should act as a partner whose expertise and experience in Life Sciences can help the client increase production, ensure safety, improve reliability, improve quality, and improve sustainability to win mutually beneficial solutions.
Business Development Executive, Life Sciences Essential Duties and Responsibilities: Understanding the Customer
- Maintain a high degree of Life Science industry knowledge and awareness, including trends, technology advancement, and significant accomplishments by others in the business, state of the competition, significant events related to our business and our clients' business.
- Maintain a thorough understanding of the client's business, including their products and processes, markets served, key customers, industry dynamics that affect their business and events that influence their profitability.
- Identify, establish, and maintain multi-threaded business relationships at the Site and Enterprise level with stakeholders including management level final decision makers, managers, leaders, engineers, maintenance team, and operations as appropriate.
- Identify the customer's Critical Success Factors (CSF), Key Performance Indicators (KPI), and key initiatives to support development of account plans, sales strategies, and investment justification.
Understanding Solutions and Portfolio
- Have a solid understanding of our broad portfolio of offerings including OT systems (DeltaV, Emerson MAS), Digital Transformation (Workflow, Data Management, and Data Analytics), and professional services offered to help our clients automate and digitalize Life Sciences manufacturing processes enabling them to operate with certainty.
- Develop the business-value messaging for solution alternatives in collaboration with Client Partners and engineering subject-matter experts.
- Quantify the value of our solutions in terms of client KPI's and build business justification for the investment in coordination with our client partners.
- Act as an initial scope architect for client-valued solutions.
Sales Strategy Planning & Sales Execution
- Engage in Territory and Account Planning to help identify targets sites, focus areas, and discovery to identify strong development opportunities.
- Touch Point Management Planning and engagement to build relationships and relevance with multi-threaded stakeholders
- Lead and develop opportunities collaboratively with our team, applying solution selling, while building strong client relationships. Travel to customer sites is required to be successful.
- Identify client issues, pains, problems, or opportunities, then perform an initial diagnosis to clarify requirements, potential solutions, and expected outcomes for clients leveraging our portfolio.
- Act as a consultant to assist in the client selection of the best alternative which should optimize the profit for both companies. Ensure that client objectives are met or exceeded with our proposed solutions.
- Effectively develop and communicate our value proposition of our solutions to clients.
- Develop and grow a sales funnel and work the opportunities to close new and expansion business to meet or exceed your sales goals.
Business Development Executive, Life Sciences Education and/or Experience:- Bachelor's degree in engineering, scientific, technical, or business discipline.
- Demonstrated Life Science Industry Experience and results working with or calling on Plant, OEM, Corporate Office, or Technology Providers, etc. - including upper-level management.
- Experience with automation and control system solutions (DCS, PLC, SCADA, Simulation, etc. )
- History of sales success with control systems or software for industry & enterprise
- Some experience working in a Life Sciences manufacturing environment or managing a Life Sciences manufacturing operation is desirable.
Business Development Executive, Life Sciences Additional Requirements: - Excellent communication skills - presentation, verbal, and written skills.
- Proficient with time management
- Understanding of Solution Selling concepts - experience with solution sales.
- Able to thrive with the long sales cycles associated with selling software solutions and software services.
- Travel to customer sites throughout Novaspect's territory, Novaspect branch offices, and other representative and factory sites as required.
- Strategic thinking and problem-solving to develop actionable team-oriented sales strategies.
- Manage across multiple divisions, companies, and organizations using influence management skills.
- Challenge assumptions while driving consensus.
- Proficient with Microsoft Office (Word, Excel, PowerPoint) and CRM (Salesforce)
- Financial analysis capabilities
- Experience with negotiation
- General appreciation of automation, digitalization, and analytics market, major players, competing products and current technology trends in Life Sciences including knowledge of typical Process Automation (PLC/DCS) solutions.
- Willingness to work the hours needed to meet customer requirements.
Business Development Executive, Life Sciences Physical Requirements:- Ability to work extended hours on a computer
- Ability to travel to customer sites
- Exposure to loud industrial plants
Business Development Executive, Life Sciences Salary:- Base Salary Range: $120,000-170,000
- Bonus Potential: 20%
- The final offer will be based on several factors, including, but not limited to the candidate's depth of experience, skill set, qualifications, and internal pay equity. Hiring at the top end of the range would not be typical, to allow for future meaningful salary growth in the position.
Business Development Executive, Life Sciences Location: This position is based out of our Schaumburg, Illinois office.
Business Development Executive, Life Sciences Benefits:Recognized with a Top Employee Benefit Plan Award, below you will find our outstanding total rewards package when you join our team including:
- Generous paid time off; starting at 15 vacation days, 10 holidays, and 10 days of Paid Sick & Safety Time (PSST)
- 401K with 6% company match
- Employee Stock Ownership Plan (ESOP)
- Excellent health & wellness benefits
- Student debt & tuition reimbursement
- Referral bonus
