Business Development - Lab Submitted
Corporate Job Title
Business Development - Lab Submitted, North America
Reporting Relationship
Director of Corporate Strategy & Marketing
Position Summary
The Business Development - Lab Submitted position will be a key player in driving revenue growth for the company by strategically building and managing relationships with both existing and new clients in the testing, inspection and certification (TIC) industry. The role emphasizes consultative selling, working closely with clients to understand their testing needs and positioning tailored laboratory solutions that deliver value, efficiency, and compliance. Success in this role will come from building strong, long-term client relationships, increasing share of wallet from existing accounts, and penetrating new markets aligned with our current and future lab capabilities. The ideal candidate brings a strong business development mindset, proven experience in technical and service-based selling, and a deep understanding of laboratory-driven revenue streams, with a results-oriented approach to account acquisition, growth and customer satisfaction.
Key Responsibilities
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable Accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.
- Client Relationship Management and Retention:
- Develop account strategies that focus on expanding revenue streams from existing clients through up-selling, cross-selling, and maximizing contract value.
- Engage regularly with key stakeholders to understand evolving client needs, ensuring alignment with company capabilities and services.
- Serve as the primary point of contact for key clients, handling escalations, resolving issues, and ensuring seamless service delivery.
- Lead business development efforts by identifying and exploring new opportunities within the TIC market for your assigned region and accounts.
- Develop and deliver targeted business development initiatives to win new clients, including crafting proposals, leading presentations, and negotiating contracts.
- Conduct market research to assess competitors, industry shifts, and potential areas for growth within the oil and gas vertical.
- Develop and execute account and region-specific strategies aimed at increasing revenue, improving profitability, and ensuring the long-term growth of client relationships.
- Create detailed plans and forecasts for revenue, with clear goals and objectives, to track account performance and business development progress.
- Analyze market dynamics and competitor activity to refine business development strategies and increase competitive advantage.
- Cross-functional Collaboration:
- Work closely with internal teams, including lab personnel and senior management, to ensure smooth execution of contracts and agreements.
- Leverage cross-functional teams to deliver on business development strategies, ensuring the seamless execution of client solutions that meet both immediate and long-term business needs.
- Partner with marketing teams to create relevant messaging and campaigns that resonate with target clients.
- Negotiations and Contract Management:
- Lead negotiations with key clients, ensuring mutually beneficial terms that maximize value for both the client and the company.
- Oversee the preparation and execution of contracts and agreements, ensuring compliance with all legal and regulatory requirements.
- Ensure that all project timelines, budgets, and deliverables align with client expectations.
- Performance Monitoring and Reporting:
- Track and report on key performance indicators (KPIs) related to revenue generation, client satisfaction, and business development goals.
- Prepare and deliver regular reports to senior management, highlighting account progress, challenges, and growth opportunities.
- Regularly update CRM systems to ensure client information and opportunities are accurately tracked.
- All other job duties as defined.
Minimum Requirements
- Bachelor's degree in business, chemistry, or a related field.
- Minimum of 5-7 years in business development, sales, or key account management, preferably within the certification, inspection, or testing industry or a related technical field.
- Proven track record of meeting and exceeding sales targets, with strong prospecting and lead conversion skills.
- Demonstrated ability to develop trusted relationships with stakeholders at all levels.
- Familiarity with the certification, inspection, and testing sector is highly advantageous.
- Excellent communication and interpersonal skills, with the ability to build relationships at all levels.
- Strategic thinking with a proactive and results-oriented mindset.
- Proficiency in CRM software and sales analytics tools.
- A self-starter with a hunter mentality and relentless drive to win new business.
- Strong interpersonal skills with a passion for creating and sustaining meaningful client partnerships.
- Ability to thrive in a fast-paced, competitive environment with minimal supervision.
- Ability to acquire TWIC Card
Fitness for Duty - Physical Demands
- Frequent travel required to meet with clients, visit project sites, and attend industry events. Travel may account for up to 40% of the role.
- Ability to visit operational and field locations, which may require physical activity such as walking, standing, or climbing in certain environments.
- Ability to work in a fast-paced environment, handle multiple priorities, and meet tight deadlines.
- Flexibility to work beyond standard office hours to accommodate client schedules and international time zones.
- Must be able to lift and carry up to 25 pounds, as some materials may need to be moved during events or presentations.
