The Opportunity:In this role, you will be reporting to the Vice President of Customer Development. A Business Development Manager, Equipment Services North America, is responsible for driving the growth and development of Equipment and Instrumentation Services across North America. This role oversees the equipment services portfolio for VWR, including creating new service offerings, refining business processes, and ensuring effective territory management. Responsible for achieving sales, profit, and expense objectives within a multi-million-dollar territory, the Business Development Manager develops and executes strategies to expand value-added services within existing accounts while supporting initiatives to acquire new customers. The role works closely with key stakeholders within customer organizations, as well as Avantor/VWR Services Managers, Leadership, Operations, and Field Sales teams to understand current and future service needs. In addition, the Business Development Manager collaborates with global Equipment Services teams and external strategic partners to identify, develop, and implement new service opportunities, strengthen customer relationships, and drive continued growth of the Equipment and Instrumentation Services business. Responsible for executing strategies set by VWR leadership
As a result, 40% of travel is required to Customer locations and various VWR facilities.
Benefits:
- Health and Wellness: Medical, Dental, Vision, and Wellness programs (eligible for medical coverage on day 1)
- Time Off: Paid Time Off (PTO), Company paid holidays, Choice holidays, etc.
- Financial Well-Being: Spending Accounts: Flexible Spending Account (FSA), Health Savings Accounts (HSA), commuter benefits, 401(k), tuition assistance, employee stock purchase plan discount
- Added Protection Coverage: To include critical illness, hospital indemnity, accident, legal, identity theft protection, pet, auto, and home insurance.
- Recognition: Celebrate your peers and earn points to redeem on gifts and products
What we27re looking for
- Education: Bachelor of Arts or Bachelor of Science in business, or a science-related field is required
- Experience: 5+ years of progressive experience within engineering, pharmaceutical, equipment management, or a related field required
- 2+ years of supervisory or management experience, including oversight of direct reports and team performance, also required
- Successful sales experience preferred
- Understanding of industry regulations for IQ/OQ/PQ as well as GMP compliance
- LEAN Certification and experience implementing such methodologies is a plus
- Prior experience in project management of a corporate-wide initiative preferred
- Experience in establishing high-level customer relationships
- Ability to sell at the C-suite level and have strong presentation skills
KNOWLEDGE SKILLS AND ABILITIES (Those necessary to perform the job competently)
- Comprehensive experience with Project Management, such as PMP certification
- Strong negotiation, communication (written and verbal), and presentation skills; Proven ability to interface successfully within all levels of an organization
- Ability to self-manage, self-motivate, and display forward-thinking; must be able to multitask
- Good coaching, problem-solving, troubleshooting, and conflict resolution skills
- Working knowledge and understanding offinance tools
- Proficient in Microsoft applications for business
- Ability to positively influence others; ability to react to customer paradigm shifts
How you will thrive and create an impact
Avantor27s Lab and Production Services team is a crucial part of the Avantor Services group serving over 500 customers in biopharma, pharmaceutical, educational, industrial, and high-tech industries with customizable, flexible solutions and end-to-end laboratory operations support.
In this role you will:
- Demonstrate a clear understanding of the definition of Equipment and Instrumentation Services.
- Selling Equipment and Instrumentation Services to clients
- Seeks out business opportunities with Avantor Services Onsite Management and Field Sales Teams
- Develops programs and executes corporate strategies to motivate the sales force and stimulate sales of equipment services to new and existing customers with a focus on capturing margin.
- Develops relationships in the US with selected strategic service partners (external companies) and develops service agreements with key service providers
- Supports RFI/RFP/RFQ responses for equipment services aspects in North America territory; hereby closely coordinates with all involved VWR internal teams as well as external partners
- Develops and maintains successful customer and supplier relations.
- Develops and delivers internal and external presentations to customers, internal sales support teams, VWR Services partners, external service providers, and related departments that demonstrate actions to achieve goals, solve problems, or meet real customer business needs.
- Identifies new service opportunities and develops requirements, business cases, presentations, value propositions, tools, and implementation plans.
- Performs other functions commensurate with the job, as needed.
- Experience managing equipment and instrumentation services teams
Disclaimer:The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.
