Do you have a passion for helping bring innovative medical devices and drug delivery products to market that improve patients' lives? Sanner America (formerly Gilero) is seeking an experienced
Business Development Manager to identify, develop and win new business opportunities, driving the growth of our Contract Development and Manufacturing (CDMO) services. This is a highly visible, customer-facing role focused on building strong relationships with prospective and existing customers and converting opportunities into sustainable, profitable growth.
The territory would be Southeast/East Coast and can be fully-remote based in the territory.This role is ideally suited to an experienced
hunter with a proven track record of winning new business across medical device engineering, product development, contract manufacturing, kitting or packaging services within the healthcare sector. You will understand the complexities of medical device development and manufacturing and have the ability to build strong client relationships that translate into repeat business and long-term strategic partnerships.
As a key member of our commercial team, you will be responsible for generating new business opportunities, developing a robust and qualified sales pipeline, managing opportunities through Salesforce, and partnering with cross-functional teams to deliver an exceptional customer experience from initial engagement through contract award and into commercial production..
If you thrive in a fast-paced, entrepreneurial environment and enjoy helping customers solve complex engineering and manufacturing challenges, we'd love to meet you.
Key Responsibilities:Business Development & Sales- Develop and execute a strategic territory business plan to achieve and exceed annual revenue and profitability objectives.
- Proactively generate new-logo opportunities through targeted outbound prospecting, networking, referrals, industry events and other business development activities.
- Prospect, cultivate, and convert opportunities with medical devices, diagnostics, combination products, and drug delivery companies.
- Maintain sufficient qualified pipeline coverage to support achievement of annual and long-term revenue targets, with disciplined qualification and prioritization of opportunities based on strategic fit, probability of conversion, revenue potential and profitability.
- Identify and develop opportunities across the full product lifecycle, with a focus on converting early-stage engineering and development engagements into long-term commercial manufacturing relationships.
- Grow existing customer relationships while expanding business within key strategic accounts.
- Build relationships across customer organizations, including Engineering, R&D, Operations, Procurement, Quality, Supply Chain and executive decision-makers, developing multiple points of engagement within strategic accounts.
- Lead the entire sales process from initial prospecting and qualification through solution development, proposal, pricing, commercial negotiation, contract execution and successful handover to Operations.
- Identify opportunities for cross-selling engineering, design & development, testing, regulatory, and contract manufacturing capabilities.
- Provide market and competitive intelligence, including customer needs, competitor positioning, pricing trends and emerging market opportunities, to support commercial strategy.
Customer Relationship Management- Deliver an exceptional customer experience by understanding customer objectives and aligning Sanner America's solutions to meet their technical and business needs.
- Conduct regular in-person customer visits, executive meetings, facility tours, and technical reviews.
- Build long-term partnerships that drive repeat business and customer loyalty.
- Serve as the voice of the customer internally, collaborating closely with Engineering, Project Management, Manufacturing, and Executive Leadership.
Pipeline & CRM Management- Maintain accurate forecasting, pipeline management, and opportunity tracking using Salesforce CRM.
- Ensure all customer interactions, opportunities, activities, and account plans are documented and current in Salesforce.
- Monitor sales metrics, forecast revenue, and provide regular pipeline updates to leadership.
- Develop account and territory strategies that maximize growth opportunities across the assigned territory.
Market Development- Represent Sanner America at industry conferences, trade shows, networking events, and professional organizations.
- Stay current on medical device market trends, emerging technologies, competitive activity, and regulatory developments.
- Identify new market segments and strategic growth opportunities aligned with Sanner America's capabilities.
Strategic Collaboration- Partner with Marketing to develop lead generation campaigns and business development initiatives.
- Collaborate with Engineering, Operations, Project Management and Quality teams to develop compelling technical and commercial proposals.
- Participate in strategic planning and contribute to quarterly and annual revenue growth objectives.
- Support continuous improvement initiatives that enhance customer satisfaction and business performance.
Required Qualifications- Bachelor's degree in Business, Engineering, Biomedical Engineering, or a related field
- 5+ years of successful business development and new-business sales experience within the medical device, drug delivery or life sciences industry.
- Demonstrated track record of originating, developing and closing complex, high-value new business opportunities.
- Experience managing complex, multi-stakeholder sales cycles with timelines that may extend from initial development through design transfer and commercial manufacturing.
- Demonstrated experience selling medical device contract development and manufacturing (CDMO), product development, engineering services or other complex technical solutions.
- Proven ability to use a consultative, value-based sales approach, effectively articulating technical and commercial value to multiple customer stakeholders.
- Strong understanding of the medical device product development lifecycle, including design & development, verification & validation, design transfer, scale-up and commercial manufacturing.
- Proven success developing new business opportunities while expanding existing customer relationships.
- Experience managing a sales pipeline using Salesforce CRM or a comparable CRM platform.
- Strong consultative selling, negotiation, presentation, and closing skills.
- Ability and willingness to travel extensively (40-60%) throughout the assigned territory and to Gilero/Sanner locations, including occasional international travel.
Preferred Qualifications- Experience working within ISO 13485-regulated medical device environments.
- Knowledge of FDA-regulated medical device development and manufacturing.
- Established network of contacts within the medical device and life sciences industries.
- Familiarity with drug delivery systems, wearable devices, diagnostics, combination products, or minimally invasive devices.
Personal Attributes - Meets Sanner America Core Values: Collaboration, Innovation, Excellence & Integrity.
- Thrives in a fast-paced, entrepreneurial and growth-oriented environment.
- Highly self-motivated, proactive and accountable, with a strong drive to identify and win new business.
- Commercially minded, with the ability to balance customer needs with business objectives.
- Committed to delivering an exceptional level of service to both external and internal customers.
- Collaborative by nature and comfortable working across technical, operational and commercial teams
- Adheres to established policies and procedures, while contributing to continuous improvements
Eligibility To Work - Applicants must be permanently authorized to work in the United States without the need for employer sponsorship now or in the future.
- Gilero does not offer sponsorship for employment authorizations (work visas).
- We are an E-Verify employer and confirm work authorization for all new hires.
