Job DetailsIdeal location (not required): New England
Business Development Manager - Medical MarketThis role is responsible for creating demand, developing new customer relationships, and closing complex business opportunities in Web Industries' medical converting market, with a strong preference for candidates who have sold into medical device, diagnostics, life sciences, or other similarly regulated markets. Additional responsibilities include maintaining and growing existing accounts. The ideal candidate combines technical curiosity, disciplined sales execution, and the ability to lead cross-functional teams through long-cycle opportunities.
OpportunityWe are looking for sales professionals with a proven track record of demand creation and new business acquisition who are eager to grow with our organization. At Web Industries, you will have the opportunity to:
- Leverage your skills as a sales professional to scope, define, and implement effective sales plans for your assigned territory or market.
- Use your sales expertise to prospect, develop, and close opportunities in your assigned territory or market.
- Develop and deliver compelling customer presentations, business reviews, and value propositions utilizing Microsoft PowerPoint and other digital communication tools.
- Participate in an aggressive compensation plan designed to maximize your earnings potential.
- Work directly with client accounts throughout their lifecycle, including contract negotiation, deployment of our services, and up-sell/cross-sell opportunities.
- Provide regular feedback regarding the sales cycle, customer experience, customer needs, marketing programs, industry trends, and competitive threats.
- Make a long-term contribution to a values oriented, dynamic, and energized company.
Qualifications- You must be a leader with 5+ years of professional sales, marketing, or technical experience.
- Technical sales and/or engineering background is required. Experience selling or working in contract manufacturing and with flexible, web-based materials is preferred.
- Medical market experience is strongly preferred, including experience selling into medical device, diagnostics, life sciences, healthcare manufacturing, or other regulated markets. Familiarity with long qualification cycles, customer audits, quality requirements, regulatory expectations, and cross-functional technical selling environments is highly desirable.
- You must be a high-energy, high-character, and entrepreneurial sales professional with an unwavering commitment to excellence for yourself, the customer, and your employer. Excellent organization, leadership, and presentation skills are necessary in this business.
- You must be passionate, self-starting, and resourceful with a willingness to work as part of a small, growing team. This is a fast-paced industry and environment; therefore, you must be self-managed and adaptable to change and growth.
- You must have a successful track record selling in a solution-oriented products and services environment with long-term contract sales cycles. This track record should include demonstrated success as a hunter and demand creator developing new accounts and territories.
- Proven history of meeting or exceeding sales quotas and business development objectives.
- You must be assertive with exceptional communication, relationship-building, and networking skills. You must have executive presence and be politically savvy to lead a team-based, complex sale.
- You should be comfortable with, and motivated by, an aggressive, highly leveraged compensation plan.
- You should be comfortable following a consistent, team-based process and methodology for winning new business, with sales cycles ranging from 6-24 months depending on contract size and scope.
- You must be detail-oriented and skilled at Customer Relationship Management (CRM) software. Experience with Salesforce is preferred.
- A Bachelor's degree or equivalent experience in a technical field is required.
- The position requires experience working from an established home office.
- Relocation from your home office is not offered.
- You must be willing to devote 40-60% of your time to traveling to customer and prospect locations.
Responsibilities- New Business Development - Develop new business through target account identification, demand creation, territory development, prospecting, and lead cultivation.
- Pipeline Management - Manage a balanced pipeline of qualified opportunities while maintaining accurate forecasts and activity plans.
- Opportunity Management - Proactively lead cross-functional teams through the sales process. Drive and orchestrate significant milestones including discovery, qualification, linkage to customer needs, executive engagement, objection handling, differentiation, proposal development, negotiations, and closing.
- Reporting & Business Analysis - Utilize Salesforce.com, Microsoft Excel, and other business tools to maintain accurate forecasts, analyze sales performance, develop territory plans, and provide regular business updates to management.
- Operations Team Support - Support the information and development needs of servicing plant personnel, including Management, Engineering, Manufacturing, Customer Care, and other functional groups.
- Sales & Marketing Strategy Development - Assist in the development of strategies and tactics for capturing new customers and expanding market presence.
- Industry Consultant - Stay current on market information through trade journals, meetings, and industry networks. Anticipate emerging opportunities and prepare plans to capitalize on them.
- Salesforce.com - Fully utilize Salesforce.com for contact management, opportunity management, forecasting, customer issue tracking, key events, and documentation.
- Promotional Opportunities - Make recommendations regarding print advertising, trade show participation, industry events, and other promotional activities.
Technical & Business Systems Skills- Proficiency with Microsoft Office 365, including Excel, PowerPoint, Word, Outlook, and Teams.
- Ability to create clear and professional PowerPoint presentations for customer meetings, business reviews, and internal communications.
- Comfortable using Excel for basic to intermediate analysis, forecasting, reporting, and tracking business activities.
- Strong written communication skills, including the ability to prepare professional documents, proposals, correspondence, and reports using Microsoft Word.
- Ability to learn and effectively utilize customer portals, ERP-related interfaces, sales enablement applications, and business intelligence tools.
Your Attributes / IntangiblesThe ideal candidate will be:
- A businessperson who excels at the craft of business development.
- A business leader who earns a seat at the table with C-level executives.
- A holistic thinker who can connect customer strategy and business objectives to innovative solutions.
- A strategic thinker with strong business acumen, intellectual curiosity, and a passion for learning.
- A person of strong character, values, ethics, and integrity.
- A passionate and positive professional who is highly relational and opportunistic.
- A confident and driven competitor.
- A proven, proactive demand creator.
- A person of focus, organization, preparation, and execution.
- A collaborative, creative, and natural team leader.
- A great listener and communicator.
- Someone who brings enthusiasm, energy, intelligence, and a sense of humor to the team.
