Your JobThe IVD and Life Sciences commercial team is hiring a Director, New Business Development - North America to identify, create, and win new customer and new platform opportunities. This hunter role is focused on opening doors, creating demand, shaping opportunities early, and converting a qualified pipeline into profitable new business awards.
The successful candidate will combine market curiosity, executive-level prospecting, technical and commercial credibility, and disciplined pursuit leadership. The role will focus primarily on target accounts and new logos, while partnering with account leaders when opportunities emerge within established customers.
This is a remote position in the United States with a preference located around the Chicago area.
What You Will Do- Develop and execute a focused new-business territory plan for North America, including priority verticals, target accounts, buying centers, hypotheses, and engagement strategies.
- Build a qualified pipeline through direct prospecting, industry networks, referrals, events, marketing programs, ecosystem partners, and coordinated Molex introductions.
- Create access to senior decision makers across R&D, product development, operations, procurement, business leadership, and executive management.
- Use customer and market intelligence to identify unmet needs, emerging technologies, outsourcing triggers, and new product or platform opportunities.
- Translate customer needs into differentiated Phillips-Medisize value propositions spanning design, engineering, development, tooling, manufacturing, supply chain, electronics, and lifecycle support.
- Lead discovery, qualification, stakeholder mapping, competitive positioning, and pursuit strategy.
- Coordinate cross-functional teams to develop compelling proposals, business cases, technical concepts, timelines, and commercial offers.
- Lead customer presentations and negotiations through new business award and structured transition to account and execution teams.
- Maintain disciplined CRM activity, pipeline stages, next actions, probability, value, timing, and forecast updates.
- Partner with Marketing on campaigns, webinars, points of view, conferences, content, and lead-nurture programs that support target-account penetration.
- Provide actionable intelligence on competitors, customer investments, technology trends, and market adjacencies.
Leadership Expectations - Operate with high ownership, urgency, resilience, and disciplined prioritization.
- Build internal followership without formal authority and create clarity across complex pursuit teams.
- Qualify opportunities rigorously and disengage when strategic fit, value, access, or probability is insufficient.
- Ensure a clean commercial handoff after award, including commitments, assumptions, risks, relationships, and growth hypotheses.
Measures of Success - Operate with high ownership, urgency, resilience, and disciplined prioritization.
- Build internal followership without formal authority and create clarity across complex pursuit teams.
- Qualify opportunities rigorously and disengage when strategic fit, value, access, or probability is insufficient.
- Ensure a clean commercial handoff after award, including commitments, assumptions, risks, relationships, and growth hypotheses.
- A high-quality pipeline concentrated on strategically relevant target accounts and opportunities.
- Consistent access to new buying centers and senior decision makers.
- Profitable new business awards with strong strategic fit and credible paths to expansion.
- Improved conversion through disciplined qualification, pursuit planning, and cross-functional engagement.
- Clean transition of awarded programs to account and execution teams.
Who You Are (Basic Qualifications) - Eight or more years of successful new business development, solution selling, or technical sales experience in IVD, diagnostics, life sciences, or medical technology.
- Demonstrated record of opening new accounts, creating opportunities, and closing complex, high-value business with long sales cycles.
- Experience selling contract design, product development, engineering, manufacturing, or integrated technology solutions.
- Demonstrated success understanding customer product and business needs to coordinate technical, operational, and commercial resources to build a solution.
- Experience with executive prospecting, discovery, proposal development, negotiation, and CRM-based pipeline management.
- Ability to travel frequently throughout North America and internationally as business needs require.
What Will Put You Ahead - Advanced degree or technical training in engineering, diagnostics, biotechnology, or business.
- Existing network within North American IVD, laboratory, bioprocessing, or life sciences companies.
- Experience selling solutions involving plastic disposables, microfluidics, fluid management, injection molding, automation, electronics, or connected devices.
- Experience developing opportunities from early concept through design transfer and commercial manufacturing.
- Experience using account-based marketing, social selling, industry events, and ecosystem partnerships to generate demand.
- Experience with Salesforce, CPQ, and structured sales methodologies.
For this role, we anticipate paying $200,000 - $225,000 per year. This role is eligible for variable pay, issued as a monetary bonus or in another form.
At Koch companies, we are entrepreneurs. This means we openly challenge the status quo, find new ways to create value and get rewarded for our individual contributions. Any compensation range provided for a role is an estimate determined by available market data. The actual amount may be higher or lower than the range provided considering each candidate's knowledge, skills, abilities, and geographic location. If you have questions, please speak to your recruiter about the flexibility and detail of our compensation philosophy.
Hiring Philosophy All Koch companies value diversity of thought, perspectives, aptitudes, experiences, and backgrounds. We are Military Ready and Second Chance employers. Learn more about our hiring philosophy here .
Our Benefits Our goal is for each employee, and their families, to live fulfilling and healthy lives. We provide essential resources and support to build and maintain physical, financial, and emotional strength - focusing on overall wellbeing so you can focus on what matters most. Our benefits plan includes - medical, dental, vision, flexible spending and health savings accounts, life insurance, ADD, disability, retirement, paid vacation/time off, educational assistance, and may also include infertility assistance, paid parental leave and adoption assistance. Specific eligibility criteria is set by the applicable Summary Plan Description, policy or guideline and benefits may vary by geographic region. If you have questions on what benefits apply to you, please speak to your recruiter.
Additionally, everyone has individual work and personal needs. We seek to enable the best work environment that helps you and the business work together to produce superior results.
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