Your Job

The IVD and Life Sciences commercial team is hiring a Senior Director, Business Development - North America to lead profitable growth across the region. This leader will set and execute the North American commercial strategy, lead and develop business development and account leaders, and strengthen executive relationships with priority customers.

The role is accountable for translating segment strategy into focused account plans, disciplined pursuits, and sustainable revenue and margin growth. The leader will connect customer needs with capabilities across Phillips-Medisize, Molex, and Koch.

This is a player/coach role. In addition to leading the regional team, the Senior Director will personally originate, shape, advance, and close selected high-value opportunities. The leader will maintain an individual pipeline and direct accountability for new business awards while coaching the team and strengthening regional commercial capability.

This is a remote position in the United States with a preference located around the Chicago area.

What You Will Do

• Own the North American commercial strategy, aligning resources, strategic accounts, target accounts, and growth investments with the global segment strategy.
• Lead, coach, and develop regional business development directors and strategic account managers, with clear expectations, operating rhythms, and development priorities.
• Act as a hands-on individual contributor for selected strategic and target accounts by originating opportunities, leading discovery, shaping solutions, building pursuit teams, and advancing opportunities through award.
• Build, maintain, and execute a personal pipeline of qualified opportunities with clear next actions, value, timing, probability, and conversion plans.
• Drive profitable growth across existing strategic accounts and selected target accounts, balancing new program wins, share expansion, pricing discipline, and long-term customer value.
• Serve as executive sponsor for priority customers and strengthen relationships with senior commercial, technical, operations, procurement, and executive stakeholders.
• Lead strategic account planning and team selling, ensuring differentiated value propositions, customer engagement plans, and cross-functional commitments.
• Provide executive oversight for complex RFQ and RFP responses, pricing decisions, commercial proposals, contracts, and negotiations.
• Partner with Marketing, R&D, Operations, Quality, Finance, Procurement, Supply Chain, Legal, and Commercial Excellence to create competitive solutions and manage risk.
• Maintain accurate forecasts, pipeline data, account plans, and commercial actions in CRM and communicate performance, risks, and support requirements.

Leadership Expectations

• Create a culture of accountability, constructive challenge, collaboration, customer focus, and disciplined execution.
• Model player/coach behavior by combining active customer-facing business development with coaching, resource coordination, and regional leadership
• Allocate team capacity toward the highest-value opportunities and intervene early when pursuits or commitments are off track.
• Develop commercial talent through regular coaching, field engagement, performance feedback, and meaningful growth assignments.

Measures of Success

• A focused North American strategy with clear ownership, target accounts, and resource priorities.
• Improved quality, velocity, and conversion of the regional opportunity pipeline.
• Meaningful individual contribution to qualified pipeline creation, opportunity advancement, and profitable new business awards.
• Profitable growth and stronger executive relationships across priority accounts.
• A high-performing team with stronger capabilities, accountability, engagement, and succession readiness.

Who You Are (Basic Qualifications)

• Twelve (12) or more years of progressive business development, strategic account management, or commercial leadership experience in IVD, diagnostics, life sciences, or medical technology.
• Five or more years of direct people leadership experience, including coaching, performance management, talent development, and team building.
• Demonstrated success growing complex accounts and winning new business in a contract design, development, and manufacturing environment.
• Experience developing commercial strategies, account plans, qualified pipelines, forecasts, proposals, and negotiation strategies.
• Experience influencing senior customer and internal stakeholders across commercial, technical, and operational functions.
• Ability to travel regularly throughout North America and internationally as business needs require.

What Will Put You Ahead

• MBA or a master's degree in engineering or life sciences.
• Experience leading a geographically distributed commercial team across the United States, Canada, and Mexico.
• Strong network across leading IVD, diagnostics, laboratory, bioprocessing, or life sciences companies.
• Experience with injection molding, connected devices, microfluidics, fluid management, single-use technologies, automation, or high-volume regulated manufacturing.
• Experience with Salesforce, CRM, CPQ, pricing, proposal management, value-based selling, and strategic negotiation.

For this role, we anticipate paying $225,000 - $250,000 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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