Business Development Manager

Laboratory Testing Inc.; Hatfield Township (PA); On-site; USD 95,000 - 100,000; Full time

Job summary

Laboratory Testing Inc. in Hatfield, PA seeks a Business Development Manager to own new business end to end—from prospecting and account strategy to long-term agreements and revenue forecasting.

You will travel about 60 days per year to customer visits, trade shows, and industry events, managing multi-level relationships across engineering, procurement, quality, and executives while pursuing cross-sell opportunities across LTI’s testing and calibration portfolio.

Qualifications

• Technical B2B hunter with a bookings quota in materials testing or calibration
• Experience in multi-stakeholder sales motions involving procurement, quality, and engineering
• Ability to build long-term account plans and multi-year revenue forecasts
• Willingness to travel ~60 days per year to meet customers and events

Responsibilities

• Own new business end to end—from prospecting to close and contract negotiation
• Develop and manage account strategy and relationships across multiple levels (engineering, procurement, quality, executives)
• Lead cross-sell opportunities across LTI’s testing, calibration, and related services
• Represent the portfolio at trade shows and industry events and stay aware of competitive landscape

Job description

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Business Development Manager

Full Time SG&A Hatfield, PA, US

Salary Range: $95,000.00 To $100,000.00 Annually

Business Development Manager

About Laboratory Testing

Laboratory Testing (LTI) has been the trusted testing partner for mission-critical industries since 1984, when Robert and Mike McVaugh opened its doors as a local metallurgical lab. Today, LTI is an ISO 17025 and NADCAP accredited facility spanning more than 100,000 square feet in Hatfield, Pennsylvania, running destructive and non-destructive testing, machining, and calibration services for close to 3,000 customers across the aerospace, defense, space, and nuclear supply chains.

The company is still led by the McVaugh family, now in its third generation, and has partnered with Kanbrick, a long-term investment partnership, to bring operating support and capital to its next phase of growth without losing what built it.

The Role

LTI is growing its commercial engine and needs someone who can own new business end to end - not administer the pipeline while someone else closes it. Reporting to the Sales Manager, this is a hands-on hunting seat: you build the pipeline, run the account strategy, and negotiate the agreements that keep customers for years, not just the current quarter. Expect roughly 60 days a year on the road for customer visits, trade shows, and industry events, mostly scheduled in advance.

New Business & Pipeline Growth

You carry the bookings number across all four growth lanes - new logos, expansion, recovery, and replacement - built through structured outbound and a protected weekly block of prospecting time that doesn't get eaten by anything else.

Account Strategy & Relationships

You work multiple levels of a customer organization - engineering, procurement, quality, and executive - and own the account plan, the long-term agreement, and the multi-year revenue forecast that comes with it.

Cross-Sell & Opportunity Development

You position LTI's and Assured Testing's full range of destructive, non-destructive, mechanical, metallurgical, fatigue and fracture, chemistry, corrosion, and calibration capabilities as one integrated solution, and you lead the commercial negotiation on the opportunities that matter most.

You show up at the trade shows and industry events where your customers already are, track the competitive landscape, and bring new market and service-expansion opportunities back to leadership before someone else does.

What Makes This Different

Your calendar is protected, not just your title

Technical quoting, order entry, and report corrections sit explicitly with the Technical Sales Engineer and Customer Service teams. You carry none of that - prospecting time stays prospecting time.

You're selling a real portfolio, not one line item

Eight testing disciplines across two divisions means genuine cross-sell headroom into complex, technical accounts - not a single product you pitch on repeat.

You own the account, not just the close

Long-term agreements, account planning, and forecasting stay with you after the deal is signed, so the relationships you build compound instead of resetting every renewal cycle.

Who We're Looking For

This role fits a few different backgrounds well:

• A technical B2B hunter who has carried a bookings quota in a materials testing, calibration, or adjacent industrial environment, and is as comfortable in a spec-level engineering conversation as in a negotiation.
• An account-builder from a complex, multi-stakeholder sales motion - long cycles involving procurement, quality, and engineering approval - who knows how to build and defend a long-term agreement.
• A technical or lab professional who has moved into a commercial seat and wants to keep operating where technical credibility and revenue ownership meet.

Beyond background, you'll thrive here if you:

• Treat outbound prospecting as the core of the job, not the part you get to after everything else.
• Talk comfortably in technical, spec-driven conversations without needing to own the technical work yourself.
• Run CRM and account planning as a discipline that drives growth, not paperwork that follows it.
• Think in multi-year account relationships rather than single transactions.
• Know where your lane ends and hand off cleanly to the technical and service teams who own execution.
• Are genuinely comfortable with a travel-heavy, in-person cadence.

LTI runs on the Kanbrick Business System - the operating playbook Kanbrick installs across its partner companies to build enduring businesses, brick by brick. This is a seat with real ownership, in a company built to last.

LTI is an Equal Opportunity Employer. We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, protected veteran status, or any other legally protected characteristic.