Business Development Manager - Equipment & Instrumentation Services (NA)

8000 - United States - VWR International LLC; Connecticut; Hybrid; USD 98,000 - 157,000; Full time

Benefits offered by this job

Health and Wellness: Medical, Dental,

Paid Time Off and Holidays

401(k) and savings programs

Protection coverage

Employee recognition program

Job summary

Avantor’s Lab and Production Services team seeks a Business Development Manager for North America to grow Equipment and Instrumentation Services across the region. You will drive new offerings, refine processes, and manage territories while collaborating with customer organizations and cross-functional teams to meet strategic goals.

The role emphasizes relationship-building at the executive level, delivering value proposals, and guiding service opportunities from concept to execution.

Qualifications

• Bachelor's degree in business or science required.
• 5+ years of progressive experience in engineering, pharmaceutical, equipment management or related field.
• 2+ years of supervisory or management experience.
• Sales experience preferred.
• Understanding of IQ/OQ/PQ and GMP compliance.
• LEAN certification a plus.
• PMP certification and project management experience a plus.
• Experience establishing high-level customer relationships.

Responsibilities

• Sell Equipment and Instrumentation Services to clients.
• Develop programs and execute corporate strategies to motivate the sales force and drive margins.
• Identify new service opportunities and develop requirements, business cases and value propositions.
• Coordinate with Avantor Services and internal teams for RFI/RFP/RFQ responses.
• Develop relationships in the US with strategic service partners and service providers.
• Travel to customer locations and VWR facilities up to 40%.

Skills

C-suite engagement

Strategic sales planning

Relationship management

Presentation skills

Negotiation

Cross-functional leadership

Problem solving

Education

Bachelor's degree in business or science

Tools

PMP certification

LEAN Certification

Job description

The Opportunity

In this role, you will be reporting to the Vice President of Customer Development. A Business Development Manager, Equipment Services North America, is responsible for driving the growth and development of Equipment and Instrumentation Services across North America. This role oversees the equipment services portfolio for VWR, including creating new service offerings, refining business processes, and ensuring effective territory management. Responsible for achieving sales, profit, and expense objectives within a multi-million-dollar territory, the Business Development Manager develops and executes strategies to expand value-added services within existing accounts while supporting initiatives to acquire new customers. The role works closely with key stakeholders within customer organizations, as well as Avantor/VWR Services Managers, Leadership, Operations, and Field Sales teams to understand current and future service needs. In addition, the Business Development Manager collaborates with global Equipment Services teams and external strategic partners to identify, develop, and implement new service opportunities, strengthen customer relationships, and drive continued growth of the Equipment and Instrumentation Services business. Responsible for executing strategies set by VWR leadership As a result, 40% of travel is required to Customer locations and various VWR facilities.

Benefits

• Health and Wellness: Medical, Dental, Vision, and Wellness programs (eligible for medical coverage on day 1)
• Time Off: Paid Time Off (PTO), Company paid holidays, Choice holidays, etc.
• Financial Well-Being: Spending Accounts: Flexible Spending Account (FSA), Health Savings Accounts (HSA), commuter benefits, 401(k), tuition assistance, employee stock purchase plan discount
• Added Protection Coverage: To include critical illness, hospital indemnity, accident, legal, identity theft protection, pet, auto, and home insurance.
• Recognition: Celebrate your peers and earn points to redeem on gifts and products

What we’re looking for

• Education: Bachelor of Arts or Bachelor of Science in business, or a science-related field is required
• Experience: 5+ years of progressive experience within engineering, pharmaceutical, equipment management, or a related field required
• 2+ years of supervisory or management experience, including oversight of direct reports and team performance, also required
• Successful sales experience preferred
• Understanding of industry regulations for IQ/OQ/PQ as well as GMP compliance
• LEAN Certification and experience implementing such methodologies is a plus
• Prior experience in project management of a corporate-wide initiative preferred
• Experience in establishing high-level customer relationships
• Ability to sell at the C-suite level and have strong presentation skills
• Comprehensive experience with Project Management, such as PMP certification
• Strong negotiation, communication (written and verbal), and presentation skills; Proven ability to interface successfully within all levels of an organization
• Ability to self-manage, self-motivate, and display forward-thinking; must be able to multitask
• Good coaching, problem-solving, troubleshooting, and conflict resolution skills
• Working knowledge and understanding of finance tools
• Proficient in Microsoft applications for business
• Ability to positively influence others; ability to react to customer paradigm shifts

How you will thrive and create an impact

Avantor’s Lab and Production Services team is a crucial part of the Avantor Services group serving over 500 customers in biopharma, pharmaceutical, educational, industrial, and high-tech industries with customizable, flexible solutions and end-to-end laboratory operations support.

In this role you will:

• Demonstrate a clear understanding of the definition of Equipment and Instrumentation Services.
• Selling Equipment and Instrumentation Services to clients
• Seeks out business opportunities with Avantor Services
• Onsite Management and Field Sales Teams
• Develops programs and executes corporate strategies to motivate the sales force and stimulate sales of equipment services to new and existing customers with a focus on capturing margin.
• Develops relationships in the US with selected strategic service partners (external companies) and develops service agreements with key service providers
• Supports RFI/RFP/RFQ responses for equipment services aspects in North America territory; hereby closely coordinates with all involved VWR internal teams as well as external partners
• Develops and maintains successful customer and supplier relations.
• Develops and delivers internal and external presentations to customers, internal sales support teams, VWR Services partners, external service providers, and related departments that demonstrate actions to achieve goals, solve problems, or meet real customer business needs.
• Identifies new service opportunities and develops requirements, business cases, presentations, value propositions, tools, and implementation plans.
• Performs other functions commensurate with the job, as needed.
• Experience managing equipment and instrumentation services teams.

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

Avantor is proud to be an equal opportunity employer.

Why Avantor?

Dare to go further in your career. Join our global team of 14,000+ associates whose passion for discovery and determination to overcome challenges relentlessly advances life-changing science. The work we do changes people's lives for the better. It brings new patient treatments and therapies to market, giving a cancer survivor the chance to walk his daughter down the aisle. It enables medical devices that help a little boy hear his mom's voice for the first time. Outcomes such as these create unlimited opportunities for you to contribute your talents, learn new skills and grow your career at Avantor. We are committed to helping you on this journey through our diverse, equitable and inclusive culture which includes learning experiences to support your career growth and success. At Avantor, dare to go further and see how the impact of your contributions set science in motion to create a better world.

Pay Transparency

The expected pre-tax pay for this position is $97,500.00 - $156,975.00 Actual pay may differ depending on relevant factors such as prior experience and geographic location.

EEO Statement

We are an Equal Employment/Affirmative Action employer and VEVRAA Federal Contractor. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state/province, or local law. If you need a reasonable accommodation for any part of the employment process, please contact us by email at [e-mail] and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address. For more information about equal employment opportunity protections, please view the Know Your Rights poster.

About Avantor

Avantor®, a Fortune 500 company, is a leading global provider of mission-critical products and services to customers in the biopharma, healthcare, education & government, and advanced technologies & applied materials industries. Our portfolio is used in virtually every stage of the most important research, development and production activities in the industries we serve. One of our greatest strengths comes from having a global infrastructure that is strategically located to support the needs of our customers. Our global footprint enables us to serve more than 225,000 customer locations and gives us extensive access to research laboratories and scientists in more than 180 countries. We set science in motion to create a better world.