Director, Business Development

Military, Veterans and Diverse Job Seekers; San Diego (CA); On-site; USD 180,000 - 260,000; Full time

Job summary

Military, Veterans and Diverse Job Seekers seeks a Director of Business Development to identify and convert new business with medical device and diagnostics firms. You will lead relationship-building with Lightspeed ADL and drive production wins through strategic engagement and pricing.

Expect ownership of forecasting, pricing, and cross-divisional growth while maintaining strong client advocacy. You will travel domestically and internationally as needed; strong communication and engineering

Qualifications

• 10+ years selling to medical device/diagnostics (OEMs) or 8+ years as a customer-facing applications engineer.
• Proven track record converting prospects into revenue-generating accounts.
• Excellent verbal and written communication; able to interact with staff at all levels.
• Proactive mindset with bias for action; strong negotiation and interpersonal skills.
• Familiarity with medical manufacturing, ISO and FDA quality systems.
• Ability to read engineering drawings and solid models in front of customers.
• Thorough, persistent, with a strong work ethic and willingness to work extra hours.
• Strong customer advocate, building long-term relationships while aligning company needs.

Responsibilities

• Identify and convert new business with medical device/diagnostics companies.
• Target and screen opportunities to engage Lightspeed ADL unit.
• Establish production wins by converting projects to volume production and dual sourcing.
• Support existing life sciences accounts and secure future work.
• Leverage success to enter other divisions and grow opportunities.
• Develop strategies using planning tools and market intelligence to meet sales objectives.
• Analyze bookings/backlog and participate in forecasting for capacity planning.
• Establish pricing by coordinating with company personnel to meet customer needs and objectives.
• Communicate with customers and a technical support staff to convey solutions.
• Lead customer-related issue resolution and maintain documentation.
• Represent the company professionally and present capabilities to earn trust.
• Maintain knowledge of product/service offerings to provide accurate solutions.
• Attend conferences/exhibitions to build brand awareness and network with targets.
• Collaborate with team members to achieve project success.

Skills

Sales experience

Medical device knowledge

Communication skills

Negotiation skills

Customer relationships

Reading engineering drawings

Travel willingness

ISO/FDA familiarity

Education

BS degree in engineering/science/business

Job description

About the job Director, Business Development

Responsibilities:

Identify and convert new business with medical device and diagnostics companies who will use laser micromachining services or purchase custom-built laser workstations (< 10% sales).

• Effectively target and screen new opportunities to engage Lightspeed ADL, a best-in-class prototyping and process development business unit.
• Establish production wins by converting Lightspeed ADL projects to volume production and gaining dual sourcing production work straight from target accounts. Negotiate favorable pricing and terms and build true win-win relationships.
• Support existing life sciences accounts, providing outstanding relationship management to retain business and secure next generation work and other projects.
• Leverage the success from one account division to gain entry to another division and penetrate that business to identify new growth opportunities.
• Utilize planning tools and market intelligence to develop strategies and tactics to achieve sales objectives in a consistent fashion.
• Analyze bookings and backlog and participate fully in monthly and annual forecasting exercises to provide good visibility for capacity and financial planning.
• Establish pricing by working with relevant company personnel to establish price points that address specific customer's needs while satisfying company objectives.
• Communicate with customers and a highly technical support staff to interact effectively in a technology-rich environment.
• Take a self-directed leadership role in the support and resolution of technical and business customer-related issues.
• Keep appropriate documentation (trip reports, expense reports, various sales reports) current at all times.
• Represent the company professionally in all interactions and present capabilities and proposals in a knowledgeable and effective manner to earn the trust and respect of all stakeholders.
• Maintain current knowledge of relevant product/service offerings to offer technically accurate solutions to customers.
• Participate in selected conferences and exhibitions, network effectively to build brand awareness with targeted accounts and individuals.
• Work effectively as a team member and colleague to assist other employees in achieving success in their projects and responsibilities.

Qualifications:

• 10 + years experience selling products & components to medical device and/or diagnostics companies (OEMs) and/or 8+ years as a customer-facing applications engineer with a strong sales aptitude.
• Proven track record converting prospects into revenue generating accounts.
• S. degree favoring engineering, science or business management.
• Excellent verbal and written communication skills. Comfortable interacting with staff at all levels within the customer organization.
• A proactive mindset, outgoing personality and bias for action is required.
• Excellent negotiation and interpersonal skills; must deal with internal and external customers ethically and honestly.
• Familiarity with medical manufacturing, ISO and FDA quality system requirements.
• Ability to read engineering drawings and solid models and be credible in front of customers is required.
• Must be thorough and persistent with a strong work ethic, willing to work extra hours to meet customer needs and company objectives.
• Adept at being a strong customer advocate and building long-term relationships, while also keeping companys needs front of mind.
• Willing to travel in and outside the territory as needed, including to facilities outside the U.S.