Business Development Manager

The Business Development Manager is accountable for successfully leading the attainment of revenue objectives and client acquisition/satisfaction by focusing on developing the business within Pharmaceutical and Biotechnology industries. This position is responsible for all sales activities, from lead generation through to close in an assigned territory or industry.

The role develops and implements the agreed Business Plan to meet and exceed both personal and business goals of expanding the customer base and growing revenue, including assigned revenue targets (quotas) in the assigned territory/portfolio or industry. Working with the sales, operations, engineering, and support teams to achieve customer satisfaction, revenue generation, and long-term account goals in line with company vision and values.

The BDM is responsible for professionally representing Peli BioThermal in all client and prospect interactions. The BDM is expected to run their territory as a business, generating a territory and strategic account growth plan that guides strategy and day-to-day activities.

Our Role

• Produce, maintain, and execute a focused territory plan, which should include:

  • Territory description and strategic accounts, including key relationships (current and targeted)
  • Trends in the industry/accounts driving opportunity
  • Goals in your territory, including revenue objectives and other non-revenue objectives — pipeline, client satisfaction, branding, etc.
  • Strategy in your territory or strategic accounts, including:
    • Solutions to leverage
    • Market message
    • Events
    • Leverage of PBT team, etc.
  • Investments needed: time, resource, tools, executive support, etc.
  • Specific actions to achieve goals

• Plan and prioritize personal sales activities and customer/prospect contact toward achieving agreed business aims, including costs and sales by managing time and productivity.

• Plan and manage a personal business portfolio/territory/business according to an agreed market development strategy.

• Set accurate expectations in the market and maintain high levels of client satisfaction.

• Learn and leverage the use of the Peli BioThermal sales engagement process, and the sales call execution model.

• Professionally manage and communicate the sales engagement from initial lead through close.

• Use customer and prospect contact activities, tools, and systems and update relevant information held in these systems, including forecasting tools.

• Prepare and present professional and accurate proposals and quotes that thoroughly present the value of our offering.

• Work closely and support a productive team environment with assigned Customer Services.

• Attend trainings and develop technical knowledge, techniques, and skills.

• Sell consultatively and make recommendations to clients on the various solutions the company offers.

• Monitor and report on market and competitor activities, and provide relevant reports and information.

• Accurately communicate client requirements and work with sales leadership and the sales and operations team.

• Provide accurate forecasting based on facts associated with the sales engagement.

• Follows company policies and practices as outlined in the Employee Handbook and applicable employment agreement, including safety guidelines and procedures.

• Perform additional duties as assigned by the Sales Manager.