Pelican
Business Development Manager (BDM)
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Business Development Manager (BDM)
Business Development Manager – Pharmaceutical & Biotechnology Industries
Accountabilities:
This role is responsible for driving revenue growth and customer satisfaction across Pharmaceutical and Biotechnology industries, overseeing all sales activities—from lead generation to deal closure—within an assigned territory or portfolio. You’ll implement and refine the Business Plan to exceed revenue targets, expand the customer base, and foster long-term strategic relationships with Peli BioThermal’s first division.
You’ll act as the professional face of Peli BioThermal in client and prospect interactions, working collaboratively with sales, operations, engineering, and support teams to deliver market satisfaction, revenue growth, and account governance aligned with company values.
Your strategic territories will require you to cultivate and develop business plans that align your daily activities with long-term business goals.
Our Role
You are responsible for:
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Developing and managing a comprehensive territory plan, including:
- Industry account mapping – strategic accounts, sector trends, targeted relationships
- Revenue objectives, pipeline management, client satisfaction, branding, etc.
- Solutions approach and market positioning – events, team collaboration, resource/technology investments
- Actionable step-by-step strategy, including time/team/resource commitments
- Regular reporting on progress and opportunities
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Prioritising sales & engagement activities:
- Planning and executing daily tasks in alignment with company strategy
- Balancing mark requests with productivity in line with revenue targets
- Conducting customer/prospect engagement with professionalism
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Regulating client expectations:
- Delivering superior service and maintaining loyalty
- Collaborating across sales, support, and operations to enhance account health
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Implementation frameworks:
- Mastering Peli BioThermal’s sales engagement model from lead-to-close
- Preparing and presenting high-value technical & commercial proposals
- Ensuring all interactions with systems, data management support lead tracking & forecasting tools
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Training and knowledge development:
- Staying technically updated to consult effectively with complex backend solutions
- Adopting evolving Pharma/Cold Chain Logistics market requirements and trends
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Internal collaboration:
- Supporting cross-functional teams, particularly customer services and sales leadership
- Aligning with international sales operations to consistently drive business success
Responsibilities
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Territory & Account Planning
- Produce and implement a data-driven territory strategy, including account mapping, key relationships, and revenue goals
- Identify and capitalise on market trends affecting client priorities
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Revenue & Performance Targets
- Manage pipeline predictability to hit assigned revenue targets
- Develop and execute action plans to expand strategic account ownership
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Client Relationship Management
- Build long-term customer relationships with pharma/biotech stakeholders
- Act as a professional ambassadeur for Peli BioThermal
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Sales Process & Execution
- Follow Peli BioThermal’s sales methodology from lead identification to close
- Prepare accurate proposals, quotes, and follow-up reports
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Market & Competitor Intelligence
- Continuously evaluate competitive space, providing actionable reports to sales leadership
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Administration & Reporting
- Maintain all CRM and forecasting records for sales teams
- Monitor & communicate account health, forecasting metrics, and performance KPIs
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Operaional Standards & Policy Compliance
- Follow QA/safety guidelines, corporate policies, and managerial instructions
Job Requirements
Essential Written & Processes
✔ Bachelor’s degree or equivalent in a technical field (Biotechnology is a plus / preferred) ✔ 3–5 years of proven sales experience in a complex environment such as Pharmaceutical, Logistics, or Packaging industries ✔ Demonstrable ability to consistently exceed revenue targets ✔ Excellent negotiation & consultative-selling skills
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Industry & Specialised Experience
✔ Deep knowledge of bulk container markets – Active & Passive systems ✔ Experience with pharma Cold Chain Logistics is highly beneficial ✔ Up-to-date expertise in the airline & forwarder industries ✔ Shortlisted candidates should have solid track records of identifying opportunities and nurturing complex client relationships
Key Skills & Competencies
🔸 Leadership & Accountability – running territories as mini-businesses 🔹 Technical Problem-Solving. Ability to translate technical complexity into client-facing propositions 🔹 Strong ** negotiation skills** – managing objections and securing deals 🔹 Pro-active, goal-orientated with high personal drive 🔹 Exceptional communication (written & spoken) – ability to articulate during presentations and in client engagements 🔹 Multilingual is highly preferred, especially in core sales regions
What We Offer
Excellent hybrid work opportunity revitalises work/life balance with:
- Competitive base salary, backed by a incentive-based commission model
- Electric vehicle & cycle-to-work schemes
- Optimal private medical, dental, & optical cover (WPA cash plans)
- Generous holiday package (26 days + UK bank holidays)
- Flexible return policies for full hybrid working autonomy
Besides:
💱 Trusted pension scheme – (employer matches up to 6%) 🏥 Short-term critical illness, life, & death-in-service cover 🔄 Long-serving awards and career progression beyond set quotas 🔑 Live greener – cycle & fuel schemes available
Additional Expectations
- Alignment with Peli Group’s acts: adherence to efficiency & safety frameworks with ceaseless improvement goals
- Autonomous within flexibility: ability to resolve issues, operate within deadlines, and meet business demands
- Travel: readiness to international travel (up to 30% time) predominantly within European, Middle-Eastern, and African regions (EMEA)
Moderate travelling overheads, as metric goals may vary—flexible Thursday/Friday travel options.
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