Job Description
The Business Development Manager (BDM) is a strategic sales leader responsible for bringing in new services business within assigned verticals and segments. The BDM will develop account strategies, create quarterly and annual plans, and forecast new business opportunities. Success in this role requires a goal-oriented 'hunter' with proven success within the Laboratory Services business, responsible for revenue generation and growth of new business on large, national accounts.
ResponsibilitiesIdentify new Lab Services opportunities within target accounts aligned to the company's strategic focus.Provide subject-matter expertise by understanding the competitive landscape in laboratory services for Life Sciences, Food & Beverage, and/or chemical companies.Utilize consultative selling techniques to drive market/customer share by increasing deal size and moving deals up the services/consulting value chain.Partner with technical teams to provide analysis, scoping, and solutioning to ensure appropriate business targets are defined to sustain growth and project health.Collaborate internally with selling partners to meet the strategic needs and vision of national clients.Engage corporate functions (Legal, Finance, Marketing, Professional Development, Talent Acquisition) to ensure appropriate functioning in large-account setup, including contractual agreements, processes, systems, and regulatory requirements.Develop and manage account plans and perform root cause analysis to address gaps between performance and evolving account strategy as necessary.Build effective relationships with operations and local sales support to align new business needs to the strategy and needs of national clients.Achieve growth goals by upselling/expanding current account relationships and winning new accounts.Consistently interface with customers to build relationships with executive sponsors and key decision-makers.Navigate sales (new and expansions), RFXs, presentations, contracts, negotiations, internal and external QBRs, communications, technology, reporting, and leading by influence.Facilitate effective partnership between Service pillars (Strategic Client Development, Solutions, Delivery, Finance, Talent Acquisition) to maximize opportunities and efficiency in acquiring new business.Enlist Corporate functions (Legal, Marketing, Finance, Professional Development, Human Resources) to ensure compliance and appropriate functioning in large account set-up, including contractual and regulatory requirements. [REFCR2023]Essential SkillsMinimum 10 years of sales/business development experience in Labroatory services, preferably selling insourcing, involving identifying, initiating, cultivating, and managing customer portfolios (midsize and Fortune 500).Proven experience selling lab service offerings required; experience offering validation/quality assurance solutions highly preferred.Ability to collaborate with internal partners and work with subject-matter experts to drive prospective deals to a close.Excellent communication skills with the ability to present to executive stakeholders throughout the company and external client organizations.Ability to identify customer goals and pain points and align them with company solution offerings and capabilities.Ability to utilize sales/CRM systems and document client intelligence information; prior experience utilizing Salesforce preferred.Proven ability to effectively align customer goals with company solution offerings and capabilities.Ability to travel regionally and nationally to customer and/or internal meetings as required, up to 50%.Proficient with the Microsoft Office suite.Bachelor’s Degree required.Additional Skills & QualificationsBiotechnology and/or Pharmaceutical professional services sales experience.Lead generation.Strong collaboration skills along with the ability to drive deals to a close.Prefer to have proven success in initiating, cultivating, and managing large accounts (Fortune 500+).Strong usage of Salesforce/Connected.Strong ability to follow sales systems, documentation, and organization skills.Demonstrates the highest levels of personal character and integrity.Team player who works well with others, collaborates, and can build excitement around the organization.Goal-oriented individual who can demonstrate proven results in the staffing or professional services industry.Must be willing and open to travel nationally.Work Environment
The company is a leading services provider specializing in engineering and sciences, with a 40-year history serving a global market. The company values talented and character-driven individuals who work together in a unified, team environment with a common goal of innovating solutions for challenging projects. Employees are empowered to think outside the box, with a focus on professional development and career progression. The work environment emphasizes collaboration, integrity, and a team-oriented approach.
Pay and BenefitsThe pay range for this position is $100000.00 - $180000.00
Medical and dental insurance plans
Health Savings Account
Life and disability insurance
401(k) match, profit sharing and 529 plan
Paid holidays and 20 days of paid time off each year for new employees
Consumer discounts
Flexible spending accounts and employee assistance programs
Workplace Type
This is a hybrid position in Minneapolis,MN.
Application Deadline
This position will be accepting applications until Dec 31, 2024.
About Actalent
Actalent is a global leader in engineering and sciences services and talent solutions. We help visionary companies advance their engineering and science initiatives through access to specialized experts who drive scale, innovation and speed to market. With a network of almost 30,000 consultants and more than 4,500 clients across the U.S., Canada, Asia and Europe, Actalent serves many of the Fortune 500.
Diversity, Equity & InclusionAt Actalent, diversity and inclusion are a bridge towards the equity and success of our people. DE&I are embedded into our culture through:
Hiring diverse talent Maintaining an inclusive environment through persistent self-reflection Building a culture of care, engagement, and recognition with clear outcomes Ensuring growth opportunities for our peopleThe company is an equal opportunity employer and will consider all applications without regard to race, sex, age, color, religion, national origin, veteran status, disability, sexual orientation, gender identity, genetic information or any characteristic protected by law.
If you would like to request a reasonable accommodation, such as the modification or adjustment of the job application process or interviewing process due to a disability, please email actalentaccommodation@actalentservices.com for other accommodation options.