Reporting to the Global Director of Sales, the Business Development Manager will be responsibility for generating profitable growth by selling Viant's diverse portfolio of plastics, metals and complex assemblies to leading medical device OEM's. This will include both a book of existing business as well as an expectation to develop and execute a pipeline of targeted prospects.
This is a remote position.
Viant's Mission is to be the most trusted partner in the medical device industry. We constantly strive to build trust with our customers and ultimately be the best-in-class CM partner.
Viant's broad commercial organization offers a multitude of opportunities for growth and promotion. Developing and growing our people is Viant's top priority.
New employees are eligible for the following benefits effective date of hire!
- Medical, dental, and vision benefits
- Company-paid life insurance
- Generous Paid time off and 10 paid Holidays
- 401k Plan with Company Match
- Tuition Reimbursement
The Business Development Manager is accountable for developing customer relationships, taking necessary actions to retain and grow existing business revenues and to uncover and close incremental revenue opportunities, as per the assigned new business bookings target. This role is a key contributor to the development of their assigned territory growth strategy and responsible for its execution. The role will provide strong team and individual (self-motivated) contributions to a cross-functional effort to strengthen and grow assigned customer relationships.
Job Description
Actively seeks and acquires new business opportunities within assigned territory, facilitates RFQ process (as needed), delivers proposals (with the help of cross-functional team members as appropriate) and closes businessSupport the broader organization to ensure revenue retention and organic growth of assigned customersRetain and increase the profitable penetration of existing accountsEstablish, maintain, and grow strong relationships with decision makers at assigned customersResponsible for accomplishing sales objectives to include revenue growth, identifying and prioritizing opportunities, securing resources, executing sales strategies to meet company objectivesDevelop and execute specific account strategies to promote revenue growth and increase market shareIdentify, engage and maintain relationships with key influencers / decision makers through active customer involvementKeeps informed on new products, services, and other general information of interest to customersStays informed of customer business opportunities, account changes, current conditions, future prospects, and competitive landscape to protect revenue from competitorsCollaborate with Commercial, Operations, Quality and Finance partners to ensure high service-levels are maintained and the account growth strategy is properly coordinated and executedDevelop and maintain technical expertise related to company and industryResponsible for maintaining expenses within budgetResponsible for generation, reporting and account review facilitation, as required. (Including, but not limited to weekly, monthly and annual reviews or plans)Present and sell price changes as neededParticipate in Scorecards / Drumbeat / Recovery reviews as necessaryAs customer advocate, proactively provide Voice of Customer (VOC) to all appropriate internal stakeholders as appropriate, to enable a thoughtful and proactive approach to meeting or exceeding the customer needsWork with other Commercial stakeholders and customer service, including the Territory Leader, other Account Managers, Customer Solutions Representatives and others, as appropriate to advance the growth strategyActively maintain the CRM tool to allow for a real-time assessment of the assigned accounts' opportunity-based pipeline value / status and healthDepending on depth of team structure :Develop and own Customer Communication cadence for assigned customersAggregate and develop Scorecards / Drumbeat / Recovery materials in support of customer meetings / escalations / reviewsInternal / External point of contact for pricing issues / communicationsFacilitate (and execute) ad hoc customer requests (i.e. RFI's, Surveys, NDA's, EHS&S questionnaires, etc...)Includes both commercial and quality agreements.In collaboration with the Customer, and other internal stakeholders, aggregate and perform (as needed and in partnership with planning) forecast collection, analysis, trends, communicationQuote / Proposal facilitation, as neededExisting Business QuotingPrice ChangesNew BusinessTool Refurb requests / quotesCRM entry / maintenanceFollow UpDrive and manage CIP communications / trackerAssess and drive rebate process as applicableEnvironmental Working Conditions
Ability to work in a demanding and fast-paced environmentField based with home office25%-75% Travel (territory and assigned account dependent)Qualifications :
Bachelor's DegreeRelated discipline or engineering degree preferredBusiness to business sales experience (min 5 years)Medical Device Industry preferredProven successful track recordCompletion of formal sales training program(s) a plusDemonstrated selling and account management skillsAbility to translate strategy into tactical implementation and to motivate people to execute on the strategyAble to effectively call on all levels of the customer hierarchy and multiple functions (Sourcing, Operations, Engineering, Marketing, etc...) of major OEM medical device companies.Ability to analyze information and effectively communicate to customers and all levels of the organizationDemonstrated ability to work collaboratively with and influence peers and managementAble to direct a cross functional team to work in concert to deliver goods and servicesHighly motivated, disciplined / self-starterStrong interpersonal, communication, presentation and organizational skillsStrong ability to build effective relationshipsStrong writing skills, proficient use of common tools (i.e. Outlook, Word) and consistently excellent internal and external written communicationsProficiency with tools and methods that allow for efficient data analysis and presentation development (Excel, PowerPoint)Highly responsiveness and resilientAbility to work independently as well as thrive within a team environmentDemonstrated ability to be organized and adaptable to meet business deadlines in a dynamic environmentExcellent problem solving skillsExperience reading and understanding design drawings and specifications preferredAble to analyze, understand and effectively communicate technical materialAble to assess the financial impact of deals & opportunitiesSkilled in negotiationStrong understanding of the medical device industry and / or contract manufacturing industryViant is a global medical device design and manufacturing services provider that partners and innovates with customers to provide the highest quality, life enhancing medical devices. We do this through our depth and breadth of capabilities, end-to-end integration, technical expertise, and relentless focus on our customers and on operational excellence. With nearly 6,000 associates across 24 locations worldwide, we offer a unique combination of small-company service and attention with big-company resources. For more information, visit viantmedical.com or follow us on LinkedIn.
Viant provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state, and local laws. Viant complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.
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