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.