Business Development Manager – Equipment & Instrumentation Services
Avantor
This is a Full-time position in Atlanta, GA posted January 10, 2022.
Business Development Manager
– Equipment & Instrumentation Services
Job Summary
*** Remote Role*** Candidate can be anywhere in the United States***
The Business Development Manager is responsible for enabling the growth of Equipment and Instrumentation Services in North America.
This position requires experience in managing equipment and instrumentation services, effective territory management of services and service personnel, and management of sales, profit and expense goals.
The manager supporting this multi-million dollar territory will be charged with creating and implementing successful strategies to further penetrate and develop valued added services in existing customers and supporting programs for the creation of new customers.
The Manager, Customer Development interfaces with key individuals within the customer’s organization as well as VWRCATALYST Site Services Managers and Leadership, VWR Operations and Field Sales Teams to understand the Customer’s current and future service requirements.
The Manager also interfaces with VWR’s global Equipment Services teams as well as selected external key partnering companies.
Together, they are responsible for identifying, developing and implementing new service opportunities and growing the VWR Services business.
As a result, extensive travel is required including travel to Customer locations and various VWR facilities.
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The Business Development Manager, Equipment Services North America manages the portfolio of equipment services for VWR, creating new service products, refining business processes for the Equipment Services Team, and managing onsite service personnel and customer relationships.
The BD Manager interfaces with key individuals within the customer’s organization, as well as Avantor Services Managers and Leadership, VWR Operations and Field Sales Teams to understand the Customer’s current and future service requirements.
The BD Manager also interfaces with VWR’s global Equipment Services teams, as well as selected external key partnering companies.
Together, they are responsible for identifying, developing and implementing new service opportunities and growing the VWR Equipment and Instrumentation Services business.
As a result, travel is required to Customer locations and various VWR facilities.
- Job Description
MAJOR JOB DUTIES AND RESPONSIBILITIES
- Demonstrate a clear understanding of the definition of Equipment and Instrumentation Services.
- Selling Equipment and Instrumentation Services to clients
- Seeks out business opportunities with Avantor Services Onsite Management and Field Sales Teams
- Develops programs and selling strategies to motivate sales force and stimulate sales of equipment services to new and existing customers with a focus on capturing margin.
- Develops relationship in US with selected strategic service partners (external companies) and develops service agreements with key service providers
- Supports RFI/RFP/RFQ responses for equipment services aspects in US territory; hereby closely co-ordinates with all involved VWR internal teams as well as external partners
- Develops and maintains successful customer and supplier relations.
- Develops and delivers internal and external presentations to customers, internal sales support teams, Avantor Services partners, external service providers, and related departments that demonstrate actions to achieve goals, solve problems or meet real customer business needs.
- Develops and improves services programs.
Identifies new service opportunities and develops requirements, business cases, presentations, value propositions, tools and implementation plans.
- Performs other functions commiserate with the job, as needed.
- Experience with managing equipment and instrumentation services teams
- College degree in business, or science related field, or equivalent experience
- Successful sales experience preferred
- Experience in the Lab Equipment Services industry
- Business process consulting experience a plus
- LEAN Certification and experience implementing such methodologies is a plus
- Prior experience in project management of a corporate-wide initiative preferred
- Experience in establishing high level customer relationships
KNOWLEDGE SKILLS AND ABILITIES (Those necessary to perform the job competently)
- Industry experience and demonstrated knowledge of Laboratory Equipment Management Services
- Comprehensive experience with Project Management, such as PMP certification
- Strong negotiation, communication (written and verbal) and presentation skills; Proven ability to interface successfully within all levels of an organization
- Ability to self-manage, self-motivate and display forward thinking; must be able to multi-task
- Good coaching , problem solving, trouble shooting and conflict resolution skills
- Working knowledge and understanding of finance tools
- Proficient in Microsoft applications for business
- Ability to positively influence others; ability to react to customer paradigm shift
- Presentation skills – meetings, proposals, negotiations and contracts
ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT (Under Typical Positions)
Typically, an office environment with adequate lighting and ventilation, and a normal range of temperature and noise level.
Visits to client laboratories or production areas, warehouses, outdoor, plant, research and university facilities are commonplace.
Work assignments are diversified.
Interpret, comprehend and apply complex material, data and instruction – prepare, provide and convey diversified information.
Extensive travel is required including travel to Customer locations and various VWR facilities.
Frequent overnight travel is required.
Position covers multi-state geographies, supporting multiple industry segments.
Minimal physical effort required.
Work is mostly sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically weigh less than 10 lbs.
(e.g., papers, books, files and small parts, etc.).
Moderate dexterity – regular application of basic skills (calculator, keyboard, hand tools, eye/hand coordination.
DISCLAIMER:
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification.
They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.
Avantor is proud to be an equal opportunity employer.
EEO Statement
We are an Equal Employment/Affirmative Action employer.
We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state/province, or local law.
If you need a reasonable accommodation for any part of the employment process, please contact us by email at TalentManagement@avantorsciences.com and let us know the nature of your request and your contact information.
Requests for accommodation will be considered on a case-by-case basis.
Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
For more information about equal employment opportunity protections, please view the Equal Employment Opportunity is THE LAW Poster, EEO is the Law Poster Supplement, and Pay Transparency Non-Discrimination Provision using the links below.
EEO is the Law
OFCCP EEO Su pplement
PAY TRANSPARENCY NONDISCRIMINATION PROVISION
3rd party non-solicitation policy
By submitting candidates without having been formally assigned on and contracted for a specific job requisition by Avantor, or by failing to comply with the Avantor recruitment process, you forfeit any fee on the submitted candidates, regardless of your usual terms and conditions.
Avantor works with a preferred supplier list and will take the initiative to engage with recruitment agencies based on its needs and will not be accepting any form of solicitation
Avantor®, a Fortune 500 company, is a leading global provider of mission-critical products and services to customers in the biopharma, healthcare, education & government, and advanced technologies & applied materials industries.
Our portfolio is used in virtually every stage of the most important research, development and production activities in the industries we serve.
One of our greatest strengths comes from having a global infrastructure that is strategically located to support the needs of our customers.
Our global footprint enables us to serve more than 225,000 customer locations and gives us extensive access to research laboratories and scientists in more than 180 countries.
We set science in motion to create a better world.
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