Business Development Manager Allentown Regular MERIEUX NUTRISCIENCES As a trusted partner, our Public Health mission is to make food systems safer, healthier and more sustainable. Throughout our global network in 27 countries, we offer to our customers a wide range of testing and innovative solutions dedicated to preventing health risks related to food, environment and consumer goods. External growth has been a key pillar of our history with more than 40 acquisitions completed in the last 10 years.
If you want to contribute to an inspiring long-term purpose, to be part of a fast growing company on a high-value market with significant build-up opportunities, and to grow in an entrepreneurial and warm environment, join us! YOUR DAY TO DAY LIFE We are looking for a Business Development Manager in 6390 Hedgewood Dr, Allentown, PA 18106 USA. Your mission will be to: Responsible for profitable revenue growth by promoting company objectives and services through individual selling and providing feedback and support to other sales team members while working directly with subsidiary leaders and SVP of Sales and Commercial Operations. The incumbent will execute plans designed to increase revenue and margin through client development activity, selling new offerings, specific to your designated accounts and / or segment accounts, with a focus on getting more ingrained into the accounts through up selling our Beyond Testing services as well as other analytical services for which they do not currently use Merieux NutriSciences.
Create a North American sales strategy to generate new business and client development in the assigned market segment. This plan includes, but may not be limited to: working with marketing and product management to design the enhanced business plan and business offering to better grow and support the assigned market segment, working with our Beyond Testing Directors and / or Business Development and Sales team members to develop cross selling and "package" options and identifying key speaking and publishing opportunities to enhance our market recognition in the assigned segment. Manage assigned accounts and target accounts to ensure growth, opportunity development and relationships that lead to long term sustained growth opportunities and stability within the designated accounts. Work with leadership, department executives and business unit directors to set goals for revenue and new business that align with company objectives and provide leadership to sales team members to cross sell with the goal of obtaining established objectives. Meet established quota numbers and performance expectations set with SVP Sales & Commercial Operations including but not limited to: IMPACT, sales quota numbers and individual sales metrics. Demonstrate documented growth within the segment that includes all MXNS services. Follow sales support processes, complete expected documentation such as CRM, call reports, jot forms, etc. and system updates as required. Utilize sales support tools such as MyMXNS, Showpad, Qlik, Sales Navigator, Mintel, etc. Work with the Director of Marketing to help define market segment activities to increase revenues and develop business opportunities in new areas of profitable growth, and work with the larger sales team to understand and present these to the larger client base. Help identify and implement specific marketing and sales strategies and launch plans to maximize acceptance of new products and services specific to the market segment and within assigned key accounts. Negotiate prices, increases and renewals with assigned accounts, and work with appropriate sales teams to provide accurate and complete information to create quotes, agreements, renewals and RFPs. Conduct analyses for assigned accounts and direction for the larger sales team in the negotiation of price decisions that support company objectives. Provide liaison between business units for the assigned market segment creating a culture that encourages cooperation in support of corporate objectives. Provide monthly, quarterly and annual updates to sales leaders on individual sales KPIs, growth, losses and percent to target as well as general updates on assigned segment. Communicate regularly with commercial leaders for the company regarding future needs to ensure profitable growth in the segment and with defined key accounts. Develop and maintain professional selling skills following the Sandler Training methodologies as well as technical expertise relating to food safety and quality programs. Participate in the monthly sales conference calls and in divisional/national sales training events. Support corporate quality and continuous improvement process. Perform other duties as needed. YOUR PROFILE
A thorough knowledge of food science typically obtained from a Bachelor's degree or from equal experience within the food testing industry. 2-5 years relevant work experience required, previous related sales experience would be an asset. A thorough knowledge of company procedures is essential to identify marketing opportunities and assure accurate client service. A familiarity with methods and current industry testing procedures for food microbiology and chemistry. A broad knowledge of technical sales techniques, Sandler/SPIN selling process and client service experience is required to increase new business and improve existing client relations.
Required skills:
A broad knowledge of food safety programs and systems, particularly as they pertain to the assigned market segment. The ability to use previous experience, corporate mission and philosophy, strategic/operational plans and objectives, and peers as resources to provide necessary information to solve a problem. Client problems are often unique and require the incumbent to select among several different alternatives to meet or exceed requirements and address concerns. The ability to ensure that business operations are positively impacting customer satisfaction and profitability.
Work Environment: The incumbent works out of their home with frequent visits to various manufacturing settings with proper lighting and temperature control. Occasional exposure to laboratory fumes, chemicals, and materials will occur. Air travel and frequent overnight stays are necessary for client visits. Travel can be anywhere from 50-80% regionally. WHY JOIN US?
- Because you would contribute to an inspiring Public Health purpose, supported by long-term and visionary shareholders.
- Because you would have an impact on our strategic pillars that build on 50 years of experience and expertise.
- Because you would be part of a community of an enthusiastic and skilled group of people who love co-building together and serving a purpose bigger than them.
- Because you would be welcome as you are, in a diverse and open-minded environment that is rich in our singularities and differences.
- Because you would grow in an international group of more than 8200 fantastic team members, with plenty of opportunities to learn and share.
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Merieux NutriSciences
Nov 27, 2024