Business Development Director

SUMMARY

The overall purpose of this job is to develop strategic relationships with customers and prospects within the assigned territory / category, expand the company network, increasing revenue and profits by acquiring and expanding new partner accounts and managing assigned accounts in the territory / category. Monitor sales trends and market dynamics to develop an appropriate time and territory strategy and plan that delivers growth for the company in new customer conversions.

This person will be skilled in listening, discovery, and solutions selling, will be a self-starter, will coordinate well with teams in support roles and with teams in other territories. The role will require interface with key company stakeholders globally including sales, R&D, supply chain, marketing, customer service, and manufacturing, and this person must be able to effectively collaborate and communicate with these departments to meet company expectations and consumer/partner demands.

Manages up to $10MM in business revenue.

include the following. Other duties may be assigned.

• Identify target market segments and priority accounts where Microban solutions can deliver protection, performance improvement, lifecycle improvement, and/or consumer preference increase, and create mutually beneficial relationships with key decision makers in those accounts to develop a pipeline of sales opportunities and build a book of business by closing new customer deals.
• Manage existing business for customer retention and expansion, helping support customer success in the marketplace. Develop strategic business relationships with partner companies, communicate thought leadership and insights to those prospects, develop trust, and ultimately execute new sales contracts supporting product sales, royalties, license fees, and testing fees, depending on required solutions.
• Creatively structure unique contracts with wide variety of customers, leveraging and monetizing the value of the Microban brand.
• Manage pricing, development fees, and deal structure consistent with the regional / global commercial strategy.
• Support delivery of company messaging at trade fairs, technical conferences, regulatory sessions, and in public presentations to further the brand, products, solutions, and sales for Microban.
• Help commercial team peers replicate commercial successes in different territories and other regions of the world by documenting case studies for key wins and sharing insights with others.
• Monitor and analyze market trends and competitors to make sure products and services stay competitive, and make suggestions on how to better improve, position, or promote current product lines into new partner accounts and application spaces.
• Help development of unique products and/or formats to meet customer needs, working with the technical teams to bring these optimal solutions to market.

This role does not have direct reports but will utilize leadership capabilities to lead and guide internal cross functional teams in delivering solutions and collaborating with customers.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Bachelor’s degree from four-year college or university and at least five to seven years related work experience; or equivalent combination of education and experience is required.

Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents; ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community; ability to write speeches and articles for publication that conform to prescribed style and format; ability to effectively present information to top management, public groups, and/or boards of directors.

Ability to…