Business Development Manager BioStorage Technologies
Reports To: Head of Sales, North
America ? BST Services Supervises: None
Status: Exempt Incumbent:
The statements below reflect the general details considered necessary to describe the major
responsibilities of the identified position and are not to be construed as a detailed description of
all the work requirements that may be inherent in the job.
The Business Development Manager (BDM) will develop sales for the company within an
assigned territory. The BDM will carry out sales calls that will include but are not limited to
telesales, face to face meetings and trade show attendance. The role has been created in the
effort to generate and maintain sales for the company within a specific regional area while
building an awareness of the company within a region.
Major Responsibilities, Activities and Task Statements:
BDM will be responsible for the creation and implementation of a strategic and tactical sales
plan for the assigned territory. Functions include but are not limited to:
1. Sale of the services and products of the company through a variety of sales methods
including but not limited to telesales, face to face meeting and trade shows.
2. Build the brand of the company
3. Manage the creation and follow up of sales proposals
4. Provide on-going support and service to existing clients and act as a liaison between the
client and BioStorage Technologies
5. Review market analysis to determine customer needs and pricing
6. Manage and maintain a customer lead database
7. To attend internal and external training in cases where it may benefit the BDM to have
increased knowledge e.g. ultra low freezer sales training
8. Provide regular written reports to the Vice President, Global Sales regarding activities as
they relate to sales
9. Functions may include management, hiring and training of additional regional sales staffPosition Specifications
? Bachelors Degree
? Strong negotiation, communication and presentation skills
? 5 years sales experience with experience of selling to Executive and Director level, sales
experience may be substituted for 5-10 years senior management experience within the
Pharma, Biotech, Life Sciences or related fields
? Proven sales track record
? Proven history of building and maintaining relationships with clients
? Bachelors Degree to be in life sciences
? Computer literate in Microsoft Office Suite
? MBA in addition to bachelors degree
? Good understanding of life sciences community
? Good understanding of International business
? C or D level contacts within the pharmaceutical industry
Organizational Core Competencies:
? Guided by a set of core values and beliefs to guide behavior and performance
? Represents information accurately and openly
? Demonstrates fairness in dealing with others
? Uses appropriate judgment in maintaining confidentiality
? Displays consistent loyalty to company values even under pressure
? Acts objectively and inspires trust
? Considers the client perspective when creating policies, procedures and solutions.
? Attentive and responsive to customer requests.
? Listens to and anticipates needs of the customer.
? Identifies, influences and manages customer expectations.
? Aligns priorities with the customer?s priorities.
? Acts with a sense of urgency on behalf of customer needs.
? Recognizes that building relationships are critical for success-internal and external.
Accountability to Team and Self
? Is open to learning ones tendencies ? areas of strengths and areas of development
knows ones strengths and limits
? Understand behavior impact on others
? Acknowledges accountability for performance and its influence on team
? Recognition that intent and actions should be aligned, with sensitivity to others
? Demonstrates support for the group over personal wishesDelivers Results
? Anticipates, identifies, confronts and overcomes barriers in order to successfully
complete a task or project.
? Focuses on outcomes rather than activities.
? Demonstrates personal contribution to accomplish goals.
? Drives and produces efficient solutions ? actively pursues process improvement.
? Consistently delivers on commitments and goals.
? Drives quality standards and maintains these standards.
? Follow established guidelines for quality assurance.
? Takes accountability for mistakes through self-reporting, corrective action, and
? Consistently demonstrates accuracy, compliance and gold standards service
? Ambassador of quality throughout the organization.
Managing and Measuring
? Clearly assigns responsibility and accountability for tasks and decision
? Proactively sets clear objectives and measures
? Monitors process, progress, and results appropriately
? Provides timely and objective feedback on performance and takes appropriate action
? Takes a holistic approach, even when addressing departmentally specific processes
? Excels in capacity and resource utilization.
? Delivers individual and team results to the company and clients
Building team spirit
? Collaborative and cooperative
? Encourages a participative process; has a ?win-win? orientation.
? Creates strong morale and spirit in his/her team
? Shares wins and successes
? Fosters open dialogue while confidentiality
? Encourage autonomy while holding each other accountable
? Creates a feeling of belonging in a team
? Shares recognition and credit with others.
? Can infuse spirit and influences others to be creative and high performing.
? Motivates others with one?s own vision and plans.
? Acts in accordance with the company values.
? Models behavior that is above and beyond reproach.
? Motivates others to accept a challenge.
Business and Industry Acumen
? Knowledgeable in current and progressive possible future policies, practices, trends, and
information affecting his/her business and organization
? Displays industry curiosity
? Knows the market, clients and the competition
? Able to apply business principles to business applications
? Understands and apply company business disciplines (revenue, sales methodology,
budget management, etc.)Constructive Confrontation
? Willingly seeks input from others before making a decision.
? Understands the value of civil and respectful discussion/debate and encourages it.
? Finds common ground in completing tasks and solving problems.
? Employee will be expected to travel up to 50% of the time to client sites, sometimes
overnight or on weekends
? Employee may be expected to also travel internationally
? Home office environment
I have had the opportunity to review this job description. I also understand that it
will be reviewed with me any time the responsibilities of this position are
significantly changed. However, nothing in this job description restricts
management?s right to assign or reassign duties and responsibilities to this job at
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Indianapolis, IN 46241