Business Development Manager

2 days ago

California, United States Mérieux NutriSciences Full time

About Mérieux NutriSciences

Mérieux NutriSciences is a leading player in the food safety and quality market, with a strong presence in 27 countries. Our mission is to make food systems safer, healthier, and more sustainable. We offer a wide range of testing and innovative solutions dedicated to preventing health risks related to food, environment, and consumer goods.

Our Public Health Mission

We are committed to supporting our customers in achieving their goals through our expertise and innovative solutions. Our team of experts works closely with clients to understand their needs and provide tailored solutions to meet their requirements.

Job Summary

We are seeking a highly motivated and experienced Business Development Manager to join our team. The successful candidate will be responsible for driving profitable revenue growth for our Expert Services division in the United States and Canada. This will involve expanding existing client relationships, identifying new business opportunities, and developing and executing sales strategies to achieve sales goals.

Main Responsibilities

  • Manage sales efforts to meet sales goals for the assigned Mérieux NutriSciences Expert Services group.
  • Respond to sales leads from various sources promptly and fully qualify for potential.
  • Present capabilities and technical qualification details and bring in technical experts as needed, in order to prepare the potential client for technical proposal or quote.
  • Uncover information such as budget range, decision-making process, desired start or completion date, or other key variables during the proposal process.
  • Manage the proposal process by writing proposals and working collaboratively with technical experts on joint proposals. Ensure proposals are delivered within the agreed-upon time frame of the client.
  • Support sales team with account business reviews on a routine basis through periodic web-based or in-person meetings when specific service is used. Conduct their own business reviews when only that specific service is used.
  • Work with team members on the transfer and management of projects sold and closed.
  • Work with Marketing to develop and update content pertinent to role, coordinate and manage special projects.
  • Develop and maintain professional selling skills and technical service expertise with available training on company services, emerging technologies, industry trends, and regulatory requirements of interest to the client. Provide information to the clients to create and maintain a professional image as technical leaders in the industry.
  • Maintain activity, pipeline, closes, and client files within Salesforce documenting significant meetings, calls, and the status of sales opportunities and stay up-to-date on all presentations and sales tools.
  • Maintain costing files, templates, and legal files and work with leadership to roll-out changes when updates are made.
  • Maintain information on competitors' strengths, weaknesses, policies, pricing, services, etc., to increase the likelihood of winning bid situations.
  • Perform other reasonable work-related duties as requested.

Requirements

  • A strong knowledge of food safety programs and systems is necessary, including environmental monitoring, finished product sampling, HACCP, food microbiology, food chemistry, and research capabilities.
  • A deep knowledge of food science, typically obtained from a Bachelor's degree or from equal experience within the food testing industry, is needed to be successful in this position.
  • 2-5 years of relevant work experience are 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.
  • This position requires 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.

Work Environment

The incumbent works from their home office or in an office environment with proper lighting and temperature control. Occasional overnight auto and air travel is necessary for client visits and while visiting other laboratory locations. Manual dexterity is essential to create work products on the computer. The usual work hours are 40 hours a week. Some special projects may require the position to work extended hours. The position spends extended periods of time on the telephone/computer talking with clients, potential clients, and the Merieux NutriSciences team, while also reviewing information on a computer screen. Physical dexterity in operating a keyboard is required.

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