Senior Business Development Manager

About Welch Fluorocarbon:

Since 1985, Welch Fluorocarbon, a UFP Technologies company, has specialized in providing thermoformed and heat-sealed products to a variety of customers. We utilize the best, thin, high-performance films. Welch Fluorocarbon was founded to answer the industry's demand for high-performance plastic products.

Our corporate culture is a true team environment where there is a presence of clear purpose, the strength of real community and the celebration of individual creativity. Every day we prove that "the whole is always greater than the sum of its parts." The foundation of our culture is based on the core ideology of balance. As part of our culture and promoting balance for Team Members lives, Welch provides a competitive benefits package.

Welch Fluorocarbon offers a competitive benefits package, including but not limited to:

• Medical, Dental, Vision, Life, Disability Insurance
• 401K with a matching contribution
• Paid time off, Paid holidays, Employee discounts and much more

Location: This position is for the Dover, NH location

Applicants must be authorized to work for any employer in the U.S. At this time, we are unable to sponsor or assume sponsorship of an employment visa.

Senior Business Development Manager Summary:

The Senior Business Development Manager drives growth and profitability through strategic market expansion, partnership development, and new business opportunities. This role leads the Sales Team, it encompasses project management responsibilities, ensuring that projects are executed on schedule and in alignment with customer specifications. In addition, the position is accountable for driving revenue growth, managing performance, sales forecasts, budgets, and key performance indicators to achieve company objectives. It also involves overseeing major customer relationships, promoting the company's products, and analyzing market trends to identify new business opportunities.

Senior Business Development Manager Essential Duties and Responsibilities:

• Provides supervision and guidance to Project Engineers, Project Managers, Senior CSRs, and Sales Support staff, ensuring alignment with company & team goals.
• Builds a deep understanding of key customer portfolios, locations, and organizational structures to drive strategic engagement, while proactively maintaining and strengthening relationships with top accounts through regular communication, needs assessment, and identification of new project and development opportunities.
• Cultivates and maintains strong relationships with key decision makers.
• Anticipates needs and provides proactive solutions that drive value and enhance customer satisfaction.
• Develops a deep understanding of UFP's objectives / strategies to identify opportunities that align current and future customers' needs.
• Develops and wins new business with MedTech OEM customers and their Tiers. New business targets are single use, polymer-based applications in one of our business segments: Medical Devices, Medical Packaging, and Robotic Assisted Surgery. Programs may be new to the world designs or existing business transfer opportunities.
• Engages, leverages, and interacts with OEM at multiple levels: Purchasing, Engineering, Operations and C-Suite. Produces funded development projects.
• Develops and executes strategic account plans and mappings.
• Leads contract negotiations and pricing ensuring agreements are structured to be mutually beneficial while maintaining compliance with agreed terms & conditions.
• Manages strategic, value based, price actions for a variety of circumstances to achieve sustained profitable growth, in coordination across OEM applications and UFP sites when necessary to improve the book of business. Promote new technology and CAPEX when appropriate.
• Works with and guides development Engineers to develop cost options, business proposals, manage programs, develop customer presentations / work statements and post engagement support for pipeline management to close.
• Works with commercial sales teams to leverage call points at key OEMs. Pursues and leverages "3 legs of stool" business growth: Material position, managed client in growing segment and technical capability to produce success.
• Effectively communicates customers' needs, expectations & feedback to internal teams.
• Provides regular updates on account performance, strategic initiatives and key developments.
• Monitors and measures client satisfaction through regular feedback, performance metrics and quarterly business reviews (QBRs) as well as keeping Salesforce opportunities current.
• Regularly analyzes sales performance, market trends, and client feedback to identify areas for continuous improvement.
• Utilizes data-driven insights to guide decision-making and presents actionable recommendations to both clients and internal stakeholders.
• Develop and maintain yearly forecast. Ensure that the Sales Team meets sales forecasts, team, and individual goals.
• Gather, investigate, and summarize market data and trends and deliver reports to leadership.
• Stays informed on industry trends, competitive landscape, and market conditions to provide strategic guidance.
• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
• Performs all other duties as assigned or needed.

Senior Business Development Manager Qualification Requirements:

• Bachelor's degree in business or related field; master's preferred.
• 5 years' experience in business development, sales, or related commercial roles.
• Experience in the Medical Industry, particularly MedTech, with a focus on performance-driven results.
• Experience with foam, film, or polymer-based products a plus.
• International experience and willingness to travel globally.
• Experience in project management and account management.
• Project Management certification (PMP or equivalent) is a plus.
• Experience with ERP systems.
• Proficiency with Salesforce (preferred) and HubSpot (preferred).
• Strong leadership skills with the ability to inspire, influence, and collaborate across functions and levels.
• Excellent communication, presentation, and interpersonal skills.
• Strong customer service and communication skills.
• Strong organizational, planning, and closing/prospecting skills.
• Proven ability to manage complex priorities and drive results in fast-paced environments.
• High financial acumen, including ability to build business cases and evaluate options.
• Detail-oriented, accurate, and committed to continuous improvement.
• Quick learner able to adopt new processes and support others in doing the same.
• Air and motor vehicle travel when required (25% - 30% of time).

UFP Technologies, Inc. is an Equal Opportunity/Affirmative Action employer Minorities/Women/Veterans/Disabled.