Business Development Director
Remote - Morgan Hill, CA 95037
Full-Time | Exempt
Travel: 40%+
Salary Range: $150K - $180K
Make an Impact at Tecan
Through Tecan CDMO, we provide contract product development and electronic manufacturing services to MedTech and In-Vitro Diagnostics (IVD) OEMs.
As the Business Development Director, you will identify and secure new business opportunities that support Tecan CDMO's sales growth and financial objectives. You will build and manage a strong business development pipeline, develop customer strategies, and lead complex, consultative sales processes with MedTech and In-Vitro Diagnostics (IVD) OEM customers.
You will build executive-level relationships with prospective and existing customers and work closely with Tecan CDMO's Engineering, Operations, Marketing, and other cross-functional teams to develop and present product development and electronic manufacturing solutions that address customer needs and support new business growth.
How Will You Make an Impact?
- Identify, develop, and secure profitable new business opportunities with MedTech and IVD OEM customers.
- Build and manage a business development pipeline focused on contract product development and electronic manufacturing services.
- Develop customer strategies, sales plans, and solutions using a consultative approach to win new business.
- Lead and navigate complex MedTech and IVD sales cycles while building strong executive-level relationships.
- Proactively identify and qualify new customers and opportunities for electronic manufacturing services, including PCBAs, high-level assembly, and instrument system integration.
- Prospect for new customers through cold calling, networking, professional affiliations, industry groups, trade shows, and other business development activities.
- Present Tecan CDMO's services, capabilities, and value proposition throughout the sales process.
- Develop and present contract product development and electronic manufacturing services proposals to customers and prospects.
- Identify, qualify, and prioritize opportunities throughout the sales process based on customer needs, business potential, and strategic fit.
- Develop and execute sales strategies and coordinate internal and external resources to position Tecan to win new business.
- Partner with Engineering, Operations, Marketing, and other cross-functional teams to develop customer-specific product development and manufacturing solutions.
- Work closely with Marketing to develop and refine targeted go-to-market plans and business development initiatives.
- Maintain regular meetings and communication with prospective customers and Tecan cross-functional teams throughout the sales process.
- Build and expand industry relationships to strengthen Tecan CDMO's sales funnel and business development pipeline.
- Participate in sales, marketing, and product strategy meetings to support business growth objectives.
- Represent Tecan CDMO at national and local trade shows, industry events, and partner activities.
- Incorporate Tecan's vision and values into all business activities.
What You Bring
- Proven success in identifying, developing, and winning new customers within a contract development and manufacturing environment.
- Strong understanding of complex, consultative sales cycles, including lead generation, opportunity qualification, pipeline management, account planning, and strategic sales planning.
- Demonstrated ability to develop and execute business development strategies that generate revenue and support growth objectives.
- Strong executive-level communication and presentation skills, with the ability to communicate complex technical and business concepts to both technical and non-technical audiences.
- Strong organizational and time-management skills with the ability to manage multiple opportunities and priorities independently.
- Ability to understand customer needs and translate them into effective business and technical solutions.
- Strong problem-solving skills and the ability to recognize, manage, and resolve potential issues with integrity.
- Self-motivated, entrepreneurial, and results-oriented approach to business development.
- Strong interpersonal and relationship-building skills with a collaborative, team-oriented mindset.
- Adaptable and willing to learn in a dynamic environment.
- Ability and willingness to travel more than 40%.
Your Background
- Bachelor's degree in Engineering, Business, or a related field, or equivalent combination of education and experience. MBA is a plus.
- 8+ years of related experience in services-based sales, business development, sales management, product management, or consultative selling.
- Demonstrated experience selling contract product development and/or electronic manufacturing services.
- Proven track record of developing and closing significant new-name customer accounts.
- Experience working with MedTech and/or In-Vitro Diagnostics (IVD) OEMs.
- Established professional network within the MedTech, IVD, contract development, or electronic manufacturing industries.
- Broad industry knowledge and an established network within MedTech and IVD organizations.
- Experience selling PCBAs, high-level assemblies, instrument system integration, or related electronic manufacturing services is a plus.
- Experience with strategic consultative selling and contract product development is a plus.
- Experience establishing budgets, sales plans, and sales forecasts is a plus.
- Experience working with cross-functional Engineering, Operations, and Marketing teams to develop customer solutions is a plus.
What We Offer
- Medical, Dental, and Vision effective on your first day
- 16 company-paid holidays
- 401(k) employer match on first 6% contributions (no vesting period)
- Company-paid Life Insurance
- HSA & HRA options
- Company-paid short- and long-term disability
- Employee Assistance Program (EAP)
- Accident, Critical Illness & Hospital Indemnity coverage
- Legal Shield / Identity Shield
- Discounted Pet Insurance
Salary range: $150K- $180K
(Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with industry data.)