Business Development Manager (United States)

Exciting Opportunity at Ellab - Join Our Team!

We're seeking a Business Development Manager in the Southeast region to join our vibrant team and embark on an exciting journey with us.

As an industry frontrunner, Ellab is committed to providing cutting-edge benefits that make us stand out. Join us and enjoy:

Benefits

️ Time to Unwind:

• Kick off your journey with 2 weeks of vacation (3 weeks at your 5yr. & 4 weeks at your 10yr. anniversaries)
• Stay healthy with 2 weeks of sick time
• Celebrate with 10 Company Holidays
• Experience a rejuvenating 1-week winter shutdown

Financial Well-being:

• Invest in your future with a 401(k) match of $1 for $1 up to 4%

Health and Family First:

• Comprehensive benefits package including medical, dental, vision, short-term and long-term disability, life insurance, and critical illness coverage
• 6 weeks of parental leave

Job Brief

The Business Development Manager is responsible for generating incremental revenue growth by developing new customer relationships and strategic account penetration, and development of new market opportunities across an assigned territory.

This role serves to identify and develop business that Ellab is not capturing today. This position will actively prospect new customers, penetrate underdeveloped accounts identify opportunities and expand customer awareness of our validation, calibration, monitoring and other products and services.

Working in partnership with our Regional Sales Directors, Sales Representatives, Marketing and others to convert market opportunities into sustainable revenue.

Responsibilities

Business Development & Territory Management

• Identify, qualify, develop, and convert new business opportunities within pharmaceutical, biotechnology, medical device, healthcare, food, and other regulated industries.
• Build a consistent pipeline of qualified new business opportunities through proactive prospecting, networking, referrals, industry events, market research, and targeted account development.
• Identify geographic, customer, application, and market whitespace where Ellab has limited or no current penetration.
• Develop new customer relationships and introduce Ellab's broader portfolio of products and services.
• Identify opportunities within existing enterprise customers where Ellab has limited penetration across sites, departments, service lines, or product categories.
• Pursue strategic new-site and multi-site opportunities in coordination with Regional Sales leadership and existing account owners.
• Maintain an active presence within the assigned market through customer visits, networking, conferences, trade shows, and industry events.

Business Development Planning

• Develop and execute an individual business development plan aligned with Regional Sales leadership's territory strategy and revenue objectives.
• Establish target account lists based on market opportunity, customer potential, strategic importance, and Ellab's existing market presence.
• Develop account penetration strategies for targeted new and underdeveloped customers.
• Prioritize business development activity based on revenue potential, strategic value, likelihood of conversion, and available organizational capacity.
• Identify emerging market opportunities that could support future growth across Ellab's products and services.

Opportunity Development & Sales Execution

• Lead assigned business development opportunities from initial prospecting through qualification, solution development, proposal, negotiation, and successful close.
• Conduct discovery meetings to understand customer business needs, technical requirements, project timelines, compliance requirements, and purchasing processes.
• Coordinate with technical subject matter experts and operational teams to develop solutions that meet customer requirements.
• Prepare or coordinate accurate quotations, proposals, presentations, and commercial documentation.
• Establish appropriate customer expectations regarding scope, timelines, deliverables, and implementation requirements.
• Maintain regular communication with prospects throughout the sales process.
• Negotiate opportunities within established commercial and pricing authority.
• Engage Regional Sales leadership when opportunities require pricing exceptions, strategic commercial decisions, significant resource commitments, or executive involvement.
• Support the successful transition of closed opportunities from Sales to Operations and Service delivery teams.

Strategic Account Penetration & Cross Selling

• Identify space within existing strategic accounts where Ellab has opportunities to expand its relationship.
• Introduce customers to relevant capabilities across Ellab's portfolio, including, Validation Services, Calibration Services, Monitoring, Rental Solutions, Aftermarket and Service Programs, and other applicable products and service
• Identify opportunities to expand relationships from individual customer sites into additional departments, facilities, regions, or enterprise-level relationships.
• Partner with the existing account owner and Regional Sales Director when developing opportunities within established customer accounts.
• Maintain clear communication regarding customer activity to avoid conflicting ownership or customer engagement.

Requirements

• Bachelors degree in sales/marketing or science related field
• 3+ years of sales experience in pharmaceutical, biotechnology, medical device, healthcare, food, and other regulated industries.
• Experience in ISO and/or FDA regulated industry preferred
• Demonstrated ability to identify, develop, and close new business opportunities
• Customer Relationship Management (CRM) software proficiency (Salesforce highly preferred)
• Operational efficiency and process optimization
• Financial acumen (budgeting, forecasting and analysis)
• Excellent communication and interpersonal skills
• Strong organizational and time management skills
• Travel Required 50% of the time