Director, Business Development

About the job Director, Business Development

Responsibilities: Identify and convert new business with medical device and diagnostics companies who will use laser micromachining services or purchase custom-built laser workstations (

Effectively target and screen new opportunities to engage Lightspeed ADL, a best-in-class prototyping and process development business unit. Establish production wins by converting Lightspeed ADL projects to volume production and gaining dual sourcing production work straight from target accounts. Negotiate favorable pricing and terms and build true win-win relationships. Support existing life sciences accounts, providing outstanding relationship management to retain business and secure next generation work and other projects. Leverage the success from one account division to gain entry to another division and penetrate that business to identify new growth opportunities. Utilize planning tools and market intelligence to develop strategies and tactics to achieve sales objectives in a consistent fashion. Analyze bookings and backlog and participate fully in monthly and annual forecasting exercises to provide good visibility for capacity and financial planning. Establish pricing by working with relevant company personnel to establish price points that address specific customer's needs while satisfying company objectives. Communicate with customers and a highly technical support staff to interact effectively in a technology-rich environment. Take a self-directed leadership role in the support and resolution of technical and business customer-related issues. Keep appropriate documentation (trip reports, expense reports, various sales reports) current at all times. Represent the company professionally in all interactions and present capabilities and proposals in a knowledgeable and effective manner to earn the trust and respect of all stakeholders. Maintain current knowledge of relevant product/service offerings to offer technically accurate solutions to customers. Participate in selected conferences and exhibitions, network effectively to build brand awareness with targeted accounts and individuals. Work effectively as a team member and colleague to assist other employees in achieving success in their projects and responsibilities. Qualifications: 10 + years experience selling products & components to medical device and/or diagnostics companies (OEMs) and/or 8+ years as a customer-facing applications engineer with a strong sales aptitude. Proven track record converting prospects into revenue generating accounts. S. degree favoring engineering, science or business management. Excellent verbal and written communication skills. Comfortable interacting with staff at all levels within the customer organization. A proactive mindset, outgoing personality and bias for action is required. Excellent negotiation and interpersonal skills; must deal with internal and external customers ethically and honestly. Familiarity with medical manufacturing, ISO and FDA quality system requirements. Ability to read engineering drawings and solid models and be credible in front of customers is required. Must be thorough and persistent with a strong work ethic, willing to work extra hours to meet customer needs and company objectives. Adept at being a strong customer advocate and building long-term relationships, while also keeping companys needs front of mind. Willing to travel in and outside the territory as needed, including to facilities outside the U.S.

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