Business Development Manager - Northeast US Region

Title:
Business Development Manager - Northeast

Department:
Sales

Job Type:
Regular Full Time

Location:
Remote - Must reside in one of these states:
MI, OH, PA, NY, NJ, CT, MA, VT, NH, ME, RI

Company Summary:

NMS Labs has developed an extensive menu of more than 2,500 tests to support clients in forensic, criminalistic, public health and clinical fields. For over 50 years, our clients have relied on NMS Labs for unique testing solutions that demonstrate our company core values of Quality, Integrity, Service, Innovation and Engagement. As we work to increase the company's positive impact on public health and public safety, we are seeking talented professionals to join us for the journey! We invite you to learn more about our company by visiting NMSLabs.com.

Job Summary:

The Business Development Manager (BDM) is an important role in the delivery of products and services to the market. This role will be responsible for delivering topline revenue growth by uncovering new clients and establishing the NMS Labs value proposition. This person will establish strategic awareness within the marketplace leading to Forensic Business Unit revenue growth. The BDM will develop plans and strategies to expand NMS' customer base leading to financial objective achievement. The BDM should have a verifiable record of accomplishments and growing revenue within government and/or laboratory.

Requirements:

• Bachelor of Science degree, preferably in the sciences, MBA preferred.
• 5+ years of related experience utilizing enterprise selling skills.
• Previous sales experience in medical diagnostics, laboratory services or forensic marketplace.
• Significant experience with bid response and contract writing/management, government sales and forensic science exposure is a plus.
• Strong understanding of customer needs in the areas of government and procurement
• Proven track record of delivering growth in both revenue and profits, establishing strong relationships coupled with utilizing analytical skills to deliver growth in new and existing customers.

Major Duties and Responsibilities:

• The primary emphasis of this role is new client/business growth.
• Personally accountable for the achievement of territory revenue budget and profitability target
• Develop relationships with strategic influential decision makers to favorably position NMS Labs and our products and services.
• Efficiently manage and prioritize a large geographic area to optimize growth potential.
• Prepare sales presentations and account plans based upon specific customer needs.
• Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin
• Provide reliable sales forecasts.
• Prepare and submit bids, proposals, and general contract management in a timely fashion.
• Maintain client profiles, contact history and other pertinent data in approved CRM system.
• Proactive and effective territory pipeline use/build meeting pipeline opportunity targets leading to territory revenue budget achievement.
• Provide forecasting in support of operational efficiencies and budget/forecast achievement.
• Open and flexible approach to problem solving and new ideas.
• Fiduciary approach planning and managing territory expense spend focused on return-on-investment.
• Travel as required by the business unit (may meet or exceed 50% overnight travel)
• Other duties as assigned.

• Strong results orientation inclusive of government selling experience/knowledge.
• Experience across the enterprise selling spectrum, from territory and account planning, prospecting, qualification, opportunity identification, solution development and proposal and service delivery.
• Ability and commitment to build "superior" NMS, competitive and market knowledge with desire to continuously remain informed while learning more with good negotiation skills.
• Strong (use of) analytical/financial and business acumen skills
• Very high degree of integrity in all interactions
• Proactive/creative problem solver not afraid to take appropriate risks and move fast.
• Assertive while maintaining a constructive self-awareness that recognizes areas for own personal development with ability to create trusting relationships with team members/customers.
• Highly accountable with a passion for making a difference for both clients and NMS possessing a very positive, can-do approach.
• Team player with excellent organizational and communications skills as well as strong attention to detail
• Works independently to continuously generate and execute plans to attain goals.
• Proficient in Microsoft Office, including Excel, Word, PowerPoint, D365 (commitment to use) and Power BI leading to strong writing skills appropriate for client communication, proposal writing and bid responses
• Experience in consultative and diagnostic selling strategies and familiarity with the selling process and sales programs such as:
  Sandler, Strategic Selling, Dale Carnegie, Spin Selling and others.
• Current valid driver's license
• Qualified to have current passport allowing for occasional business travel outside of United States

Physical Demands:

• Ability to talk, hear, stand, reach with hands and arms, and use hands and fingers to manipulate instrument/equipment controls, computer keyboard, office equipment, objects, or tools.
• Moving from one work location to another to sit and stand, sometimes for extended periods of time.
• Ability and qualified to drive a vehicle.
• Ability to travel via airplane.
• Vision (with correction), distance, peripheral vision, depth perception, and the ability to adjust focus.

Offers of employment are made contingent upon a nationwide background investigation and urine drug screen with results satisfactory to standards of employment at NMS.

We are an equal opportunity employer and will not discriminate against any employee or applicant for employment because of race, creed, sexual orientation, color, religion, sex, national origin, age, marital status, citizenship status, otherwise qualified disability, or protected veteran status (disabled Armed Forces Service medal, recently separated, active duty or campaign badge), domestic violence victim status, arrest record, or predisposing genetic characteristics.