Business Development Manager

Job Overview

Contribute to the continued growth of SHL Medical in Europe by managing the sales process to win new development agreements for combinations of SHL drug delivery devices with the pharmaceutical products of our prospective customers.

These development agreements will ultimately result in successful new commercial supply deals for SHL devices to our customers.

Prospective customers are small, mid-sized and global pharmaceutical companies with drugs in their product portfolios that may be suitable for the SHL Medical product range.

Main Responsibilities

Business development strategy support : Identify and follow up on growth opportunities for drug delivery devices, specifically autoinjectors and pens, in Europe.

The BD role will extend to the point of signing development agreements for the above-mentioned products. Provide input to the design of the business development strategy and support with implementation of the strategy.

You will use the CRM system to record all activities and effectively manage all leads and opportunities as well as giving visibility on the status of all on-going projects.

Lead generation and nurturing : Generate and nurture leads with existing and prospective new customers in Europe. Develop new opportunities to up-sell (e.

g., from platform to bespoke) and cross-sell (e.g., to SHL pharma). Secure a deep understanding of the customers’ technical and commercial needs, continuously expand the network of and influence over critical stakeholders and create interest in SHL Medical’s solutions.

Complete project intake documentation to facilitate internal understanding of potential new opportunities.

Opportunity conversion : Act as the main contact along the sales process until the development agreement is signed. Develop and present pitches, quotations, and proposals.

Co-ordinate and collaborate with internal resources and subject-matter experts to deepen customer relationships creating trust, credibility and availability.

Advise customers in their decision-making process directly and by bringing in the right resources to assist the customer in the process.

Provide input to the creation of development agreements and support in negotiations. Work with Pricing and Analytics, Project Management and Growth Organisation management to ensure competitive offers are provided in a timely manner.

• Company representation : Represent SHL at trade shows and conferences to present our new technologies and products. Communicate what differentiates SHL from competitors and create general interest in our solutions.
• Account handover : Secure the signed development agreement and hand the account over to the Account Management team. Facilitate a successful transition into the development phase of the project.
• Overseas travel : While many internal and external meetings are now online you must be flexible and willing to travel as required to perform the role.

It is not anticipated that such travel will be more than 30% of working time.

Minimum requirements

Commercial expertise : 4+years of experience in business development, sales and / or account management; a knowledge of business-to-business sales processes involving complex and technical products, with long sales cycles and multiple stakeholders.

Demonstrated record of achievements in a relevant commercial role and ability to drive business growth.

• Industry knowledge : Experience in the pharmaceutical, biotechnology, med-tech, primary packaging, secondary packaging, and / or drug delivery device industry.
• Stakeholder management : Ability to drive forward the commercial agenda based on experience in building up, engaging with, and managing stakeholder groups from diverse cultural backgrounds, internal and external audiences, and varying levels of seniority.
• Project management : Sales management skills with proven ability to initiate, scope, set up, drive opportunities along the defined sales process.

Ability to maintain demanding timelines and flexibility to master a workload which frequently necessitates an adjustment of priorities.

Effectively use CRM systems to record activities and efficiently drive the sales process.

Presentation and communication skills : Proven ability to build convincing narratives and present business cases. Attentive listening and persuasion skills.

Experienced in using Microsoft Teams to present commercial and technical information and coordinate multi-location meetings.

Fluent in English is a must

Preferred qualifications

• Analysis and problem solving : Strong analytical, problem-solving, and ideation skills. Able to turn problems into impactful solutions and communicate these in simple and easy to understand messages.
• Willingness to travel

Relevant Qualification / education and training

• Education : Bachelor’s degree in a relevant field (engineering, technical design, business / marketing, medical, scientific, health management or similar).
• Relevant Masters’ degree or other higher education is considered a plus.

We Offer

• Modern working environment with state-of-the-art facilities and technologies
• Challenging assignments in a fast growing and innovative industry
• Position in a dynamic, international team of highly skilled professionals
• Flexible working hours and a remote work policy
• Numerous opportunities for personal and professional development within a global organization
• Centrally located office in Zug, very close to the train station
Vor 30+ Tagen