International Business Development Manager (APAC)

BioIVT is a worldwide provider of biological and in vitro products to pharmaceutical and biotechnology organizations. We specialize in control and disease state matrices manufactured from human and animal blood, plasma and serum, which are used in drug discovery, compound development, clinical and research diagnostics. We can immediately add value to your drug discovery and preclinical development program by providing large lot of hepatocytes, other cell types, and subcellular fractions along with associated media products. BioIVT's products enable scientists and biomedical researchers to better understand the pharmacokinetics and drug metabolism of newly discovered compounds and the effects on disease processes.

The International Business Development Manager (IBDM) has the critical job of representing the full breath of products and services provided by BioIVT within the assigned territory. With a deep understanding of this full portfolio, the IBDM will target client sectors (distributors, resellers, small/medium biotech and small/medium pharmaceutical companies) that are most suited for a single contact sales approach. Ideally the IBDM will be working with an individual or small group of individuals that oversee the majority of spend relating to BioIVT offerings. By providing a single point of contact, the IBDM will be entrepreneurial in their approach, recognizing and capitalizing on growth and diversification opportunities within the account. The crux of this position is to align this single point of contact to burgeoning accounts that can benefit from BioIVT’s full portfolio. 

THE IBDM daily activities range from: establishing a rapport with distributors and end-user clients, learning to understand their technical and scientific requirements, and working with colleagues in sales and operations to offer distributor and end-user clients customised and creative administrative and scientific solutions. The IBDM will be responsible for all aspects of client relationship management and scientific support; Strong organisational skills, an ability to multi-task and responsiveness to our clients’ and their needs will be vital components of the role.

Responsibilities will include, but are not limited to:

• Achieving sales targets on a quarterly basis in accordance with the annual corporate sales plan.
• Qualify, establish, develop, and maintain customer relationships for relevant accounts within the assigned territory. These activities include: lead generation, cold calling and prospecting, customer sales calls, appropriate telephone and email follow-up, and reporting.
• Create and implement appropriate strategies for developing and diversifying account business including the arrangement of specific promotions such as one-day table shows, national tradeshows, technical seminars, presentations, etc.
• Report to the Global Channel Partnership Director all relevant information relating to field activities, including customer feedback, competitive actions, etc.
• Provide on a continuous basis market feedback on the Company’s competitiveness.
• Provide quarterly feedback on account activity, highlighting accounts that may benefit from a different commercial approach.
• Maintain full technical knowledge and understanding of the Company’s products and services on an on-going basis.
• Keep abreast of relevant scientific papers and publications associated with the application of the Company’s products and services and other similar competitive products.
• Develop and maintain the customer data base for all relevant accounts within the assigned region.
• Document all customer interactions in the appropriate contact management software.
• Develop and maintain a business plan to forecast and achieve sales goals
• Demonstrate a deep understanding of the client buying process and show a strong commitment to client.
• Co-ordinate and communicate effectively within the matrix commercial environment.

Distributors management:

• Set distribution goals and plan and manage distribution operations to achieve the set goals
• Identify resources, perform workload assignments and provide assistance when required.
• Conduct trainings to the team members as needed
• Monitor distributor’s sales team performances and provide feedback for improvements
• Address customer queries and ensure customer satisfaction.
• Assist in distributor inventory management activities including receiving, storage, rotating

Attributes

• Champions strong customer-service oriented culture
• Mutual respect, team orientation and matrix mentality
• Personal development-oriented culture – self and team
• Excellent written and verbal communication skillsProficient with Microsoft Excel, Word, and Outlook
• Organizational skills with great attention to detail
• Problem solving skills
• Ability to effectively present information to customers, clients, and internal staff members
• Ability to participate in the selection and development of Sales Talent
• Conceptual thinker with capability to implement ideas that help support our clients’ needs.
• Able to articulate and understand Company products and services.
• A strong passion to understand customers complex needs and translate that into a product or service that fully responds to that need. A demonstrated ability to understand people and communicate clearly.
• Demonstrable teamworking skills within a complex commercial environment
• Organizational skills and attention to detail.
• Ability to interact with various settings/audiences. 
• Results-oriented.

Position Requirements

• BA in Biology or basic science related field, plus 4 years commercial life science experience (microbiology, biology, chemistry or biochemistry preferred).
• Experience setting goals and managing by metrics
• At least 3 years sales or business development experience representing complex life science products and/or services to pharmaceutical, biotech and diagnostics companies.
• In depth knowledge and experience of the drug discovery process is critical to this role.
• Previous hands-on laboratory experience in the life sciences will also be an advantage.
• English proficiency. Good knowledge of Chinese or Japanese or Hindi languages are a plus.
• Location: Home Office, Western Europe
• International travel requirements: 60%