Business Development Manager - North America
Filtration Group Corp
Remote
business development
manager
north america
america
growth
business development
management
filtration
distribution
sales
mission
manager
corporate
February 20, 2023
Filtration Group Corp
Madison, Wisconsin
OTHER
Overview:
Whirl-Pak is on a mission to make the world safer, healthier, and more productive. We are provider of sterilized sampling and testing solutions used across multiple sectors including environmental (water and soil) and food & beverage. Our 60-year-old brand has experienced significant growth in the past several years through product diversification and increased international presence.
Whirl-Pak is an operating company of Filtration Group. Filtration Group is a global market-leading provider of filtration consumables that drives innovation and delivers solutions across a broad spectrum of applications and end markets, with a focus on life sciences, indoor air quality, and industrial technologies.
Whirl-Pak is looking for a Business Development Manager in North America. Reporting to the Senior Director of Business Development, this individual will work cross-functionally across the organization, including the business unit and corporate leadership teams.
POSITION SUMMARY
The mission of the North American BDM is to execute on our strategies to deliver outsized growth in our core and largest global territory, making a direct and significant impact on the overall business. The Business Development Manager will leverage both internal and external resources where required.
Responsibilities:
Delivering Growth & New Business Development
o Execute on rigid plastic conversion strategies and contract bids.
o Engage key end users to drive additional support for Whirl-Pak solutions at the corporate engineering and sustainability level.
o Understand and communicate the VOC and market pain points to propose product development opportunities.
o Identify and build relationships with multiple levels of contacts within these potential end market customers. Understand who drives buying decisions, who influences them, and how to pivot to overcome barriers.
o Identify opportunities for price capture and execute on price strategy implementation.
Distribution Channel Management
o Overserve high performing “80” distributors with a high level of end user engagement / joint visits, marketing, and refreshed training material.
o Develop and implement distributor business performance / accountability reviews. Understand KPIs including inventory levels, pricing practices, key and target end user accounts, conversion opportunities, and competitive product line dynamics.
An Equal Opportunity Employer
o Provide accurate demand forecasting for top accounts. Understand and articulate reasons for over / under performance and countermeasures taken.
o Rationalize underperforming “20” distributors to reduce the cost of selling while overserving our partners and end users.
o Establish close relationships / connections with distributor’s top level management, field sales, and product management to create a sense of true partnership and transparent, open communication.
o Identify regional / market gaps and establish new distribution to enable channel growth.
Strategy Development
o Identify top 3 consumers / applications of rigid plastic sampling containers within the North American market and refine strategies for conversion to bags.
o Identify and engage test / launch customers for new products including bags and reagents.
o Evaluate and communicate the viability of future strategic markets and channel partners.
o Collect and communicate commercial and technical requirements for new or existing products in these identified key markets.
Qualifications:
KNOWLEDGE AND EXPERIENCE
➢ Four-year degree or equivalent experience.
➢ 5+ years outside sales / business development experience and track record of delivering growth.
➢ 5+ years distribution management experience.
➢ Technical selling experience with a preference for laboratory, hygienic, or sampling equipment in the pharmaceutical, F&B, personal care, or water safety markets.
➢ Strong data and analysis capabilities.
➢ Base knowledge of regulatory guidelines and documentation.
➢ Excellent computer skills in Microsoft Windows and Office software.
➢ Ability to read, write, understand, and communicate in English.
➢ Must be able to travel as required (est. ~50%).
PERSONAL CHARACTERISTICS
Our ideal candidate will be a highly action-biased and entrepreneurial sales professional with the ability to identify and solve both product and process related challenges for our customers. He / she must also have excellent interpersonal skills, be capable of building deep and broad relationships with companies and their key decision makers, and be comfortable working in a high-performance and high-trust environment. To be successful in the role, this individual must be:
➢ Highly entrepreneurial, with a strong bias for action.
➢ Self-starter/motivator requiring minimal supervision; trusted to deliver on commitments.
➢ Assertive, effective, and solid communication and negotiating skills.
➢ Well-organized and able to manage details effectively in a fast-paced environment.
➢ Must be able to work professionally with people in a team atmosphere and on an individual basis.
➢ Must have strong active listening and problem-solving skills.
➢ Adaptable and flexible to a changing environment.
Whirl-Pak is on a mission to make the world safer, healthier, and more productive. We are provider of sterilized sampling and testing solutions used across multiple sectors including environmental (water and soil) and food & beverage. Our 60-year-old brand has experienced significant growth in the past several years through product diversification and increased international presence.
Whirl-Pak is an operating company of Filtration Group. Filtration Group is a global market-leading provider of filtration consumables that drives innovation and delivers solutions across a broad spectrum of applications and end markets, with a focus on life sciences, indoor air quality, and industrial technologies.
Whirl-Pak is looking for a Business Development Manager in North America. Reporting to the Senior Director of Business Development, this individual will work cross-functionally across the organization, including the business unit and corporate leadership teams.
POSITION SUMMARY
The mission of the North American BDM is to execute on our strategies to deliver outsized growth in our core and largest global territory, making a direct and significant impact on the overall business. The Business Development Manager will leverage both internal and external resources where required.
Responsibilities:
Delivering Growth & New Business Development
o Execute on rigid plastic conversion strategies and contract bids.
o Engage key end users to drive additional support for Whirl-Pak solutions at the corporate engineering and sustainability level.
o Understand and communicate the VOC and market pain points to propose product development opportunities.
o Identify and build relationships with multiple levels of contacts within these potential end market customers. Understand who drives buying decisions, who influences them, and how to pivot to overcome barriers.
o Identify opportunities for price capture and execute on price strategy implementation.
Distribution Channel Management
o Overserve high performing “80” distributors with a high level of end user engagement / joint visits, marketing, and refreshed training material.
o Develop and implement distributor business performance / accountability reviews. Understand KPIs including inventory levels, pricing practices, key and target end user accounts, conversion opportunities, and competitive product line dynamics.
An Equal Opportunity Employer
o Provide accurate demand forecasting for top accounts. Understand and articulate reasons for over / under performance and countermeasures taken.
o Rationalize underperforming “20” distributors to reduce the cost of selling while overserving our partners and end users.
o Establish close relationships / connections with distributor’s top level management, field sales, and product management to create a sense of true partnership and transparent, open communication.
o Identify regional / market gaps and establish new distribution to enable channel growth.
Strategy Development
o Identify top 3 consumers / applications of rigid plastic sampling containers within the North American market and refine strategies for conversion to bags.
o Identify and engage test / launch customers for new products including bags and reagents.
o Evaluate and communicate the viability of future strategic markets and channel partners.
o Collect and communicate commercial and technical requirements for new or existing products in these identified key markets.
Qualifications:
KNOWLEDGE AND EXPERIENCE
➢ Four-year degree or equivalent experience.
➢ 5+ years outside sales / business development experience and track record of delivering growth.
➢ 5+ years distribution management experience.
➢ Technical selling experience with a preference for laboratory, hygienic, or sampling equipment in the pharmaceutical, F&B, personal care, or water safety markets.
➢ Strong data and analysis capabilities.
➢ Base knowledge of regulatory guidelines and documentation.
➢ Excellent computer skills in Microsoft Windows and Office software.
➢ Ability to read, write, understand, and communicate in English.
➢ Must be able to travel as required (est. ~50%).
PERSONAL CHARACTERISTICS
Our ideal candidate will be a highly action-biased and entrepreneurial sales professional with the ability to identify and solve both product and process related challenges for our customers. He / she must also have excellent interpersonal skills, be capable of building deep and broad relationships with companies and their key decision makers, and be comfortable working in a high-performance and high-trust environment. To be successful in the role, this individual must be:
➢ Highly entrepreneurial, with a strong bias for action.
➢ Self-starter/motivator requiring minimal supervision; trusted to deliver on commitments.
➢ Assertive, effective, and solid communication and negotiating skills.
➢ Well-organized and able to manage details effectively in a fast-paced environment.
➢ Must be able to work professionally with people in a team atmosphere and on an individual basis.
➢ Must have strong active listening and problem-solving skills.
➢ Adaptable and flexible to a changing environment.
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