Agilent inspires and supports discoveries that advance the quality of life. We provide life science, diagnostic and applied market laboratories worldwide with instruments, services, consumables, applications and expertise.
Agilent enables customers to gain the answers and insights they seek so they can do what they do best : improve the world around us.
Information about Agilent is available at www.agilent.com.
The Business Development Manager :
works to improve an organization’s market position and achieve financial growth.
works to increase sales opportunities and thereby maximize revenue for their organization
represents the EMEAI CSD Organization at any PLBC Small Mol & large Mol reviews
coordinates and drive the required interaction with the different functions in our company
defines short-term Operational plans & defines long-term organizational strategic goals
builds key customer relationships & KOLs
identifies business opportunities for NPIs
helps negotiating and closing business deals and maintains extensive knowledge of current market conditions.
works in close relationship with the CSD Staff, CSD sales team, marketing staff, Division members and other managers
can participate to customer campaigns
can often be required to make presentations on solutions that meet or predict their clients’ future needs.
Management interaction : with CSD Sales Director & CSD BTMs
Define Half-Year Business Plan to support the growth strategy of the PL
Responsible for Qta and Business Growth for PLBC Small molecules
Submit monthly progress reports and ensure data is accurate.
Provide detailed Performance overview by district, country, product category
Identify area of gaps and opportunities
Track and record activity on accounts and help to close deals to meet these targets. Prioritize, follow and execute actions in synch with the sales team on the selected accounts.
Ensure all team members represent the company in the best light : Training & Learning development of Sales / Marketing / Application teams towards Agilent columns
Present business development training and mentoring to the different members of the Sales Org for the Direct and the Indirect Channel
Act as a PLBC Liaison with all the EMEA CSD PS & Tech Support Group
Understand the company’s goal and purpose to continue to enhance the company’s performance.
Management interaction : with Marketing & Division & Others
Act as the liaison with Marketing and Division towards PLBC Small Mol Performance & Biopharma growth.
Conduct periodic market research to identify new markets and customer needs as per regulatory requirements in Pharma, Biopharma & other regulated markets.
Align Agilent global strategies to channel sales teams
Drive New Product Introduction to achieve RTV goals set up for region
Work with MPM to define solid Marketing Plan to support PLBC & Funnel Growth
Coordinate marketing required events (Attack Day, POTM, Executive Summits, Webinars flight Plan)
Provide timely information related to product development, & application notes
Develop battle cards periodically for enabling differential advantages of Agilent columns
Establish meaningful & effective review / feedback mechanism with all Stakeholders
Collect the region success stories and ensure sharing best practices towards the region
Collect the needs of the region and address them with our Division
Constantly benchmark competition and share with the different stakeholders within the company
Identify all non-CSD Stakeholder to partner with in order to increase our PLBC SmallMol Market share (ie : POIS, Platform BTMs, Demo Center, App Engineer etc) and define a joint action plan
New Business Development
Prospect for potential new clients and turn this into increased business.
Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities.
Meet potential clients by growing, maintaining, and leveraging your network.
Identify potential clients, and the decision makers within the client organization.
Research and build relationships with new clients.
Set up meetings between client decision makers and company’s practice leaders / Principals.
Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
Use a variety of styles to persuade or negotiate appropriately.
Present an image that mirrors that of the client.
Present new products and services and enhance existing relationships.
Work with technical staff and other internal colleagues to meet customer needs.
Arrange and participate in internal and external client debriefs.
Leverage any KOL in the region to influence
Assess Collaboration possibilities and advertisement
Business Development Planning
Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
Other Skills and Qualifications
Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and Microsoft Office.