Business Development Manager

ENABLE your future through light.

Excelitas is a global technology leader with more than 7,500 employees, focused on delivering market-driven solutions to fulfill the illumination, optical, detection and imaging needs of OEMs and end-users across the biomedical, semiconductor, industrial, consumer products, scientific, security, defense and aerospace sectors.

ENGAGE with us today and make your contribution to the future! Join the team that leading technology companies turn to for cutting-edge photonic innovation. At Excelitas Technologies you are how we EXCEL.

We are presently seeking a Business Development Manager who is committed to ensuring overall business success and corporate governance. In addition to a vast portfolio of high-performance photonic products and technologies, Excelitas offers single source convenience and reliability for integrated end-to-end photonic solutions… from light source to sensor, and everything in between. We excel at delivering innovative and customized components, sub-assemblies and fully integrated photonic systems to meet the unique illumination, optronic, sensing and optical technology needs of global OEM customers.

This position is a fully remote position.

Purpose 

The Business Development Manager will be responsible for the achievement of sales targets, design win capture, and revenue growth focused on customers in the Life Science and Medical markets in North America.

Key Responsibilities

The Business Development Manager will ensure the execution of revenue and design wins for the LSM North America business.  This individual must be able to sell strategically and thrive in a cross-functional team environment.  Specifically, this individual will:

• Be responsible for growing sales territory/accounts with assigned revenue, bookings and NPI (design-win) targets. Drive attainment of sales, profit and market share objectives;
• Effectively manage accounts. Develop an intimate knowledge of strategic accounts. Provide strategic oversight and engage additional company resources as necessary. Develop deep customer relationships from working level to senior levels. Develop & execute detailed account growth plans. Provide ongoing customer support and ensure customer satisfaction;
• Effectively lead negotiations with customers and close deals within company guidelines. Contribute to development of contractual agreements with customers;
• Manage and grow prospect pipeline (funnel). Actively drive existing prospects to successful closure mobilizing internal resources for support as necessary. Continue to add new prospects to meet growth targets / design-win objectives;
• Generate leads through proactive business development activity. Follow up on assigned leads. Document a thorough and detailed qualification of all leads;
• Drive channel partner activity within the sales territory by actively supporting and performance managing channel partners. Play a key role in driving, evaluating, managing, and refining the distributor / channel partner relationships;
• Develop and deliver strategic sales presentations, formulating and articulating value proposition. 
• Maintain knowledge and expertise in relevant products and markets; monitor competitive activity and market trends; partner with Product Management & Applications Engineering to develop strategic and tactical response;
• Serve as initial point of contact on issues within the region; coordinate evaluation and input by appropriate functional colleagues;
• Support core business processes including the monthly & quarterly operating reviews, annual operating planning, monthly forecast reviews, prospect pipeline reviews, sales reporting, and expense management.

Critical Success Factors 

• Technical Skills:  Bachelor’s degree in engineering or life sciences desirable;
• Sales Skills:  Strong customer orientation. Must be able to manage extensive sales processes in complex customer organizations. Several years of sales experience with demonstrated knowledge of OEM sales;
• Communication Skills:  Strong leadership presence with an ability to develop and deliver targeted presentations at all levels within an organization.  Demonstrated interpersonal savvy with proven ability to build effective relationships throughout all levels internally and externally;
• Leadership and Management of Resources:  Demonstrated ability to be effective within a cross-functional environment.  Expertise motivating others toward the achivement of objectives;
• Business & Organization Knowledge:  Understands Excelitas business and core processes;
• Performance:  Exhibits a strong bias for action with a results-orientation.  Drives self and others to deliver on commitments.  Anticipates and adjusts, demonstrating positive change management;
• Availability to travel as required - more than 50%.

Job Qualifications

• Proven track record in Sales;
• Manufacturing industry experience a plus;
• Strong people skills with the ability to identify and cultivate potential clients;
• Ability to demonstrate flexibility in approach, and motivate others to achieve desired results;
• High degree of integrity, tact and ability to be direct and influence others while remaining diplomatic;
• Ability to sell ideas persuasively and settle differences in a manner that strengthens relationships;
• Ability to lead and execute projects to timelines, reprioritizing, delegating and leveraging internal and external resources as needed.

Please Note:

• This is a remote position;
• Our hiring criteria meets the requirements of the OLF;
• All applicants must comply with the CGP (Controlled Goods Program);
• Must be a US Persons/No sponsorship offered for this position;
• Equal Opportunity/Affirmative Action Employer;
• Equal opportunity employer; Minorities/Females/Disability/Gender Identity/Sexual Orientation;
• Excelitas is seeking leaders and innovators to join our global team! Visit: www.excelitas.com/join-our-team

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