Strategic Business Development Manager

As a member of the Commercial team and a key partner to the Metal Tubing Sales/Strategy team, the Strategic Business Development Manager – Tubing is accountable for developing and executing the overall tube and tube fabrication commercial growth strategy.  This position is accountable for developing customer relationships, taking necessary actions to retain and grow existing business revenues and to uncover and close incremental revenue opportunities, as per the assigned new business bookings target.  Also, as an expert in the Viant tube offering, assist all other selling teams in the targeting and closure of other tube-related opportunities.  The role will provide strong team and individual (self-motivated) contributions to a cross-functional effort to strengthen and grow targeted business.

JOB DESCRIPTION

  • As a key member of the overall Tube Strategy, develop and maintain an understanding of targeted markets, products and customers.
  • Team with the Tube Strategy team to develop and execute the Tube growth strategy.
  • Externally focused in two primary areas:
    • Personally lead the execution of the Industrial (Aerospace and other industrial markets) tube growth plan (external direct selling).
    • Act as a technical partner to other sales teams, as needed, to help target and sell tube-related opportunities into other territories. Assist with customer dialogue during qualification, proposal development and proposal delivery and lead relevant technical discussions.  Attend critical customer meetings both at the customer and Viant sites
  • Actively seeks and acquires new tube and tube fabrication business opportunities within assigned territory, facilitates RFQ process (as needed), delivers proposals (with the help of cross-functional team members as appropriate) and closes business
  • Support the broader organization to ensure revenue retention and organic growth of assigned tube customers
  • Establish, maintain, and grow strong relationships with decision makers at assigned tube customers
  • Responsible for accomplishing sales objectives to include revenue growth, identifying and prioritizing opportunities, securing resources, executing sales strategies to meet company objectives
  • Develop and execute specific account strategies to promote tube revenue growth and increase market share
  • Identify, engage and maintain relationships with key influencers/decision makers through active customer involvement
  • Keeps informed on new products, services, and other general information of interest to customers,
  • Stays informed of customer business opportunities, account changes, current conditions, future prospects, and competitive landscape to protect revenue from competitors
  • Collaborate with Commercial, Operations, Quality and Finance partners to ensure the tube growth strategy is properly coordinated and executed
  • Develop and maintain technical expertise related to company and industry
  • Responsible for reporting and account review facilitation, as required. (Including, but not limited to weekly, monthly and annual reviews or plans)
  • Present and sell price changes as needed
  • As customer advocate, proactively provide Voice of Customer (VOC) to all appropriate internal stakeholders as appropriate, to enable a thoughtful and proactive approach to meeting or exceeding the customer needs
  • As a core commercial team member, work with all Commercial, Service, Operations, R&D and Quality functions, as appropriate, to advance the growth strategy
  • Actively maintain the CRM tool to allow for a real-time assessment of the tube opportunity-based pipeline value/status and health
  • Depending on depth of team structure:
    • Develop and own Customer Communication cadence for assigned tube customers
    • Facilitate (and execute) ad hoc customer requests (i.e. RFI’s, Surveys, NDA’s, EHS&S questionnaires, etc…)
    • Facilitate contracting process, as required, between Customer, Site, Commercial owner, Quality, legal and Finance. Includes both commercial and quality agreements.
    • In collaboration with the Customer and other Internal functions, aggregate and perform (as needed and in partnership with planning) forecast collection, analysis, trends, communication
    • Quote/Proposal facilitation, as needed
      • New Business
      • CRM entry/maintenance
      • Follow Up
    • Drive and manage CIP communications/tracker

ENVIRONMENTAL WORKING CONDITIONS

  • Ability to work in a demanding and fast-paced environment
  • Site or Field based with home office
  • 50%-75% Travel (territory and assigned account dependent)

QUALIFICATIONS

  • Bachelor’s Degree
    • Related discipline or engineering degree preferred
  • Business to business sales experience (min 2-5years)
    • Medical Device or Aerospace Industry preferred
    • Proven successful track record
    • Completion of formal sales training program(s) a plus
  • Technical education – engineering or technical degree
    • Years industry experience – 10+ years (desired) Metal Tube and Tube fabrication experience
    • New product development and part design for manufacturability
    • Program management (desired)
    • Customer facing experience in product development or managing product life cycle/portfolio
  • Solution oriented, capable of listening to customers, developing solutions, problem solver
  • Able to drive and position the “technical close”, present different solutions, best solutions for customer need, convincing customer technical teams we are the right partner
  • Strategic thinker
  • Ability to translate strategy into tactical implementation and to motivate people to execute on the strategy
  • Able to effectively call on all levels of the customer hierarchy and multiple functions (Operations, Engineering, Marketing) of major OEM medical device or Aerospace companies.
  • Ability to analyze information and effectively communicate to customers and all levels of the organization
  • Demonstrated ability to work collaboratively with and influence peers and management
  • Able to direct a cross functional team to work in concert to deliver goods and services\
  • Highly motivated, disciplined/self-starter
  • Strong interpersonal, communication, presentation and organizational skills
  • Strong ability to build effective relationships
  • Proficiency with tools and methods that allow for efficiently data analysis and presentation development (Excel, PowerPoint)
  • Highly responsive and resilient
  • Ability to work independently as well as thrive within a team environment
  • Demonstrated ability to be organized and adaptable to meet business deadlines in a dynamic environment
  • Excellent problem solving skills
  • Experience reading and understanding design drawings and specifications preferred
  • Able to analyze, understand and effectively communicate technical material
  • Able to assess the financial impact of deals & opportunities
  • Skilled in negotiation
  • Strong understanding of the medical device industry, aerospace industry and/or contract manufacturing industry

It is impossible to list every requirement or responsibility of any position.  Similarly we cannot identify all the skills a position may require since job responsibilities and the Company’s needs may change over time.  Therefore, the above job description is not comprehensive or exhaustive.   The Company reserves the right to adjust, add to or eliminate any aspect of the above description.  The Company also retains the right to require all employees to undertake additional or different job responsibilities when necessary to meet business needs.

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ABOUT VIANT

At Viant, we focus on providing end-to-end solutions for medical device OEMs. Our deep materials expertise—combined with our experience in engineering, manufacturing, assembly, packaging, and sterilization—allows us to bring our customers’ healthcare solutions to market. We have facilities across the U.S. and around the world, including low-cost facilities in Costa Rica, China, Mexico, and Puerto Rico. Viant provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state, and local laws. Viant complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.