Business Development Manager - Defense Segment - Filtration Group Corp

Overview

Molecular Products, Inc. (MPI) is a fast-growing chemical manufacturing and distribution company that is dedicated to making the world a Safer, Healthier and More Productive Place by providing Pure Air Technologies.  We serve customers in multiple sectors including Defense, Green Energy, Healthcare and Diversified Industrial with highly engineered solutions that meet or exceed intense regulatory standards for air purification.  MPI is located in Louisville, Colorado (20 miles from Boulder) and has an aggressive growth strategy, relying on rapid organic growth augmented by acquisitions which we expect to double sales and profit over the next 3-year period. 

We are seeking a Business Development Manager to generate new business revenue Defense Sector channel.   The primary focus of this role is generating new sales, successful contract bidding and account management of defense customers with the objective of establishing and growing accounts for Respiratory Products.

The Defense Business Development Manager (DBDM) will work with the support of Louisville and international team members to achieve targeted growth in sales and product range to new and existing customers through direct sales, winning DOD contracts, winning contracts for international defense opportunities and through distributed sales channels.  The DBDM will be responsible for participating in the development of strategies to develop new opportunities and routes to market while setting a path to sustainable, profitable business with new accounts, major territory customers and prospects. 

Reports to: Commercial Director

• Territory: Americas but supporting other territories as needed
• Products: Oxygen, Activated Carbon, Soda Lime
• Key Markets: Military and First Responder, CBRN filtration, Individual Protection and COLPRO filters
• Travel: Up to 40% travel is required for conferences, exhibitions, customer meetings, and company training

Responsibilities

Key Deliverables:

• New business/new product sales revenue generation and growth to targets
• Successful management of new business pipeline from prospecting-to leads-to close
• Organic growth of existing accounts
• Margins consistent with company policies
• Respected commercial representative for the company

 Key Criteria for Success:

• Understanding of Military Market (specifically Special Operations and Combat Critical Care).
• Ability to evaluate markets and accounts at strategic and tactical scales, recognize feasible courses of action and develop and then execute action plans
• Ability to develop influential commercial relationships at all levels of decision-making with government program and technical personnel, prospects, and customers.
• Ability to identify and understand customer needs and address risk.
• Ability to negotiate and persuade – sell value not price.
• Ability to identify and relate valid market information.
• Sales funnel pace management – urgency and ability to overcome obstacles.
• Personal drive to deliver excellence.
• Professional and effective communication across broad internal and external audiences with the ability to listen and empathize with people
• Collaborative and energized by being part of a global team rather than a lone wolf

 Key Objectives:

• Generate new business for new and existing product lines
• Successfully execute a channel plan for distribution of Solid Oxygen products to the US DOD and outside the US throughout key geographic markets in the Americas.
• Establish agreements withUS distributors for the DOD Market with strong access to ECAT, EMALL, GSA, TLS, Medical Prime Vendor, and other US Government purchasing schedules as appropriate.
• Develop distribution and/or agent relationships and establish agreements with channel partners in the key Americas geographic markets such as Canada, Mexico, Brazil, Chile, and Peru.
• Work with the Commercial Director to develop and execute future strategy for other US Government agencies.
• Assume assigned Global and Key Accounts, take initiative and drive growth

Qualifications

• Minimum 5-years of Defense Sales experience and US DOD contract bidding with track record of successful growth
• Bachelor’s degree or 10-years or more US DOD active-duty military experience
• Effective written and verbal communication
• Ability to travel
• Business acumen

 Desired education/experience:

• Some higher math, chemistry and/or physics
• Background including Military Medical Market (specifically Special Operations and Combat Critical Care), or 4 years relevant new business development experience for defense, healthcare, industrial, or safety products.

 More About Us

Molecular Products is part of Filtration Group. Filtration Group is a global market-leading provider of filtration consumables that are designed to drive innovation and deliver solutions across a broad spectrum of applications and end-markets, with a focus on life sciences, indoor air quality and industrial technologies. 

With a global workforce of nearly 10,000 dedicated team members and a footprint that spans 27 countries, we are committed to partnering closely with our customers to further our mission to make the world safer, healthier and more productive.

Cultivating Talent and building strong Teams are critical to our success. We know that fulfilling our mission is only possible when we foster an entrepreneurial culture built on a foundation of trust, in which our leaders exhibit a strong bias for action.