Business Development Manager (TRC) - LGC Group

LGC Standards is a division of LGC Group, the UK’s designated National Measurement Institute for chemical and bioanalytical measurements. We are a leading global manufacturer and service provider of quality assurance and research tools, supporting analytical needs in more than 120 countries worldwide. We use our expertise to produce to the highest standards, including ranges produced under ISO/IEC 17025 and accredited to ISO 17034. Our wide range of reference materials and proficiency testing schemes is complemented by our experience in outsourcing and customs, enabling us to adapt quickly to provide tailored solutions that meet our customers’ analytical needs. We innovate and apply science in order to ensure the safety and integrity of products and services, in line with our vision of science for a safer world.

The Business Development Manager will be a domain expert in the respective end-market and product technology, maintaining a thorough knowledge of LGC’s product offerings and the competitive landscape with an emphasis on TRC (Analytical Standards and Research Chemicals) in the Pharma, Academic and Diagnostics market space. The Business Development Manager will maintain relationships with external key opinion leaders, trade organizations and further support the growth of the Standards business, with a primary focus on generating new business, establishing channels to market and revenue generation for the TRC range of product and custom synthesis offerings. The Business Development Manager will also support account managers, sales specialists and strategic account managers on sales calls and serve as the expert (SME) on TRC products and custom synthesis offerings to achieve the financial objectives.

Key Responsibilities:

• Maintain and demonstrate a thorough knowledge of the LGC product offerings and domain expertise in the respective target end-markets (pharmaceutical, academic, diagnostics sectors).
• Conduct thorough market analysis research to identify potential new customers, understand their needs, and assess competitor offerings across the space. Stay updated on industry trends, regulations, and market dynamics affecting the target end-markets and other key growth vectors.
• Develop and implement effective sales strategies and tactics to penetrate the target end-markets, increase market share, and achieve sales targets for designated product responsibilities.
• Educate identified key decision-makers and influencers (sponsors) on the features, benefits, applications and unique value proposition of the TRC range of product and custom synthesis offerings, providing technical support and guidance as needed. Proactive promotion of the NPD and innovation pipeline.
• Cultivate and maintain strong relationships (in-person visits, calls, emails, exhibitions, industry organizations) with existing target end-market clients, serving as a primary point of contact and technical expert. Understand their business objectives, anticipate their needs, and provide solutions that add value to their operations. Accomplished both independently and with the support of sales specialists, account managers and strategic account managers.
• Identify and pursue new business development opportunities and stand-up channels that serve the target end-markets by generating leads, cold calling prospective clients, conducting presentations and initiating sampling initiatives to showcase the benefits of LGC Standards, emphasizing the TRC range of product and custom synthesis offerings.
• Lead negotiations on pricing, contracts, and terms of sale, ensuring favorable business outcomes for LGC and account. Carry a sales target, close deals in a timely manner and support commercial individuals in meeting and exceeding assigned sales targets.
• Collaborate with internal teams, including customer synthesis team (Toronto), product management, product development, marketing, and customer experience, to address customer inquiries, resolve issues, and ensure the successful delivery of products and services (a tailored customer experience for target end-markets).
• Utilize business tools (SFDC) to maintain accurate records of sales activities, including customer interactions, sales pipeline, and revenue forecasts. Prepare updates for management, highlighting key performance metrics and achievements.

• B.S. in chemistry, physics, biochemistry, biology, or an equivalent scientific discipline
• At least 5 years’ experience in selling technical products used in research laboratories. Prior successful key account management experience dealing with centralized procurement is preferred.
• Mastery of Analytical Standards, Research Chemicals, Reference Materials and Custom Synthesis services, manufacturing processes, and regulatory requirements related to the pharmaceutical industry is a must.
• Experience with customer relationship management platforms, such as Salesforce.com.
• Outstanding commercial awareness and planning abilities, with a proven track record meeting and exceeding sales targets.

Core Competencies

• Sales & Engagement: uncovering needs, demand generation, persuasion & negotiation, account management expertise
• Product Knowledge: value propositions, solution development for Analytical Standards, Research Chemicals, Reference Materials and Custom Synthesis services
• Market Knowledge: comeptetive landscape, positioning, and industry trends across the pharmaceutical, academic and diagnostics sector and related adjacencies
• Deep understanding of custom synthesis capabilities and applying them to pursue growth opportunity in the market
• Demonstrated leadership including people management, upskilling and motivating

ABOUT LGC:

LGC is a leading, global life science tools company, providing mission-critical components and solutions into high-growth application areas across the human healthcare and applied market segments. Its high-quality product portfolio is comprised of mission-critical tools for genomic analysis and for quality assurance applications, which are typically embedded and recurring within our customers’ products and workflows and are valued for their performance, quality, and range. 

OUR VALUES

• PASSION
• CURIOSITY 
• INTEGRITY
• BRILLIANCE
• RESPECT

EQUAL OPPORTUNITIES 

LGC strongly believes that every job applicant and employee should be valued for their individual talents regardless of age, disability, race, color, ethnic or national origin, sex, sexual orientation, gender reassignment, marital or civil partnership, pregnancy or maternity, religion, or belief. Short listing, interviewing and selection will always be carried out without regard to gender, sexual orientation, marital status, color, race, nationality, ethnic or national origins, religion or belief, age, or trade union membership.

For more information about LGC, please visit our website www.lgcgroup.com

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