Business Development Director

SUMMARY

The overall purpose of this job is to develop strategic relationships with customers and prospects within the assigned territory / category, expand the company network, increasing revenue and profits by acquiring and expanding new partner accounts and managing assigned accounts in the territory / category. Monitor sales trends and market dynamics to develop an appropriate time and territory strategy and plan that delivers growth for the company in new customer conversions. This person will be skilled in listening, discovery, and solutions selling, will be a self-starter, will coordinate well with teams in support roles and with teams in other territories. The role will require interface with key company stakeholders globally including sales, R&D, supply chain, marketing, customer service, and manufacturing, and this person must be able to effectively collaborate and communicate with these departments to meet company expectations and consumer/partner demands. Manages up to $10MM in business revenue.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Identify target market segments and priority accounts where Microban solutions can deliver protection, performance improvement, lifecycle improvement, and/or consumer preference increase, and create mutually beneficial relationships with key decision makers in those accounts to develop a pipeline of sales opportunities and build a book of business by closing new customer deals.
• Manage existing business for customer retention and expansion, helping support customer success in the marketplace. Develop strategic business relationships with partner companies, communicate thought leadership and insights to those prospects, develop trust, and ultimately execute new sales contracts supporting product sales, royalties, license fees, and testing fees, depending on required solutions.
• Creatively structure unique contracts with wide variety of customers, leveraging and monetizing the value of the Microban brand.
• Manage pricing, development fees, and deal structure consistent with the regional / global commercial strategy.
• Support delivery of company messaging at trade fairs, technical conferences, regulatory sessions, and in public presentations to further the brand, products, solutions, and sales for Microban.
• Help commercial team peers replicate commercial successes in different territories and other regions of the world by documenting case studies for key wins and sharing insights with others.
• Monitor and analyze market trends and competitors to make sure products and services stay competitive, and make suggestions on how to better improve, position, or promote current product lines into new partner accounts and application spaces.
• Help development of unique products and/or formats to meet customer needs, working with the technical teams to bring these optimal solutions to market.

SUPERVISORY RESPONSIBILITIES

This role does not have direct reports but will utilize leadership capabilities to lead and guide internal cross functional teams in delivering solutions and collaborating with customers.

QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

Bachelor’s degree from four-year college or university and at least five to seven years related work experience; or equivalent combination of education and experience is required.

LANGUAGE SKILLS

Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents; ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community; ability to write speeches and articles for publication that conform to prescribed style and format; ability to effectively present information to top management, public groups, and/or boards of directors.

MATHEMATICAL SKILLS

Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry; ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

REASONING ABILITY

Ability to define problems, collect data, establish facts, and draw valid conclusions; ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

COMPUTER SKILLS

To perform this job successfully, an individual should be proficient in Microsoft Office and have experience with Salesforce.com or other Customer Relationship Management system, and business social media platforms such as LinkedIn.

OTHER SKILLS AND ABILITIES

Skilled in the following areas: Pricing, Lead Generation, Networking, Financial understandings, Customer awareness, Manufacturing, International business knowledge, commercially astute, High level detailed Branded royalty agreements, Project Management, Marketing, copy writing, Contract Negotiating, C Suite corporate negotiations, and Global biocide industry knowledge. Fluency in English is required. Other language skills are a plus.

OTHER QUALIFICATIONS

Must be adept at interpersonal skills to develop and maintain business relationships and determine customer wants and needs. Self-starter with tenacious mindset, possess negotiation prowess, creativity, and natural curiosity. Must be able to travel as needed up to 50% of the time.

PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to sit, stand, walk, reach with hands and arms, and talk or hear for extended periods of time. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision and the ability to adjust focus. Must be able to travel up to 50% of the time.

WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Adequately lighted, ventilated, heated/air-conditioned area where normal precautions must be observed such as a typical office environment. The noise level in the work environment is usually quiet to moderate.

Americans with Disabilities Act (ADA) Compliance:

Microban is committed to providing equal employment opportunities to qualified individuals with disabilities. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily with or without reasonable accommodation. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.

Accommodations:

Microban will engage in an interactive process with employees and job applicants to identify and provide reasonable accommodations for individuals with known physical or mental disabilities, unless such accommodation would impose an undue hardship on the company's operations. Employees and applicants are encouraged to discuss potential accommodations with the HR department.

Commitment to Diversity and Inclusion:

Microban values diversity and inclusion in the workplace. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe that diverse teams drive innovation and success, and we are dedicated to creating an environment where all employees feel valued and empowered.

This job description reflects management’s assignment of essential functions; it was not meant to be all-inclusive of the tasks that may be assigned.