Business Development Manager

Business Development Manager

This is a remote role, involves travel, may require overnight stays and frequent visits to our sites and client locations. You will be required to come to the office in Bicester to attend quarterly sales meetings.

Cherwell Laboratories has been based in Bicester, UK since 1971. We manufacture and supply the Redipor® range of prepared microbiological media to the pharmaceutical and associated industries. We also supply and service specialist environmental air monitoring equipment and decontamination equipment, primarily into the same markets.

Cherwell Laboratories operates an ISO9001 Quality Management system and is regularly audited by its customers. The company has managed continued growth over the last 10 years and is planning for further expansion.

Cherwell Laboratories is part of the AnalytiChem Group, a global family of companies providing quality control products and services. These include both off the shelf and customisable chemicals, high-quality standards, certified reference materials, laboratory and analytical equipment.

We are looking to recruit talented and enthusiastic individuals who can contribute to and share in our success.

Company Values

• Reliable – delivering what the customer needs whilst doing what we said we would in a timely manner
• Adaptable – developing our products, packaging, and processes to meet our customer needs alongside supporting development for our colleagues
• Partnership – supportive, helpful and committed to our customers and colleagues

Purpose

• The role will deliver excellence across the territory, ensuring our customers receive a first class experience
• Protection of a significant amount of the business revenue, while also focusing on rapid market expansion
• Demonstrate exceptional account management skills, negotiation, and leadership skills demonstrating how you engage and influence customers
• Enable our industry partners to improve their quality of manufacturing while reducing risk

Outcomes

• Agreed annual sales growth targets that are in line with the business growth ambition are met
• Sales revenue is grown whilst maintaining the company’s margins
• Strong understanding of the current market and competitor activity within the territory

Responsibilities

• Achieve annual growth expectation, while monitoring discounting and gross margin in line with the business expectations
• Attend face to face meetings with customers, on a regular basis
• Maintain accurate data input on all platforms (CRM and ERP)
• Forecast on a regular basis to senior management
• Have a robust understanding of account activities (historic and future) in order to manage & develop existing accounts to increase value
• Analyse data effectively to understand buying patterns and trends
• Proactively target competitor accounts for growth
• Assist with marketing and public relationship activities such as attending exhibitions
• Demonstrate a proactive nature to filling knowledge gaps
• Communicate market feedback that will help drive business direction
• Identify appropriate key markets suitable for the business
• Identify and communicate with decision makers using the appropriate language and terminology
• Always represent the company values and maintain a professional manner
• Follow business processes without deviation
• Attend the office as required

This list is indicative of the responsibilities associated with this position. However, other tasks/responsibilities may be added as required.

Competencies

• Track Record - a proven track record in moving business through a sales pipeline to close, showing evidence of consistently hitting growth targets
• Business Intelligence - know about our business, our products and our services. An existing knowledge of target markets and customers, along with knowledge of a regulatory industry, ideally within microbiology cleanroom environment, would be advantageous
• Sales Growth - have an understanding that research and strategy is necessary to benchmark the competition and keep the company ahead. Demonstrate the ability to project manage by setting goals, plan and deliver
• People Skills - can negotiate and persuade effectively, with clear understanding of the business impact
• Organised & Flexible - must be highly organised and be able to manage their own diary
• High Standards - demonstrate a methodical, right first-time approach to all work. Set realistic expectations. A self-starter that can work independently and within a dynamic team.
• Teamwork - ability to set own expectations, so that they can work with autonomy, whilst maintaining regular contact with the colleagues in the business
• Professional - demonstrate interpersonal skill, networking skills and emotional intelligence to nurture and develop internal and external relationships. Consistently representing the company values.
• Communication Skills - be able to demonstrate excellent communication and presentation skills, with the ability to identify between internal and external correspondence
• Problem Solving - is dynamic in their approach and can think their way around problems
• Technical Skills - proven Microbiology skill set, with a knowledge of Clean Room standards and/or the principles of GMP being beneficial
• Computer Skills - demonstrate proficient use of Microsoft platforms with the ability to work with an ERP and CRM system (eg. Priority and Hubspot)
• Qualification - Science degree or equivalent, ideally in microbiology. Sales and/or Account Management qualification. Hold a clean UK driving licence

Culture and Values

• Professional and cheerful manner, someone who seeks high standards
• Enthusiastic “can do” attitude, self-motivated and organised
• Integrity and honesty