Job Description

Title: Director of Business Development

Location: Remote or Baltimore, MD-based

Key Tech is seeking a Director of Business Development to drive revenue in one or more of our five target markets: In Vitro Diagnostics, Life Science Tools, Medical Devices, Pharmaceutical Systems and Cell and Gene Therapy.

Key Tech is a 100% employee-owned product development consultancy based in Baltimore, MD supporting startup and global MedTech businesses such as BD, Roche and Thermo Fisher. See a list of projects and an introductory video on our website:  

Primary Responsibilities:

Revenue-Generating Activities ~90% of time:

• Revenue - Generate revenue at new clients and expand revenue at existing clients – revenue target to be defined for the assigned market verticals – Approximately 80% existing clients, 20% new clients.
• Relationship Building – Build network of key decision makers and represent the company at industry events.
• Marketing - Collaborate with Marketing to define messaging and content that resonates with prospects and leads to revenue generation.
• Opportunities - Working with our internal Proposal Service, develop and present proposals.
• Travel - ~25% travel is expected

Internal Operations ~10% of time:

• Key Tech Strategy - Assess client needs and recommend appropriate services for Key Tech to build out – Annual opportunity to share learnings from customer interactions as an input to Key Tech strategy.
• BD Planning & Strategy – Develop annual business development plan for assigned markets. 
• Work Process Ownership – Collaborating with VP Business Development, define which process(es) in the Business Development department the DBD will own building, documenting, evangelizing. Examples include CRM tool, tracking and converting marketing leads to sales leads, sales techniques, etc.
• Team – Advise, Recruit, Train – Advise other reps in a team environment & support recruiting and training of new hires to the BD team.

Essential Functions:

1. Prospect research, outreach, nurturing
2. Expanding existing assigned accounts
3. Work with internal Proposal Service to develop proposals for opportunities sourced.
4. Introduce potential customers to Key Tech and manage the prospect until there is an opportunity to propose and close.
5. Conference calendar buildout and attendance for lead-gen
6. Participate in weekly team meetings and 6-week check-ins with senior leadership on progress.
7. Content marketing requests to the Marketing team & review.
8. ~25% travel expected.

Requirements:

1. 10+ years industry experience, with at least 5 years of business development experience, preferably in the Design Services or Manufacturing industry.
2. Demonstrated success selling complex services.
3. Excellent verbal and active listening skills that support a consultative selling approach.
4. Ability to communicate effectively at both a technical and executive level.
5. Self-starter and willing to suggest process improvements.
6. Bachelor of Science degree in Engineering, Computer Science, or Sciences (Physics, Chemistry, Biology) preferred or Business.

Compensation:

• Base salary - $125k - $200k
• Team bonus
• Individual commission structure
• Employee-stock ownership program

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