Business Development

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Drive the attachment of service contracts.

• Expand net-new service contract bookings through proactive prospecting and account growth.

• Enhance point-of-sale (PoS) attachment by closely collaborating with instrument sales and channel teams.

• Identify service coverage gaps within the installed base and convert them into contract opportunities.

• Support at-risk renewals to safeguard and enhance revenue.

• Develop and implement account plans that boost service penetration and customer lifetime value.

• Create and maintain a robust pipeline of qualified opportunities, complete with clear next steps and accurate forecasting.

• Generate demand via direct outreach, marketing campaigns, and cross-functional teamwork.

• Utilize CRM and data insights to monitor progress, enhance conversion rates, and drive accountability.

• Identify and qualify connectivity opportunities that complement service contracts.

• Lead connectivity sales cycles from discovery to closure, either independently or in collaboration with technical partners.

• Articulate technical capabilities in layman's terms, linking them to customer outcomes.

• Collaborate with product and technical teams to develop solutions tailored to customer environments.

• Manage negotiations and finalize enterprise-level and multi-site agreements.

• Design solutions that integrate service contracts, connectivity, and recurring revenue models.

• Navigate through multiple stakeholders, including procurement, operations, and technical teams.

• Establish relationships with new and underpenetrated accounts, including key decision-makers.

• Position service and connectivity as solutions that enhance uptime, compliance, and productivity.

• Gather customer feedback and leverage it to refine account strategies and inform internal teams.

• Collaborate with instrument sales, service teams, renewals, and channel partners to maximize attachment and pipeline growth.

⛳️ Requirements

• Bachelor's degree or equivalent experience.

• 5+ years of sales experience, with a strong track record in new business development roles; 7+ years preferred.

• Demonstrated ability to build a pipeline and close complex deals involving multiple stakeholders.

• Proven history of driving growth in service contracts or recurring revenue.

• Experience in selling service contracts, aftermarket services, or lifecycle solutions.

• Familiarity with connectivity, digital, or network-based solutions.

• Background in laboratory instrumentation or life sciences.

• Strong consultative selling skills tailored to both technical and business audiences.

🏝️ Benefits

• A selection of national medical and dental plans, alongside a national vision plan, including health incentive programs.

• Employee assistance and family support programs, including commuter benefits and tuition reimbursement.

• At least 120 hours of paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability as per company policy.

• Retirement and savings programs, including our competitive 401(k) U.S. retirement savings plan.

• The Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the chance to purchase company stock at a discount.