Business Development Manager – Clinical and Diagnostic

This is a fully remote position, open to applicants in Illinois, +4 more states.

📋 Description

• Drive market development and create new opportunities for the ZEISS Research Microscopy, Clinical and Diagnostic Customer Segment and its related subsectors.

• Identify and analyze market signals while engaging with potential and current customers to grasp their needs.

• Evaluate competitive dynamics and convert insights into segment strategies, product positioning, sales enablement, and market-oriented content.

• Formulate and implement go-to-market strategies to enhance both the quantity and quality of opportunities.

• Develop an understanding of customers and the market to pinpoint growth areas.

• Create distinct value propositions and customer-facing content.

• Empower the sales organization to effectively engage targeted customers.

• Observe market signals, customer requirements, applications, technology trends, regulatory changes, investment patterns, and competitive activities.

• Cultivate relationships with customers, key opinion leaders, industry organizations, channel partners, and group purchasing organizations.

• Develop and uphold the North American go-to-market strategy.

• Define and prioritize subsectors, customer jobs to be completed, applications, buyer personas, target customers, and assigned product lines.

• Create market-development plans that include objectives, initiatives, timelines, and success metrics.

• Collaborate with Global Customer Segment counterparts.

• Develop product positioning, messaging, use-case narratives, and content focused on the market and applications.

• Lead the market-readiness components for new product launches and deliver sales training.

• Equip Sales with insights about customers, competitive guidance, tools for handling objections, value propositions, and relevant content.

• Represent ZEISS at customer meetings, conferences, trade shows, advisory discussions, and industry events.

• Monitor the development of qualified opportunities and assess commercial outcomes.

• Partner with Marketing Communications to analyze campaign, content, website, audience, and channel performance data.

• Provide regular updates on business status and recommend actions.

• Manage assigned budgets and expenses.

⛳️ Requirements

• Bachelor's degree in a relevant field (e.g., Life Sciences or a related discipline).

• Over 5 years of experience in business development, marketing, or sales within industries related to routine or capital equipment for FDA-regulated or similar sectors linked to Clinical and Diagnostic equipment.

• Demonstrated expertise in content development, digital marketing, or managing web platforms.

• Strong understanding of the market, channel partners, group purchasing organizations and contracts, customer buying journey, and competitive landscape within the Clinical and Diagnostic sector.

• Ability to integrate and synthesize technical information effectively.

• Exceptional communication, presentation, and negotiation skills.

• Self-driven, capable of working independently as well as within a matrixed global organization.

• Willingness and ability to travel internationally up to 25% of the time.

🏝️ Benefits

• Medical

• Vision

• Dental

• 401k Matching

• Employee Assistance Programs

• Vacation and sick pay