The Business Development Manager (BDM) has the following duties:

• Identify, pursue, and capture new business for assigned testing lab(s) using consultative sales approach
• Build strong relationships with decision makers and all stakeholders by fully understanding their business, the markets they serve, and the business issues in which they may need assistance
• Provide leadership and direction in the development of new testing opportunities with territory
• Meet/exceed assigned KPIs to include meeting numbers, pipeline requirements, closed opportunities, activity reporting, adherence to sales models, CRM, and administrative functions specific to the role
• Protect newly won business by continuously developing strong relationships through regular meetings with a wide range of company contacts including QA, R&D, Technical Services, and Procurement
• Perform annual comprehensive business reviews with territory accounts
• Perform account maintenance meetings to ensure client satisfaction with lab partnership
• Build and maintain productive collaborative relationships within the Sales and Client Service department and across the organization to effectively support territory clients
• Deliver on-site environmental monitoring program training as needed
• Offer technical guidance and assist clients with appropriate method selection
• Work with internal colleagues across the business to ensure that client expectations and needs are met
• Provide guidance and training in the use of ALSSolutions/WebTrieve portal to ensure clients gain maximum benefit from the system
• Facilitate the Onboarding Process in tandem with Client Service when initiating new accounts
• Ensure that clients’ unique requirements are understood at the lab(s) and properly documented
• Continuously gather and maintain information on competitors’ strengths, weaknesses, policies, pricing, services, etc. to increase likelihood of winning bid situations
• Increase ALS visibility in food industry through participation in industry events, associations, and trade shows
• Participate in price increase process and communicate changes or other contract adjustments as needed
• Maintain client files within Dynamics documenting meetings, phone calls, emails, and opportunities
• Review monthly sales reports for trends and respond appropriately in a timely manner
• Generate and meet deadlines for reports as directed
• Develop and maintain professional selling skills and personal technical expertise relating to food safety and quality programs to support clients

• BA/BS degree in Food Science, Microbiology or a related field, or equivalent experience
• Working knowledge of food testing laboratories through previous work and/or sales experience
• Demonstrated ability to apply knowledge and experience of food testing, food safety and/or food production industries to the BDM role
• Self-driven – able to take the initiative and effectively manage multiple competing priorities.
• Ability to communicate and collaborate effectively across various functions and levels of the organization

• Proficient verbal and written communication skills.
• Proficient computer skills, specifically Microsoft Office.
• Must be able to work independently with minimal supervision.
• Ability to multi-task.
• Excellent organizational skills and attention to detail.
• Competitive drive
• Business acumen
• Technical expertise
• Problem solving
• Data analytics
• Commitment to values
• Team player

• Follow all company operating procedures, standards, policies, and training to ensure the safe and efficient operation of the site.
• Play an active role in the ALS safety program by correcting or reporting unsafe acts and conditions that are observed during the day-to-day operations to create a zero-injury work environment.
• Participate in and support HSE initiatives, as required by ALS leadership.
• Understand and use HSE precautions (such as but not limited to fume hoods and PPE) while working with chemicals and samples of unknown hazards.
• Ensure the health and safety of staff, contractors, and/or visitors by providing appropriate leadership, due diligence, resources, training, and enforcement for all individuals onsite.
• Monitor and enforce the health, safety and environment policies, procedures and ensure compliance with the relevant regulations.
• Actively promote awareness of these policies, procedures, and regulations amongst company personnel.
• Actively support and participate in all OHS initiatives. Lead by example.
• Report all personal injuries and incidents and assist with investigations as per company policy.
• Ensure the company sites adhere to all environmental requirements as determined by government legislation, regulation, and company policy.

• Ensure business is conducted in accordance with Core Values:
  • Safe
  • Resilient
  • Curious
  • Committed
  • Caring
• Demonstrated success using consultative sales skills
• Industry knowledge and ability to act as technical resource for clients
• Excellent organizational and time management skills with ability to handle multiple projects concurrently
• Excellent verbal and written communication skills
• Must be a vocal advocate for the client’s needs and interests while maintaining excellent internal relationships
• Ability to work independently and in a team environment
• Ability and willingness to travel to achieve sales goals and objectives
• Solid computer skills including Microsoft Office and Outlook packages
• Must be independent, autonomous, and competitive to pursue and win business while maintaining excellent relationships with Client Services and lab operations personnel