Business Development and Strategic Planning Manager

Job Description

Overview

The Business Development Manager (BDM) is a key member of the Life Science Systems (LSS) team within the Life Sciences Systems Division.  The BDM manager will have primary responsibilities in determining market trends, market needs to further ATS’s market position in classis SWOT analysis and address the “What do we see the future needs becoming technologies”.   The BDM will also be the primary owner to create and manage new and existing 3rd party relationships designated as “partner” under the partner program structure.  Partners are classified as an ATS subsidiary, or a 3rd party supplier, consultant, or entity that shares a common objective to advance solutions and innovation in the Life Science realm and through a close association with ATS, together we advance our market share in the LS industry.

Performance metrics
•    Identify and quantify growth new markets, under-developed markets, and market niches within the Life Science Systems (LSS) segment
•    Identify, develop, and nurture the ATS LSS partner program for the purpose of generating sales qualified opportunities 
•    Support the ATS LSS front end of the business by advancing our global message to the Life Science (MedTech and Pharma) ecosystem

Duties and Responsibilities

Strategic Market Analysis

• Standard Setting: Set the standard and deliver accurate and timely market intelligence, support the LSS Strategy leader in formulating SWOT analysis.   
• Identifying key contacts and targeted customers: Work with the FEOTB team, and Marketing with campaigns, and support prospecting initiatives.
• Identify gaps/opportunities between current ATS offerings and requirements for expansion for growth: Examining technologies, competitive approaches to market and offerings, market acquisitions, and regulations.  Examine competitive service offerings.  Understand market trends and correlating to calculate total market value of specific segments.
• Advancing our message to customers: Complementing sales to improve and target message specific to segments and/or customers. Determine where developed solutions ATS has delivered could be scaled across other customers in the same segment.
• Primary Focus: Global customers we do not do business with.  Competitive strongholds.  Europe and North America geography.

Owning the ATS LSS Partner Program

• 3rd party alliance: Manage the current partner program structure that includes brokering agreements (non-binding) in adding alliances to the program 
• 3rd party relationship: managing the C suite relationships, training, joint marketing, and serve as the primary contact to enhance and grow the relationship for the purpose of generating sales qualified opportunities that benefit both parties. 
• 3rd party growth:  Schedule and manage quarterly business reviews, partner program events, support joint mktg. collateral, and coordinated website strategy.
   

Qualifications

• Bachelor’s degree or post-secondary diploma in manufacturing technology, engineering, business administration, marketing, or equivalent.
• Five (5) years of demonstrated competency in sales, marketing, or business development in working within a team that offers highly innovate, technically complex solutions.  Ideally the candidate worked in a project-based culture offering solutions with high engineering content.   
• Proven track record of performing business/customer analysis and executing analytics with accuracy.
• Demonstrated “hunter” skill set including the ability to perform market research, cold calling, creating leads, and converting leads to actionable pursuits.
• Demonstrated ability to access, negotiate and engage multiple executive levels at customers and prospects in large multinational organizations.
• Ideally the candidate has experience in “solution sales” of capital equipment or industrial automation, with proven ability to develop customer partnership with full life cycle offers (e.g. early POPs, project equipment, after sales service contracts).
• Familiar with manufacturing processes and industrial buying behaviors and has the competency to sell systems and services of this nature.
• Strong presentation skills to develop material and present to both internal stakeholders and potential clients selling technical concepts and overall value message.
• The individual must be capable of presenting oneself in a professional manner to project a positive image of the company, be able to work proactively without supervision and have exceptional communication skills.
• Must demonstrate the drive and motivation to sell and enjoy the challenge of selling in the industrial automation/manufacturing solutions industry.
• Must be willing to travel frequently across North America, and occasionally internationally as required.

If you're excited about this role, but do not meet all the qualifications listed above, you are still encouraged to apply