Business Development Manager - HVAC for Pharma

SMARDT is the leading manufacturer of oil-free designed centrifuges with operations worldwide. We are now expanding our Global team and have many new ongoing opportunities!

We are looking for a Business Development Manager (Pharmaceutical industry) to join our team!

Key Responsibilities:

Strategic Planning & Business Development:

- Develop and implement strategic plans to grow the Pharma vertical markets segment.

- Identify emerging trends, market opportunities, and risks both internally and externally to the Smardt Pharma business

- Set sales targets and create actionable plans to achieve the annual secured sales plan.

- Establish the Smardt Pharma brand of how Smardt delivers business to the market.

- Identify and attend the appropriate industry trade events, attend and market the Smardt brand to the pharmaceutical industry.

Customer Relationship Management:

- Build and nurture strong relationships with key clients in the Pharma industry.

- Work with key Smardt Sales Reps to develop go to market plans, strategies and execute to drive total market growth.

- Work within the internal Smardt business to establish an Account Management culture.

- Includes but not limited to 1. Account Plans; 2. Internal Account meetings; 3. External Quarterly Business Reviews

- Build a structure in the Pharma teams to deliver best in class sales and service execution

- Build a proactive approach to manage key customer business as well as business develop to bring new customer relationships to the Smardt Pharma business.

- Conduct regular meetings and presentations to update clients on new products, technologies, and solutions.

Solution Development:

- Collaborate with engineering and product development teams to design and customize chiller solutions that meet specific customer requirements.

- Stay informed about the latest technological advancements in cooling systems relevant to the pharmaceutical industry. (Office, Research & Development, Manufacturing, etc.)

- Be forward thinking about the business.

- Advocate for customer needs within Smardt to influence product development and service offerings.

Sales Leadership:

- Determine the necessary team to hire, develop and support Smardt pharmaceutical business.

- Provide coaching, mentoring, development opportunities, and performance management to drive team success.

- Develop programs to enhance the team's industry knowledge and sales skills.

- Work closely with Smardt Service to understand the Customer Service needs and plan, create and execute a plan to deliver service to key customers in the DC vertical.

- Forecast bookings monthly to Smardt leadership.

Cross-Functional Collaboration:

- Work closely with marketing to develop targeted campaigns and promotional materials.

- Partner with the service department to ensure seamless installation, maintenance, and after-sales support.

- Coordinate with supply chain and operations to ensure timely delivery of products and services.

- To the best of abilities, work with the Smardt global organization to manage aspects of key customer businesses. RFP, quality, communication, and all other deliverables.

Market Analysis & Reporting:

- Conduct market research to stay ahead of industry trends, competitor activities, and regulatory changes.

- Analyze sales data and prepare regular reports for senior management on performance metrics and strategic initiatives.

- Use insights to refine strategies and improve market positioning.

Budgeting & Financial Management:

- Develop and manage the sales and marketing budget for the Pharma vertical market

- Identify cost-saving opportunities without compromising on quality or customer satisfaction.

- Work with Smardt Finance to develop and manage a pharma vertical market P&L.

Compliance & Ethics:

- Ensure all activities comply with industry regulations, company policies, and ethical standards.

- Promote a culture of integrity and accountability within the team.

- Stay updated on relevant compliance requirements specific to Pharmaceutical industry and specialized industries.

Networking & Representation:

- Represent the company at industry conferences, trade shows, and networking events.

- Build a strong professional network to enhance the company's visibility and reputation.

- Engage with industry associations and contribute to thought leadership initiatives.

Qualifications:

- Bachelor's degree in Business Administration, Engineering, or a related field; MBA or advanced degree preferred.

- 10+ years of experience in sales or business development within the HVAC, chiller industry, or related fields.

- Proven track record of success in the pharmaceutical market and/or specialized vertical markets.

- Strong understanding of the technical aspects of chiller systems and cooling solutions for the pharmaceutical industry.

- Excellent leadership skills with experience managing and developing high-performing teams.

- Exceptional communication, negotiation, and presentation skills.

- Ability to build strong relationships with C-level executives and key decision-makers.

- Proficiency in CRM software, sales analytics tools, and Microsoft Office Suite.

- Willingness to travel as

required to meet with clients and attend industry events.

Key Competencies:

- Strategic Thinking: Ability to develop long-term plans that align with company objectives and market opportunities.

- Customer Focus: Deep commitment to understanding and fulfilling customer needs.

- Technical Acumen: Strong grasp of chiller technologies and their applications in data centres and other verticals.

- Leadership: Proven ability to inspire, motivate, and guide teams toward achieving goals.

- Negotiation Skills: Expertise in securing favorable terms while maintaining positive customer relationships.

- Analytical Ability: Skill in analyzing market data, identifying trends, and making data-driven decisions.

- Adaptability: Flexibility to adjust strategies in response to changing market conditions and customer demands.

- Integrity: Upholding high ethical standards and promoting a culture of trust and accountability.