Business Development Manager

Brooks Automation established Brooks Life Sciences (BLS) in 2011 through the acquisition of 4 of the leaders in Sample Management Automation: RTS Life Science, Nexus Biosystems, REMP and Matrical. Brooks is investing for significant growth in BLS, both organic and by acquisition, presenting many opportunities for employee development and progression.

The automated stores product line is a significant part of the Products Business unit. Stores are mostly sold to customers in two markets/ applications:

• Drug Discovery: typically, pharmaceutical companies wanting to store chemical compound samples in volumes from 50µl to 5ml at temperatures from -20°C to room temperature.
• Research Biobanking: typically, academic/research institutes wanting to store biological samples (eg blood serum) at -80°C or DNA at -20°C.

Typical sample numbers are 200,000 to 5,000,000. The customer’s problem is selecting particular samples and maintaining sample quality through the ‘cold chain’.

BLS is the leading supplier in both of these markets. The sales cycle for our products is in the range 6 to 24months and typical order values are $1,000,000 to $5,000,000.

Other BLS business units provide cryogenic storage, informatics, consumables, storage and analytical services to the same and adjacent markets, often combined with the sale of an automated store.

Overall Purpose of the Job:

In addition to our primary Stores markets of Compound Management and Research Biobanking, there are also some ad hoc applications that arise and territory salespeople tackle these as one-offs.

This role is to develop new streams of business, over and above regular store sales opportunities:

• New applications, potentially developing an ad hoc application above into other territories and making this a new business stream
• Significant new developments that result in growth in one of the existing applications. A good example of that has been the marketing of the Acoustic Tube, leading to significant demand for stores in Compound Management.

The Business Development Manager would work collaboratively with territory salespeople.

Key responsibilities:

• Grow new revenue streams for Automated Stores, either in new markets/applications or developments in existing markets.
• Maintain and develop wide market understanding and contact base in our existing markets as well as new markets for sample management with the potential need for automated stores
• Individual and collaborative selling (in most cases, once a sales opportunity is qualified you would work with the local territory salesperson to develop and close the business).
• New product and application introduction through to the revenue stream being self-sustaining / independently growing so that you can move onto the next development idea.
• Nurture and develop multiple new ideas for new revenue streams so that the best one(s) can be selected and then get full attention.
• Managing the selection of the best business development ideas, ensuring that views from the wider business are accounted for.
• Working with the Marketing and Sales team develop and execute a go to market plan for the new application or product.
• In collaboration with territory Salesperson, book Stores orders, and with the Project Manager and Service team, ensure that the contract meets business development goals (eg reference sites, case studies, etc)
• Efficient use of own time and BLS resources to meet targets.
• Regular reporting on business development projects
• Maintaining CRM data.

Communications:

• Teamworking with the wider Brooks organisation to achieve results:
  • Salespeople for other Brooks Product Lines: Consumables and Instruments, Cryogenic Storage, Service, Services, Informatics…
  • Other functions within Brooks – Technical Sales, Marketing, Product Management, Project Management, Engineering, Service, Installation, etc, both within the Stores product line and other product lines.
  • Management
• Lead the development of relationships with 3rd party organisations in relevant application areas, in support of goals.
• Both Brooks and external communication will be at all levels from individual contributor through to CEO and all disciplines from Science to manufacturing through Engineering, Marketing, Finance and Legal.

Skills and Aptitude Profile:

• Inquisitive: always seeking out new ideas and wanting to understand why?
• Follow Through: able to pick up an ill-defined idea and build this into a business concept and then through to sustainable revenue and profit.
• Analytical: able to dispassionately assess the merits of multiple business ideas and effectively triage.
• Highly motivated, goal orientated and outgoing.
• Team player and leader – will bring in others (both from Brooks and outside) to achieve goals
• Demonstrated initiative and self-development
• Flexible, positive attitude
• Excellent communication skills in a range of formats, both written and verbal, from informal discussions to formal sales presentations.
• Experienced at sales negotiations
• Ability to understand science and engineering.
• Degree qualified, most likely in a Scientific or Engineering discipline
• Fluent English, other language(s) would be of interest
• Computer literate – regular MS Office applications.
• >5 years’ experience in B to B sales (>$50k PO value), ideally, with at least some experience in Laboratory/scientific equipment.
• Ideally, established relationships in Drug Discovery, Biobanking and/or other sample management application areas.

Other:

Frequent travel, likely ~25% of time on the road, most likely in North America and Western Europe.

EOE  M/F/Disabled/VET