Global Business Development Director

at  Medix Biochemica

The Business Development (BD) Director plays a pivotal role in driving the growth strategy of immunoassay raw materials. This includes identifying new business opportunities for stabilizers and blockers, exploring cross-selling opportunities with antibodies, forging strong customer and distributor relationships, and expanding market presence within the immunoassay raw materials industry.
The BD Director will be responsible for integrating the product portfolio and driving its sales while increasing market share for the newly acquired business. They will support the existing sales teams in promoting the expanding immunoassay portfolio, which includes components, raw materials, assays, and antibodies, alongside the rest of Medix Biochemica’s portfolio to current accounts. Additionally, they will focus on generating new business growth in key markets such as North America, China, Germany, and other European regions. The BD Director will also help strengthen the current sales team’s expertise in selling immunology products, building on their strengths in antibodies and antigens for the clinical market.
Medix Biochemica seeks a forward-thinking sales leader who can drive BD activity, revenue generation, and customer satisfaction. With experience in similar markets, the BD Director will be a hands-on leader, integral to Medix Biochemica’s sales leadership team. They will drive focus and urgency while bringing a strong understanding of the immunology IVD market.
In addition, the BD Director will be responsible for managing Medix Biochemica’s distributor base. This includes the accountability for all contracts. They will support the distributors with a long-term and relationship-driven approach to expand into new regions and expand their footprint in existing and future markets. To assure their success, the BD Director will ensure that distributors receive all required supporting materials whilst focusing on the entire Medix Biochemica portfolio. Further, the BD Director will evaluate, foster and strengthen relationships with distributors while taking the lead in negotiating contracts and agreements at Medix Biochemica.
The ideal candidate will possess a detailed understanding of the immunoassay market, including manufacturing and development processes. Supplying to the top 20 IVD businesses, the BD Director will cover key markets such as the US, Europe, and China. With 90% of Medix Biochemica’s business conducted directly and smaller distributors handling academic and research accounts, the role demands strong customer relationship management skills. Medix Biochemica’s top 20 IVD customers account for around 80% of its revenue, with 12 key account managers dedicated to supporting major clients like Beckman, Thermo Fisher, and Abbott. These accounts represent over 60% of the company’s revenues. Additionally, Medix Biochemica has identified 400 strategic growth accounts.
Given the significant concentration of revenue among top IVD businesses and the numerous recent acquisitions, Medix Biochemica aims to drive growth in its immunology portfolio. This includes introducing products and services from acquisitions into existing accounts while expanding into new accounts and regions.

KEY EXPERIENCE AND SKILLS:

• +10 years’ experience in business development or product management in immunoassay industry.
• Proven track record on business development and strategic planning and execution.
• Strong understanding on immunoassays and related raw materials (stabilizers, blockers, antibodies).
• Experience in distributor management.
• Excellent communication, negotiations and presentation skills.
• Ability to work independently and as part of a cross-functional team.
• Willingness to travel as needed for customer meetings and events.
• Working in hybrid mode, spending some time in the site in Wangen, Germany.

• Strategic planning: Develop and execute the strategy and actions for stabilizers and blockers and the cross-selling strategy with antibodies to achieve growth objectives.
• Market/Customer Analysis: Conduct market and customer analysis to identify trends and opportunities for expansion.
• Target setting: Set the annual revenue and gross margin targets globally for immunoassays, stabilizers, blockers and cross-selling opportunities.
• Collaboration: Work closely with internal teams - including sales, marketing, product management, R&D and operations - to align business initiatives. Ensure sales team can cross-sell the expanded portfolio and develop compelling value propositions to customers.
• Pipeline Expansion: Build sales pipeline for future growth with close collaboration from Marketing for demand generation; ensuring qualified marketing leads are converted to sales accepted leads for pipeline growth.
• Client Acquisition: Generate leads for new business opportunities by identifying and engaging potential customers, work closely with sales organization to ensure high level of customer satisfaction and retention. Drive sales as per short- and long-term objectives for Medix’ immunoassay portfolio, specifically new business generation. Provide direction to ensure growth of existing markets and guide further expansion into new markets and market segments.
• Distributor management: Build and develop strong relationship with distributors and lead negotiations on contracts and agreements in Medix Biochemica.
• Internal trainings: Lead trainings for sales organizations to ensure that sales team are knowledgeable to sell stabilizers and blockers and combination with antibodies.
• Ability to manage the end-to-end sales cycle and processes, including management of forecasting versus targets.