The Global Business Development Manager is a key member of the Company Global Sales Leadership Team. This role is tasked with architecting and executing the global route-to-market strategy while leading a significant sales transformation initiative. The primary focus is on accelerating growth within the Life Sciences industry by driving strategic engagement with Global End User Accounts and Global OEMs, while penetrating high-growth sub-segments such as CDMOs. This position acts as the crucial commercial bridge between the field sales organization and the internal Strategy & Innovation (R&D/Marketing) teams to ensure that product roadmaps align with market demand. The ideal candidate brings deep regulatory knowledge of sterile pharma environmental monitoring and a proven track record in driving organizational change.
Key Responsibilities
A. Global Strategy & Route-to-Market (RTM)
- RTM Design: Collaborate with the Global Sales Leadership Team to design, validate, and deploy a cohesive global Route-to-Market strategy that optimizes coverage, channel mix, and profitability for the Life Sciences sector.
- Market Intelligence: Collaborate with the Segment Marketing team to analyze global market trends, competitive dynamics, and regulatory shifts (FDA, EU GMP, PIC/S) to adjust the RTM strategy proactively.
- Sales Territory Planning (STP): Partner with Zone Sales Directors to roll out robust Sales Territory Plans in each country, ensuring optimal resource allocation and territory alignment based on market potential.
B. Sales Transformation & Key Account Development
- Global Account Penetration: Lead the transformation of the sales approach by driving the development of Global End User Accounts and Global OEM Accounts. Establish global frame agreements and coordinate multi-regional negotiations.
- Strategic Sub-Segment Growth: Collaborate with Zone Sales Directors to specifically target and generate leads within growing sub-segments (e.g., Contract Development and Manufacturing Organizations - CDMOs) to maximize open opportunities and ensure effective market coverage.
C. Cross-Functional Commercial Synergy
- Bridge Sales & Innovation: Facilitate a structured, bi-directional communication flow between the Global Sales Team and the Strategy & Innovation Team (R&D and Marketing).
- Voice of Customer (VoC): Translate customer feedback and unmet market needs from the field into actionable briefs for R&D and Product Management.
- New Product Introduction (NPI): Drive commercial success of new offers and strategic offerings by collaborating with Product Line Directors on go-to-market plans, pricing strategies, and sales enablement content.
D. Customer Experience & NPS Root Cause Analysis
- NPS Detractor Tracking: Systematically track, analyze, and identify the root causes of Net Promoter Score (NPS) survey detractors specifically from Life Sciences customers.
- Collaborative Resolution: Partner closely with Executive Leadership and the Extended Leadership Group (ELG) members to develop and implement corrective action plans aimed at improving customer satisfaction, loyalty, and overall experience.
- Closed-Loop Feedback: Establish a closed-loop feedback mechanism to ensure that customer pain points are addressed promptly and that lessons learned are integrated into future commercial and product strategies.
E. Sales Enablement & Operational Excellence
- Competency Development: Partner with the Global Sales Operations Director to drive the annual global sales competency program. Identify skill gaps and ensure the training curriculum is aligned with the strategic focus areas (e.g., solution selling, financial acumen, regulatory compliance).
- Operational Rigor: Support the implementation of sales processes and CRM hygiene to ensure visibility into the pipeline and accurate forecasting for the Life Sciences industry.
Qualifications & Experience
Education:
- Bachelor of Science or above degree is required.
- Major in Pharmaceutical, Microbiology, or a related Life Science discipline is highly preferred.
- MBA is considered a strong plus.
Professional Experience:
- Industry OEM/Metrology: Minimum 5 years of direct sales or marketing experience specifically focused on OEM machinery or metrology within the Life Sciences industry.
- Global Leadership: Minimum 5 years of progressive experience in global sales/marketing team management or business development functions, demonstrating the ability to lead cross-cultural, multi-regional teams.
- Regulatory Expertise: Deep familiarity with Sterile Pharma regulations, including FDA, EU GMP, and PIC/S standards, with the ability to translate these requirements into commercial value propositions.
- Transformation Projects: Solid, hands-on experience in leading global transformation projects. Familiarity with Kaizen and formal Change Management tools (e.g., ADKAR, Kotter) is a distinct advantage.
Skills:
- Commercial Acumen: Strong understanding of P&L, margin analysis, and complex deal structuring.
- Influence: Ability to "lead without authority" - influencing Zone Directors, R&D, and Marketing without direct reporting lines.
- Analytical: Data-driven mindset with proficiency in CRM (Salesforce) and advanced Excel/PowerBI.
- Communication: Exceptional executive presence and ability to present complex strategic plans to C-level stakeholders.
Competencies & Behavioral Attributes
- Strategic Vision: Sees the big picture; understands macro-trends in biopharma and sterile manufacturing.
- Collaborative Leadership: Builds strong networks; breaks down silos in a matrixed organization.
- Change Agent: Resilient and capable of driving rapid organizational change using structured methodologies (Kaizen/Change Management).
- Customer-Centricity: Obsessed with solving high-stakes customer problems in the regulated Life Science space.
- Regulatory Acumen: Leverages knowledge of GMP/FDA standards to build trust and credibility with quality/compliance stakeholders.
- Problem-Solving: Strong root cause analysis skills with the ability to translate customer dissatisfaction into actionable internal improvements.
Travel Requirements
Up to 15–25% global travel required to support zone sales teams, engage with key global accounts, and collaborate with cross-functional stakeholders across Europe, the United States, and other regions as needed.
We offer permanent contract with a competitive salary package in the range of €100,000 – €120,000 gross annual salary, based on experience and seniority, along with a diverse range of benefits designed to support our employees' physical and emotional well-being.
Join us and be yourself. Inclusion is our ambition!
Particle Measuring Systems is an equal opportunity employer, offering a safe and inclusive work environment, based on mutual respect and the appreciation of uniqueness, guaranteeing equal employment opportunities to all qualified candidates to unleash their full potential.
Our recruiting team is looking forward to getting to know you!
Particle Measuring Systems (PMS) specializes in viable and nonviable particle counters and particle counting solutions that measure and monitor contamination levels in clean and controlled environments. Since 1972, our knowledgeable and experienced team has been developing innovative technologies to advance the cleanroom monitoring industry. Led by our technology which provides accurate and reliable results and information for our clients, Particle Measuring Systems is one of the world’s leading companies and manufacturers for particle counting instruments, and molecular and microbial monitoring.
#LI-GG1
