Business Development Manager, Medical

i-PRO Americas, which was formerly Panasonic as of 2019, is at the forefront of innovation. Our cameras integrate prism technology that is unparalleled by any other manufacturer in our industry. Our full breadth of product suite also includes camera solutions from a Single chip to 4 chip solutions and many other specialized prism options under development.

As a Business Development Manager (BDM) at i-PRO Americas, your main goal will be to expand the sales pipeline and achieve individual sales objectives. Our BDMs actively seek new opportunities in the medical OEM, Bioscience, and Industrial sectors, focusing on OEM customers in Rigid Endoscopes, surgical microscopes, and Life Science.

The ideal candidate will be instrumental in boosting revenue by identifying qualified prospects, managing the sales process, and successfully closing new deals. Collaboration with our Product team and the Regional Sales Director will be essential in refining your target list, generating new leads, and providing value for our customers.

In this role, you will leverage strategic thinking, business insight, and relationship-building skills. Your aim will be to uncover new growth opportunities, establish strategic partnerships, and drive revenue growth for the organization. Ultimately, your contributions will play a vital role in the long-term success and profitability of the company.

Why You Will Love This Job:

• You will be joining our passionate Global Medical Vision team, which is committed to making a difference in the Surgical Healthcare market.
• Be the engine behind a rapidly growing organization in the Medical Vision Business Unit and help shape the future of i-PRO.
• A team culture based on trust, collaboration, and ongoing development where we work hard and have fun doing it.
• High-quality products made in our factories in Japan and deliver incredible value to our customers.
• Competitive compensation package that includes medical and dental insurance, 401 (k) plan, and other employee benefits.

Key Responsibilities

Sales Planning:

• To effectively manage sales volumes and potential for all customers in the assigned region, develop strategic plans aligned with revenue targets, and drive sustainable business growth.
• By analyzing the market environment, managing the sales pipeline, and setting customer and sales targets, identify opportunities and take action steps to develop customer relationships.
• Through the preparation and execution of business plans and forecasts, along with regular sales and revenue reporting to management, provide valuable insights and contribute to the overall success of the organization.

Sales Management:

• Assesses sales potential and volume projections for all assigned customers in the region.
• Devises customized strategies to effectively sell products/services to designated customers in order to meet revenue targets.
• Conducts market analyses to understand the demand, competition, and other factors influencing sales. Manages the sales pipeline, sets customer and sales targets, and collaborates on action plans to develop customer relationships.
• Develops and implements business plans and forecasts, providing regular sales and revenue reports to management.
• Identifies opportunities to expand the local product and service portfolio to increase profitability.
• Builds and nurtures relationships with customers and channel partners, offering relevant support to help them increase their sales revenue.
• Monitors competitors' activities, such as pricing and production capacity, and shares relevant information with all regions.
• Generates leads, negotiates proposals, prepares quotes, and drives the follow-up and closure of contracts to secure customer orders.
• Collaborates with technical support, marketing services, and channel partners during the lead process.
• Contributes market ideas for the initiation of product development and service programs.
• Serves as the initial point of contact for customers regarding commercial matters.
• Shares responsibility for local sales tactics and marketing strategies, working with sales engineering to execute plans and develop regional sales activities.

Travel requirements up to 50%, including trade shows, customer needs, and business development activity.

Education & Experiences

• Bachelor's degree in Business Administration or a related field preferred. A minimum of 8 years of relevant industry experience may be considered in lieu of a degree.
• Proven experience in business development, sales, or a relevant role.
• Experience in the Medical industry and Life science is a plus.
• Understanding and experience selling to Medical OEM customers would be ideal.
• Proven track record of exceeding sales quotas and generating new business opportunities.

Competencies, Skills & Knowledge

• Understanding of the medical OEM industry. Knowledge of Bioscience or the Life science industry is a plus.
• Ability to articulate complex technical solutions in a clear and compelling manner.
• Can quickly grasp the value proposition of i-PRO product offerings.
• Proactive and self-motivated, with a strong work ethic and problem-solving ability.
• Strategic and analytical mindset with the ability to interpret data to identify opportunities, measure success, and contribute to new strategies.
• Strong customer-centric focus with the ability to understand client needs and build and maintain long-term relationships.
• Preparing and delivering presentations on products and services via Zoom and In-Person.
• Overcome sales objections and negotiate and close new opportunities.
• Using solution-oriented approaches and consultative selling tactics to influence up to the executive level.
• Commitment to ongoing professional development.
• Willingness to be coached and acquire new skills.