Director of New Business Development

Guardian Industries - DeWitt

. Develop and execute a focused new-business territory plan for North America .

Posted 9/29/2026full-timeRemote • Wisconsin • United StatesLead💰 $200,000 - $225,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in new business development and solution selling within the IVD and life sciences sectors, leveraging strong customer insights and technical knowledge to drive profitable business growth. Proficient in managing complex sales cycles, executive prospecting, and cross-functional collaboration to deliver tailored solutions.

Highest-signal resume keywords

New Business DevelopmentSolution SellingExecutive ProspectingCRM Pipeline ManagementContract Design and Product Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

New Business DevelopmentSolution SellingProposal DevelopmentNegotiationPipeline ManagementTechnical SalesMarket IntelligenceOpportunity QualificationAccount-Based MarketingSales Methodologies

Soft Skills

Cross-Functional CollaborationStakeholder MappingBuilding Internal FollowershipCommunicationLeadership

Tools & Technologies

SalesforceCPQCRM SystemsMarket Intelligence ToolsLead Nurture Programs

Certifications & Qualifications

Advanced Degree in EngineeringTechnical Training in DiagnosticsBusiness Certification

Industry Keywords

IVDDiagnosticsLife SciencesMedical TechnologyBiotechnologyMicrofluidicsFluid ManagementInjection MoldingAutomationConnected Devices

About the role

Key responsibilities & impact

Develop and execute a focused new-business territory plan for North America
Build a qualified pipeline through direct prospecting, industry networks, referrals, events, marketing programs, ecosystem partners, and coordinated Molex introductions
Create access to senior decision makers across R&D, product development, operations, procurement, business leadership, and executive management
Use customer and market intelligence to identify unmet needs, emerging technologies, outsourcing triggers, and new product or platform opportunities
Translate customer needs into differentiated Phillips-Medisize value propositions spanning design, engineering, development, tooling, manufacturing, supply chain, electronics, and lifecycle support
Lead discovery, qualification, stakeholder mapping, competitive positioning, and pursuit strategy
Coordinate cross-functional teams to develop proposals, business cases, technical concepts, timelines, and commercial offers
Lead customer presentations and negotiations through new business award and structured transition to account and execution teams
Maintain disciplined CRM activity, pipeline stages, next actions, probability, value, timing, and forecast updates
Partner with Marketing on campaigns, webinars, points of view, conferences, content, and lead-nurture programs
Provide actionable intelligence on competitors, customer investments, technology trends, and market adjacencies
Build internal followership without formal authority and create clarity across complex pursuit teams
Qualify opportunities rigorously and disengage when strategic fit, value, access, or probability is insufficient
Ensure a clean commercial handoff after award, including commitments, assumptions, risks, relationships, and growth hypotheses
Deliver a high-quality pipeline, access to new buying centers and senior decision makers, profitable new business awards, improved conversion, and clean transitions to account and execution teams

Requirements

What you’ll need

Eight or more years of successful new business development, solution selling, or technical sales experience in IVD, diagnostics, life sciences, or medical technology
Demonstrated record of opening new accounts, creating opportunities, and closing complex, high-value business with long sales cycles
Experience selling contract design, product development, engineering, manufacturing, or integrated technology solutions
Demonstrated success understanding customer product and business needs to coordinate technical, operational, and commercial resources to build a solution
Experience with executive prospecting, discovery, proposal development, negotiation, and CRM-based pipeline management
Ability to travel frequently throughout North America and internationally as business needs require
Advanced degree or technical training in engineering, diagnostics, biotechnology, or business
Existing network within North American IVD, laboratory, bioprocessing, or life sciences companies
Experience selling solutions involving plastic disposables, microfluidics, fluid management, injection molding, automation, electronics, or connected devices
Experience developing opportunities from early concept through design transfer and commercial manufacturing
Experience using account-based marketing, social selling, industry events, and ecosystem partnerships to generate demand
Experience with Salesforce, CPQ, and structured sales methodologies

Benefits

Comp & perks

Variable pay, issued as a monetary bonus or in another form
Medical insurance
Dental insurance
Vision insurance
Flexible spending accounts
Health savings accounts
Life insurance
ADD insurance
Disability insurance
Retirement benefits
Paid vacation/time off
Educational assistance
May include infertility assistance
May include paid parental leave
May include adoption assistance
Remote work arrangement
Travel opportunities throughout North America and internationally as business needs require