Sourcing Business Development Representative - UK in Stevenage

Founded in 2006 and headquartered in Woonsocket, RI, Surplus Solutions is the world’s leading provider of Equipment Lifecycle Management (ELM) services focused on procuring and reselling clinical and research laboratory and processing equipment from and to the biotechnology, pharmaceutical, life sciences and healthcare end-markets. Through a robust and actively cultivated network of sourcing relationships, the Company obtains laboratory, processing and packing equipment across a wide array of sizes and use cases either via outright purchase or through consignment. This equipment is subsequently resold through various channels to a large and diverse buyer universe comprised of life sciences market participants in search of a solution to the various challenges associated with clinical laboratory equipment management and procurement.

Surplus Solutions is a rapidly growing industry leader in the sale of pre-owned biotechnology, pharmaceutical, and laboratory equipment. We are seeking a motivated Business Development professional to join our expanding team in the UK. In this role, you will be responsible for leading the development and implementation of our regional equipment sourcing strategy and play a critical role in helping our customers realise the full potential of their idle equipment. You will work closely with leading biotech partners to understand their needs and design programmes that drive maximum returns.

As a Sourcing Business Development Representative for Surplus Solutions, you will run the entire business sourcing cycle. You will identify customers in your territory that have surplus equipment and assist in asset pricing evaluation. You will be responsible for securing and maintaining effective relationships with new and existing customers. Key responsibilities include:

• Execute a comprehensive business development strategy for our biotech equipment business, including identifying new opportunities, cultivating relationships with customers, and meeting sourcing targets.
• Achieve/attain sourcing targets and outcomes based on company goals.
• Establish, develop and maintain positive business and customer relationships.
• Reach out to customer leads through cold calling.
• Expedite the resolution of customer problems and complaints to maximise satisfaction.
• Analyse the territory/market’s potential and produce status reports.
• Supply management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Develop and implement a comprehensive equipment sourcing plan to support the company’s growth forecasts.
• Identify and support relationships with leading biotech customers, negotiating favourable terms and pricing to ensure that the company receives the best possible value for its investments.
• Collaborate with other departments, including sales, operations, engineering, and finance, to develop equipment specifications and ensure that purchased equipment meets our needs.
• Monitor key performance indicators, including revenue, profits, opportunity conversation rate, proposal turnaround time; take corrective action when necessary.
• Stay up to date on industry trends and innovations and leverage this knowledge to drive continuous improvement in our equipment sourcing processes.
• Internalise and successfully communicate the Surplus Solutions’ value proposition.
• Manage time efficiently, meet goals and work effectively with other members of the team.
• Complete and present monthly and quarterly business reviews to company leadership.
• Attend local and national trade shows.

Requirements:

• Reside within the United Kingdom, preferably within driving distance of concentrations of biotech and/or pharma industry parks/clusters.
• Proficient in speaking and writing English. Please specify any additional language proficiencies.
• 5+ years of experience working in a complex business-to-business selling or sourcing environment.
• Knowledge of biotech, life sciences and/or pharmaceutical drug manufacturing/testing/R&D processes and industry trends.
• Demonstrated capability to effectively utilise best in class selling processes (e.g. SPIN, Challenger, Miller Heiman) and technology platforms including Salesforce.com (or similar CRM software).
• Strong communication/negotiation skills and the ability to develop and maintain effective relationships with a high customer account volume.
• Ability to utilise risk based/data driven decisions to successfully manage time and territory.
• Excellent analytical skills and ability to sell strategically within an account.
• Valid Driver’s Licence and willingness to travel to customer locations.
• Comfortable with learning and adapting to new technologies and processes.

Travel requirements: 50%