SHL Medical is a world-leading provider in the design, development, and manufacturing of advanced self-injection devices. With a global team of 6,000 employees, we partner with leading pharmaceutical and biotech companies to deliver innovative autoinjectors, pen injectors, and other drug delivery systems that ensure effective treatment for patients. Headquartered in Switzerland since 2018, with key operations in Sweden, Taiwan, and the US, we are united by a commitment to innovation, impact, and growth. Together, we empower our people to develop solutions that make a meaningful difference in the lives of millions of patients while fostering a supportive, inclusive, and dynamic workplace for our colleagues.

Job Overview

As a Business Development Manager, you will contribute to the continued growth of SHL Medical in Europe through the successful acquisition of new development projects for combinations of pharmaceutical products and drug delivery devices. Prospective customers are small, mid-sized and global pharmaceutical companies with drugs in their product portfolios that may be suitable for combination with the SHL Medical product range of self-injection devices. You will be expected to identify and develop opportunities with such customers, follow up on new inbound leads, convert leads into development opportunities, and co-ordinate each stage of the sales process to successfully conclude new development contracts. You will be expected to leverage internal resources and collaborate closely with internal stakeholders to drive the business development/sales process to successfully win and sign new development agreements. Until a development agreement is signed, you will be the external and internal point of contact for existing and prospective customers, working with Account Managers when relevant and ensuring a transition of the customer at the appropriate time.

Main Responsibilities

• Business development: Identify and follow up on growth opportunities for drug delivery devices, specifically autoinjectors and pens, in Europe. The BD role will extend to the point of signing development agreements for the above-mentioned products. You will establish and work towards goals that support the company strategy. Using the CRM system, you will record all activities and effectively manage all leads and opportunities, as well as giving visibility on the status of all on-going projects.
• Lead generation and nurturing: Generate and nurture leads with existing and prospective new customers in Europe. Develop new opportunities to up-sell and cross-sell SHL products and services. Secure a deep understanding of the customers’ technical and commercial needs, continuously expand the network and influence critical stakeholders and create interest in SHL Medical’s solutions. Complete project intake documentation to facilitate internal understanding of potential new opportunities and build the technical-commercial response to target customers.
• Opportunity conversion: Act as the main contact during the sales process until the development agreement is signed. Develop and present pitches, quotations, and proposals. Co-ordinate and collaborate with internal resources and subject-matter experts to deepen customer relationships, creating trust, credibility and confidence. Advise customers in their decision-making process directly and by bringing in the right resources to assist the customer in the process. Provide input to the creation of development agreements and support in negotiations. Work with Pricing and Analytics, Project Management and Growth Organisation management to ensure competitive offers are provided in a timely manner.
• Company representative: Represent SHL at trade shows and conferences to present our new technologies and products. Communicate what differentiates SHL from competitors and create general interest in our solutions.
• Account handover: Secure the signed development agreement and hand the account over to the Account Management team. Facilitate a successful transition into the development phase of the project.

Minimum requirements

• Minimum 7 years of experience in business development, sales and/or account management; a knowledge and experience of business-to-business sales processes involving complex and technical products, with long sales cycles and multiple stakeholders. Demonstrated record of achievements in a relevant technical commercial role and ability to drive business growth.
• Industry knowledge: Experience in the pharmaceutical, biotechnology, med-tech, primary packaging, secondary packaging, and / or drug delivery device industry. Good knowledge of pharmaceutical treatments, emerging biotechnology therapies and drug applications.
• Stakeholder management and relationship management: Ability to drive forward the commercial agenda based on experience in building up, engaging with, and managing stakeholder groups from diverse cultural backgrounds, internal and external audiences, and varying levels of seniority.
• Pipeline management: Sales management skills with proven ability to initiate, scope and drive opportunities along the defined sales process. Ability to maintain demanding timelines and flexibility to master a workload which frequently necessitates an adjustment of priorities. Effectively use CRM systems to record activities and efficiently drive the sales process.
• Presentation and communication skills: Proven ability to build convincing narratives and present business cases. Attentive listening and persuasion skills. Experienced in using Microsoft Teams to present commercial and technical information and coordinate multi-location meetings.
• Fluent in written and spoken English.

Preferred Qualifications

• Industry knowledge: Experience in the pharmaceutical, biotechnology, med-tech, primary packaging, secondary packaging, and / or drug delivery device industry.
• Analysis and problem solving: Strong analytical, problem-solving, and ideation skills. Able to turn problems into solutions and communicate these in simple and easy to understand messages.
• Tenders and contract management: Experience in coordinating replies to RFI’s, RFQ’s and tender processes as well as the review and development of contractual documents in collaboration with key stakeholders (e.g. legal and IP teams). Ability to recognize critical areas of concern during discussions with customers relating to development agreements and to defend the company position as necessary.
• Device Development Process: Understanding of device development processes and relevant ISO standards that relate to the development of devices and combination products.
• Business Networking skills: Demonstrated ability to establish mutually beneficial relationships with other key internal stakeholders as well as throughout the customer organizations.
• Technical expertise: Understanding of technical aspects of medical technology products and services. This includes knowledge of or ability to learn about product features, functionality, and applications. 
• German and/or Mandarin are a plus

We Offer

• Challenging assignments in a fast-growing and innovative industry. 
• A multicultural team and modern working environment with state-of-the-art facilities and technologies. 
• A place where we take pride in the inclusive and collaborative environment we have built - one where a true sense of belonging fosters meaningful exchange and shared growth. 
• Various opportunities for personal and professional development within a global organization. 
• Flexible hours and hybrid working policy.   

Interested in joining SHL Medical and in supporting us with your expertise and personality? Then we look forward to receiving your application to our Talent Acquisition Department.

For more information on SHL Medical, please visit: shl-medical.com/careers

Please note: We do not accept applications from recruitment agencies for this position.