The Business Development Manager will beresponsible for the commercial performance and growth agenda for the Medical business. This is a player-coach role combining direct account ownership, leadership of the medical sales team, and development of new business through new products into existing accounts, existing products into new accounts, and new-to-new opportunities. The role is the commercial front door to the medical market and responsible for what the business earns today and for building what it earns long-term. Works in close partnership with Product Management, R&D, Regulatory/Quality, and Operations to move opportunities from application discovery through qualification to commercialized, specified revenue.
Key Responsibilities:
Commercial Ownership
- Deliver Medical business revenue, volume, and contribution margin against annual operating plan.
- Own and support the top-tier medical OEM and converter relationships directly; protect specified positions and defend against competitive displacement at named accounts.
- Build and maintain multi-level relationships at target accounts - R&D, procurement, quality, and manufacturing engineering.
- Support pricing strategy and lead annual price actions for the medical portfolio in coordination with Product Management; defend margin through value articulation.
- Manage commercial continuity through the plant and operations transition.
- Forecast medical demand monthly with a level of accuracy that operations can plan against.
Team Leadership
- Manage and develop a team; set account priorities, coach on account planning and opportunity qualification.
- Conduct structured account reviews on a defined cadence; ensure territory coverage is allocated to value.
- Build the capability case for future headcount in medical as the business scales.
Business Development
- Build and maintain a qualified opportunity pipeline in CRM.
- Identify and develop new adhesive systems and tape constructions for wearable device, wound care, diagnostics, and general device applications; formally scope development requests with Product Management and R&D.
- Map and prioritize the medical converter channel; build partnerships that pull product through to the OEM and manage channel conflict where converter and OEM interests diverge.
- Convert qualified opportunities to first production PO and own the transition to steady-state account management once at run rate.
Technical and Regulatory Interface
- Guide customers through qualification pathway: sample, trial, biocompatibility, stability, and validation requirements.
- Translate customer performance requirements - wear time, skin adhesion, breathability, moisture management, sterilization compatibility - into actionable development briefs for R&D and Product Management.
Required:
- Bachelor's degree in engineering, chemistry, business, or a technical discipline.
- 8+ years in commercial roles within pressure-sensitive adhesives, tapes, medical device components, or a directly adjacent specialty materials segment.
- Demonstrated record of selling into regulated medical supply chains - OEM, converter, or contract manufacturer.
- Demonstrated ability to run a disciplined CRM pipeline.
- Commercial negotiation experience including supply and quality agreements.
Preferred:
- Experience taking a new adhesive construction from concept through customer qualification to commercial launch.
- Familiarity with converter economics and multi-tier channel management.
- Exposure to extended-wear and long-duration skin-contact adhesive development.