Director, Medical Business Development - Minneapolis, MN

Job Summary

The Business Development Director is a strategic hunter responsible for securing new business with targeted medical device OEMs. The primary focus is proactive prospecting, penetrating new strategic accounts, and navigating complex customer organizations to identify and engage key decision-makers across R&D, engineering, supply chain, and executive leadership.

Key Responsibilities

Strategic Prospecting & New Account Acquisition

• Identify and target new strategic medical OEMs aligned with PCI’s injection molding and contract manufacturing capabilities
• Conduct structured prospecting using existing network, market intelligence, secondary industry networks, conferences, and CRM data to build a qualified target account list
• Leverage knowledge gained from previously working with Medical OEM’s and network to help open doors for future project discussion
• Map customer organizations and navigate to key decision-makers in R&D, product development, sourcing, and executive leadership
• Initiate and lead discovery discussions to uncover unmet manufacturing needs and position PCI’s turnkey solutions and execute a minimum of 6 face to face meetings per month
• Execute persistent, detail-oriented follow-up to advance early-stage opportunities into RFQs and awarded programs

Pipeline Development & Opportunity Conversion

• Build and maintain a high-value, forward-looking pipeline focused on new customers and new programs (Goal of $40M in vetted pipeline opportunities per year)
• Qualify opportunities based on technical fit, open capacity, strategic value, timeline, and margin potential (New opportunities to generate +$200K in annual revenues at ramp – open to discussions for smaller niche opportunities)
• Drive opportunities from initial contact through DFM, quotation, negotiation, and award
• Maintain accurate CRM data including stage progression, probability, next actions, and close timelines
• Demonstrate a strong sense of urgency in progressing opportunities and meeting customer response timelines

Solution-Based Selling for Regulated Manufacturing

• Position PCI’s full product lifecycle capabilities including DFM, tooling/automation strategy,  and validation (IQ/OQ/PQ) to production
• Translate customer product concepts into manufacturable injection molding solutions in collaboration with engineering and operations
• Deliver pipeline opportunities into actual program quotations - Lead meetings with the technical and commercial teams to shape opportunities prior to or shortly after RFQ release
• Support development of cost models and pricing strategies that meet target margins and program risk profiles

Market Intelligence & Strategic Targeting

• Monitor medical device as well as other medical vertical trends to identify emerging opportunities
• Develop target account lists aligned with PCI’s technology roadmap and capacity strategy
• Provide competitive insights and customer feedback to support strategic planning

Qualifications

• Bachelor’s degree in business, Engineering, Life Sciences, or related field preferred
• 10+ years of business development experience in medical injection molding or contract manufacturing
• Demonstrated success in a hunter role securing new medical OEM customers
• Proven ability to prospect, penetrate complex organizations, and reach technical and executive decision-makers
• Experience selling into regulated environments (FDA, ISO 13485) with knowledge of DFM, tooling, and validation processes
• Travel up to 50%