Senior Business Development Manager

Purpose

The Senior Business Development Manager (Senior BDM) is responsible for driving profitable revenue growth, converting high-value commercial opportunities into long-term customer relationships, and improving the overall performance of Vita Manufacture's sales pipeline.

Working closely with two Business Development Specialists (BDS), the Senior BDM provides commercial leadership across the sales process, taking ownership of qualified opportunities following initial meetings and Customer Formulation Form (CFF) reviews through proposal development, negotiation, closing and customer account expansion.

The role requires a commercially driven professional who can independently manage complex B2B sales, identify customer needs, present compelling commercial solutions, negotiate profitable agreements and consistently achieve ambitious revenue and conversion targets.

The Senior BDM works closely with the New Product Development (NPD), Operations and Finance teams to ensure proposals are technically feasible, competitively positioned and commercially profitable.

Beyond personal sales performance, the Senior BDM is expected to improve team effectiveness by coaching BDS colleagues, maintaining pipeline discipline, identifying conversion opportunities and contributing to the continuous improvement of Vita Manufacture's sales systems.

The Senior BDM is ultimately accountable for delivering agreed sales revenue, protecting gross margins, developing valuable customer accounts and building a predictable, scalable sales pipeline.

What You'll Do

• Drive Revenue and Commercial Performance – Take ownership of agreed monthly and quarterly sales targets, consistently converting qualified opportunities into profitable orders while maintaining strong pipeline coverage and accurate revenue forecasts.

• Lead and Develop Two BDS Team Members – Provide day-to-day commercial guidance, coaching and performance support to two Business Development Specialists. Review opportunity quality, meeting outcomes, follow-up activities and sales progression to maximise team conversion and productivity.

• Own High-Value Sales Opportunities – Independently manage complex or high-value customer opportunities, from requirements assessment and CFF review through proposal presentation, commercial negotiation, contract agreement and deposit collection.

• Prepare and Present Commercial Proposals – Work closely with NPD to develop accurate, competitive and profitable proposals, clearly communicating formulations, specifications, pricing, minimum order quantities, lead times and commercial terms.

• Negotiate and Close Profitable Deals – Lead negotiations with business owners, purchasing managers and senior decision-makers, overcoming objections, protecting agreed margins and securing signed proposals and customer deposits.

• Develop Strategic Customer Accounts – Build strong relationships with high-potential customers, identify opportunities for repeat manufacturing orders, additional products, product range expansion and long-term manufacturing partnerships.

• Generate New Business Opportunities – Proactively identify and engage target customers through strategic prospecting, professional networking, LinkedIn outreach, targeted email campaigns, telephone engagement and referrals.

• Improve Sales Conversion and Efficiency – Analyse performance at each sales stage, identify causes of lost or stalled opportunities, strengthen objection-handling approaches and implement practical improvements to increase conversion rates.

• Manage Sales Pipeline and Forecasting – Maintain accurate customer and opportunity records in Microsoft Dynamics 365, ensuring all opportunities have clear next actions, realistic closing dates and up-to-date commercial values.

• Collaborate Across Departments – Work with NPD, Finance, Customer Success and Operations to ensure customer requirements, technical specifications, project costs and commercial commitments are aligned before contracts are finalised.

• Ensure Effective Customer Handover – Coordinate the transition of confirmed orders into development and manufacturing, ensuring specifications, agreed deliverables, payment terms, timelines and customer expectations are properly documented.

• Contribute to Sales Strategy and Continuous Improvement – Provide commercial insights, competitor intelligence, customer feedback and recommendations to improve Vita Manufacture's sales processes, market positioning and long-term growth.

What You'll Bring

• Proven Commercial Success – A strong track record of consistently meeting or exceeding B2B revenue targets, with demonstrable experience closing complex, high-value or consultative sales.

• Commercial Leadership – The ability to guide, mentor and motivate BDS colleagues, establish clear priorities and hold yourself and others accountable for agreed activities and outcomes.

• Excellent Negotiation and Closing Skills – Confidence managing challenging commercial discussions, overcoming objections, negotiating terms and securing profitable agreements without unnecessary discounting.

• Strong Business Acumen – An understanding of pricing, gross margins, customer acquisition costs, account profitability and the commercial factors influencing manufacturing decisions.

• Consultative Selling Expertise – The ability to understand customer objectives, uncover commercial and technical requirements, identify suitable solutions and communicate a compelling value proposition.

• Excellent Communication and Presentation Skills – Confidence presenting proposals, leading commercial meetings, engaging senior decision-makers and maintaining professional written and verbal communication.

• A Proactive and Results-Driven Mindset – Strong personal accountability, resilience, self-discipline and the ability to take initiative, manage competing priorities and deliver results without constant supervision.

• Analytical and Strategic Thinking – The ability to interpret sales data, identify conversion bottlenecks, forecast revenue and recommend practical improvements to team performance.

• Technical Collaboration Skills – Confidence working alongside formulation scientists, product development specialists and manufacturing teams to translate customer requirements into commercially viable product proposals.

• Strong CRM and Pipeline Management – Experience maintaining accurate sales records, managing follow-ups, forecasting revenue and using CRM systems, preferably Microsoft Dynamics 365, to improve sales effectiveness.

Desired Skills and Experience

• At least five years of demonstrable B2B sales or business development experience, including experience independently negotiating and closing commercial agreements.

• At least two years of experience in a senior sales, key account management, team leadership or comparable commercially responsible role is desirable.

• Proven achievement against monthly or quarterly revenue targets, supported by specific examples of sales performance, average deal values and conversion results.

• Experience in supplement manufacturing, nutraceuticals, pharmaceutical products, food manufacturing, contract manufacturing or another technical B2B industry is highly desirable.

• Experience managing multi-stage consultative sales pipelines involving technical requirements, quotations, proposals, negotiation and contract closure.

• Demonstrated ability to build and maintain strong relationships with business owners, procurement professionals and senior commercial decision-makers.

• Experience coaching or supporting junior sales colleagues to improve opportunity qualification, customer engagement and pipeline conversion.

• Proven ability to win new business through prospecting, outbound sales, targeted email campaigns, telephone engagement and professional networking.

• Experience working collaboratively with NPD, R&D, technical or operational teams to deliver customer-specific commercial solutions.

• Strong understanding of commercial pricing, margin protection, forecasting and account development.

• Experience using CRM software, preferably Microsoft Dynamics 365, to manage sales activity, pipeline reporting and performance measurement.

Qualifications and Education

• A bachelor's degree or equivalent qualification in Business, Marketing, Pharmaceutical Science, Nutrition, Chemistry or a related discipline is desirable.

• Candidates with substantial, demonstrable B2B sales achievements and relevant commercial experience will also be considered regardless of formal academic qualifications.

• Professional training or certification in consultative selling, sales leadership, negotiation or strategic account management is advantageous.

• Knowledge of food supplement development, private label manufacturing, custom formulation or contract manufacturing is highly desirable.

• Proficiency in Microsoft Dynamics 365, Microsoft 365 and digital sales tools is beneficial.

Key Performance Expectations

• The successful candidate will be expected to demonstrate measurable performance across the following areas:

• Revenue Generation: Achieve or exceed agreed monthly and quarterly sales revenue targets.

• Sales Conversion: Improve conversion from qualified opportunities and commercial proposals into signed orders.

• Profitability: Maintain agreed gross margin requirements and commercial pricing discipline.

• Team Effectiveness: Support two BDS colleagues in consistently developing and progressing sales-ready opportunities.

• Pipeline Management: Maintain accurate forecasting, structured follow-ups and clearly documented next steps.

• Customer Development: Increase repeat orders, customer retention, account value and opportunities for product range expansion.

• Operational Excellence: Ensure accurate proposal documentation, timely commercial decisions and effective project handovers.

• Continuous Improvement: Identify opportunities to improve sales efficiency, customer experience and conversion performance.

Performance will be reviewed against clearly defined objectives, with emphasis on both individual sales results and contribution to wider team success.

In Return, the Successful Candidate Will Receive

• Competitive salary reflecting experience and commercial capability.

• Performance-related earning opportunities, subject to the company's agreed incentive arrangements.

• Comprehensive onboarding and ongoing professional development.

• 28 days' annual leave, inclusive of bank holidays.

• Company pension.

• Birthday gifts.

• Annual team-building activities.

• Opportunities to work closely with senior leadership and contribute to business growth.

• Access to technical product development and manufacturing expertise.

• Clear opportunities for career progression as Vita Manufacture continues to expand.

Growth and Career Opportunities

At Vita Manufacture, we believe exceptional people should have the opportunity to grow alongside the business.

As a Senior Business Development Manager, you will play a key role in expanding our customer portfolio, strengthening commercial performance and developing a scalable sales operation.

You will work closely with senior leadership, contribute to strategic commercial decisions and help shape the processes and standards that support our next stage of growth.

For a high-performing individual who demonstrates consistent revenue delivery, strong commercial judgment and the ability to develop others, there is a potential pathway towards Commercial Manager within 12 months, subject to business needs and performance.

This is an opportunity for an ambitious, commercially focused professional who wants meaningful responsibility, measurable targets and the ability to make a direct impact on a growing manufacturing business.