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Business Development Manager - End User Relationship Employee Type: Exempt Reports To: National Sales and Marketing Manager Effective Date: 08/20/2026 General Description/Purpose: The Business Development Manager - Enterprise Customer Partner is responsible for growing and strengthening relationships within GEMU's largest end-user accounts, primarily in the pharmaceutical, biotech, and food and beverage verticals. This role expands GEMU's footprint inside complex customer organizations by identifying decision-makers and influencers, gaining early visibility into capital and expansion projects, and positioning GEMU products and solutions with the stakeholders who shape specifications. The position works in close collaboration with GEMU Key Account Management, Field Sales, Application Engineering, and the independent manufacturers' rep and distributor network. Job Duties (including but not limited to):
- Grow and strengthen relationships within key customer accounts, serving as a consistent point of contact across multiple sites, functions, and levels of the organization.
- Expand the contact base within assigned accounts by identifying and engaging decision-makers, technical influencers, and procurement stakeholders.
- Share information on current projects with customers and internal teams, and gather insight into future capital, expansion, and retrofit opportunities.
- Travel regularly to end-user locations, including plants, engineering offices, and corporate headquarters, to develop and maintain strategic relationships.
- Identify all key stakeholders involved in early-stage projects and negotiation processes, and represent GEMU products and solutions effectively to those stakeholders.
- Build trusted relationships with key stakeholders, influencing strategic direction and delivering meaningful business outcomes for both the customer and GEMU.
- Drive reporting and utilization of CRM tools to track opportunities, engagement activities, contact mapping, and project pipelines; maintain accurate and current account records.
- Engage with the industry through trade associations, conferences, standards bodies, and end-user forums to build visibility for GEMU and stay current on customer priorities.
- Provide strategic market feedback to support product and business development initiatives, including competitive intelligence, unmet application needs, and specification trends.
- Serve as a contact for key accounts, ensuring consistent engagement and alignment across complex organizational structures and global headquarters, in collaboration with GEMU Key Account Management.
- Support the specification process by working with end users to ensure GEMU products are specified in project documents.
- Prepare and deliver account reviews, presentations, and business updates to customers and to GEMU leadership in the United States and Germany.
- Other duties as assigned.
Work Schedule:
- Incumbent should be flexible with work hours to meet business and customer needs. This position requires frequent overnight travel, estimated at 50 percent or more, including occasional international travel to GEMU headquarters in Germany.
Essential Knowledge/Skills:
- Consultative selling experience with technical or engineered-to-order products.
- Demonstrated ability to build and maintain multi-level relationships within large, complex end-user organizations.
- Familiarity with the specification-in sales cycle and long-cycle capital project pursuit.
- Ability to read P&IDs and interpret process application requirements and technical specifications.
- Knowledge of GEMU industry verticals, particularly pharmaceutical, biotech, and food and beverage processing.
- Familiarity with regulated industry compliance vocabulary relevant to pharmaceutical and food and beverage applications, including FDA, EU GMP Annex 1, USP Class VI, PUPSIT, sterility assurance, EHEDG, 3-A, EU 1935/2004, aseptic processing, and CIP/SIP as applied to valve and instrumentation products.
- Experience working alongside a manufacturers' rep and distributor channel model.
- Comfort coordinating with a German parent company for pricing approvals, lead time confirmation, and technical escalations.
- Proficiency in CRM systems for pipeline tracking, activity reporting, and account planning; ERP familiarity an advantage.
- Strong written, verbal, and presentation skills, with the ability to communicate credibly with plant-level engineers and corporate decision-makers alike.
- Ability to work independently, manage a travel schedule, and prioritize across competing account demands.
- Results-driven and self-motivated, measured through pipeline growth, specification wins, account penetration, and revenue performance.
Qualification Standards:
- Bachelor's degree in business, engineering, or a related technical field.
- Five to seven years of experience in industrial business-to-business sales, account management, or business development.
- Demonstrated proficiency with CRM tools for opportunity and pipeline management.
- Valid driver's license and the ability to travel 50 percent or more, including overnight and occasional international travel.
- Preference for candidates with experience in industrial, process, or fluid control industries. Familiarity with valve, instrumentation, or fluid handling products is a meaningful advantage. Experience supporting customers in pharmaceutical, biotech, food and beverage, semiconductor, or chemical processing environments is a plus.
Applicant may be rejected if it is determined that there has been a conviction of a felony or offense. A credit check may be required at any time at the company's discretion. Physical Job Requirements:
- Ability to sit and work at a computer workstation for extended periods.
- Ability to travel by automobile and commercial air carrier for extended periods.
- Ability to move about customer manufacturing and construction sites, including climbing stairs and ladders and walking on uneven surfaces.
- Ability to lift and carry up to 25 pounds, such as samples, product demonstration cases, and trade show materials.
- Ability to communicate clearly by telephone, video conference, and in person.
- Visual acuity sufficient to review technical drawings, specifications, and computer displays.
- Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of this position.
Environmental Concerns:
- Primary work is performed in an office or remote office environment with moderate noise levels.
- Regular visits to customer manufacturing plants, cleanrooms, and construction sites where personal protective equipment is required, including safety glasses, hearing protection, safety footwear, and gowning where applicable.
- May be exposed to varying temperatures, humidity, noise, dust, and process chemicals while at customer facilities.
- Must comply with all customer site safety, security, and access requirements.
- Frequent travel exposes the incumbent to varying weather and driving conditions.
Performance Standards:
- Meet deadlines as required.
- Meet annual performance evaluation objectives.
- Achieve assigned account growth, pipeline development, and specification targets.
- Maintain accurate and current CRM records for all assigned accounts and opportunities.
- Support Gemu's mission at all times.
- Demonstrate commitment to high professional and ethical standards.
- Maintain the integrity of ISO standards at all times.
- Adhere to other standards as may be established during the normal course of employment.
Acknowledgement: I acknowledge that I have read and understand the above job description and am capable of performing the essential functions of the job with or without reasonable accommodation. Applicant/Employee Signature: _______________________________________ Date: _____________________
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Gemu
Aug 20, 2026