Business Development Director – Materials Testing
10+ years
St Paul, MN
Full-time
Hybrid
1 month ago
About the role
The Business Development Director is responsible for driving strategic growth and revenue expansion for materials testing and laboratory services across key industrial sectors including Consumer Products, Data Centers, Construction, and Aerospace. This role develops and executes market growth strategies, strengthens customer relationships, identifies new business opportunities, and collaborates cross-functionally to deliver technical testing solutions that align with customer requirements and industry standards.
The ideal candidate combines strong commercial leadership with technical understanding of materials testing, certification, quality assurance, and regulatory compliance within highly regulated and performance-driven industries.
Key Responsibilities
Business Development & Sales Strategy
Customer Relationship Management
Market & Technical Expertise
Cross-Functional Collaboration
Leadership & Reporting
End Market Focus Areas
Consumer Products
Data Centers
Construction
Aerospace
Qualifications
Preferred Qualifications
The ideal candidate combines strong commercial leadership with technical understanding of materials testing, certification, quality assurance, and regulatory compliance within highly regulated and performance-driven industries.
Key Responsibilities
Business Development & Sales Strategy
- Develop and execute strategic business development plans to achieve revenue growth targets across assigned end markets.
- Identify, qualify, and pursue new business opportunities for materials testing, failure analysis, qualification testing, and related laboratory services.
- Build and maintain a robust sales pipeline through prospecting, networking, referrals, industry events, and market intelligence.
- Develop account penetration strategies for key customers and strategic OEMs, manufacturers, suppliers, contractors, and engineering firms.
- Lead contract negotiations, pricing strategies, and commercial proposals.
Customer Relationship Management
- Establish trusted relationships with senior customer stakeholders including Engineering, Quality, Procurement, Operations, and Supply Chain leaders.
- Serve as the primary commercial contact for strategic accounts and high-value opportunities.
- Understand customer technical requirements and coordinate internal resources to deliver tailored testing solutions.
- Drive customer retention, account growth, and long-term partnership development.
Market & Technical Expertise
- Maintain strong understanding of materials testing methodologies including:
- Mechanical testing
- Metallurgical analysis
- Environmental and durability testing
- Failure analysis
- Chemical and analytical testing
- Non-destructive testing (NDT)
- Product qualification and compliance testing
- Monitor industry trends, competitive activity, emerging technologies, and regulatory changes impacting target markets.
- Support development of new service offerings aligned with market demand.
Cross-Functional Collaboration
- Partner closely with laboratory operations, engineering, quality, and project management teams to ensure successful project execution and customer satisfaction.
- Support forecasting, capacity planning, and strategic investment initiatives.
- Collaborate with marketing teams on campaigns, trade shows, technical seminars, and brand positioning activities.
Leadership & Reporting
- Prepare sales forecasts, business reviews, pipeline reporting, and market analysis for executive leadership.
- Mentor junior sales and business development personnel as needed.
- Drive a culture of customer focus, accountability, and continuous improvement.
End Market Focus Areas
Consumer Products
- Product safety and compliance testing
- Reliability and lifecycle testing
- Materials characterization
- Regulatory and performance validation
Data Centers
- Infrastructure material qualification
- Thermal and environmental performance testing
- Reliability testing for critical systems and components
- Battery, cable, and electrical materials evaluation
Construction
- Structural materials testing
- Concrete, metals, and composites evaluation
- Building product certification and compliance
- Failure investigations and forensic analysis
Aerospace
- Aerospace materials qualification and certification
- Mechanical and metallurgical testing
- NADCAP and OEM specification compliance
- Fractography and failure analysis
- Environmental simulation and durability testing
Qualifications
- Bachelor’s degree in Engineering, Materials Science, Business, or related technical discipline required.
- Minimum 8–12 years of business development, technical sales, or commercial leadership experience within materials testing, TIC, engineering services, or laboratory services industries.
- Demonstrated success selling into one or more target industries: Consumer Products, Data Centers, Construction, or Aerospace.
- Strong understanding of testing standards and regulatory frameworks including ASTM, ISO, ASME, FAA, NADCAP, UL, or related standards.
- Proven ability to develop strategic customer relationships and close complex technical sales opportunities.
- Excellent communication, negotiation, and presentation skills.
- Ability to travel as required to support customers and business growth initiatives.
Preferred Qualifications
- Experience within a TIC (Testing, Inspection, and Certification) organization.
- Existing industry relationships with OEMs, manufacturers, hyperscalers, EPC firms, or aerospace primes.
- Knowledge of laboratory operations and technical testing workflows.
- MBA or advanced technical degree preferred.
Skills
Sales and business developmentManufacturing