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Position Summary
The Business Development Director – Dairy Segment is responsible for owning the commercial strategy, growth agenda, and revenue performance across the Dairy segment, including both direct account revenue and broader market expansion initiatives.
This role serves as the segment leader and growth architect, accountable for identifying, prioritizing, and executing strategic opportunities that accelerate revenue, expand market share, and strengthen competitive positioning. The Director will directly manage key enterprise accounts while simultaneously leading segment-level strategy, pipeline development, and cross-functional alignment.
Key Responsibilities
Segment Ownership & Growth Strategy
- Own the end-to-end Dairy segment growth strategy, including market prioritization, account segmentation, and revenue targets.
- Identify and activate strategic growth vectors (e.g., enterprise accounts, channel expansion, new applications).
- Develop and execute multi-year segment plans aligned to company growth objectives.
- Deliver clear visibility to leadership on segment performance, pipeline health, and forecast accuracy.
Direct Account Ownership & Revenue Delivery (CREATE / WIN / GROW)
- Personally manage and grow select strategic Dairy accounts, serving as executive sponsor and primary relationship owner.
- Develop account-specific growth strategies, including whitespace identification, cross-sell, and expansion pathways.
- Lead executive-level customer engagement to align on priorities, demonstrate value, and secure long-term partnerships.
- Deliver Quarterly Business Reviews (QBRs) focused on ROI, performance, and future growth opportunities.
Business Development & Opportunity Creation (CREATE)
- Build and maintain a robust, forward-looking pipeline to support segment growth objectives.
- Identify and qualify high-impact opportunities, including new logos, strategic partnerships, and emerging market needs.
- Lead early-stage engagement and solution development, positioning differentiated value to secure competitive advantage.
- Apply structured go / no-go qualification frameworks to ensure disciplined resource allocation.
Sales Execution & Pipeline Discipline (WIN)
- Lead the end-to-end sales cycle for strategic opportunities, including deal strategy, negotiation, and close.
- Ensure pipeline rigor, stage integrity, and forecast reliability across both personal accounts and segment activity.
- Drive accountability to pipeline coverage, win rates, and conversion metrics.
- Continuously refine sales strategy based on performance insights and market feedback.
Cross-Functional Leadership & Execution
- Align Sales, Marketing, Technical Services, and Operations to deliver coordinated, segment-specific execution.
- Lead deployment of targeted campaigns, product initiatives, and customer programs within the Dairy segment.
- Influence internal stakeholders to ensure prioritization of key accounts and strategic opportunities.
- Drive consistency in value messaging and commercial execution across the segment.
Market Leadership & Competitive Positioning
- Serve as the internal subject matter expert for the Dairy segment, including customer needs, regulatory drivers, and industry trends.
- Analyze competitive dynamics and develop strategies to win, defend, and expand market position.
- Translate market intelligence into actionable insights for product, marketing, and commercial strategy.
Qualifications
- Bachelor’s degree in Food Science, Microbiology, Dairy Science, or related field (or equivalent experience)
- 8+ years of experience in food safety, diagnostics, or related industry, with a focus on Dairy preferred
- Proven experience in business development, strategic account management, or segment leadership
- Demonstrated success in managing complex, enterprise-level accounts and multi-site customers
- Strong experience with CRM systems (Salesforce, MS Dynamics) and pipeline management
Core Capabilities
- Strategic thinker with strong commercial acumen
- Executive-level relationship management and influence
- Advanced consultative and value-based selling expertise
- Proven ability to develop and execute segment-level growth strategies
- Strong pipeline management discipline and forecasting capability
- Ability to lead cross-functional teams without direct authority
- High degree of ownership, accountability, and independent judgment
Working Conditions
- Up to 60–75% travel supporting customer engagement and market development
- Management of national Dairy accounts and segment initiatives
- Flexibility to support customer meetings, industry events, and strategic initiatives
Compensation/Benefits
At Neogen we believe that taking care of our employees allows them to do their best work. When you join our team, you'll enjoy competitive benefits and the opportunity to make a meaningful difference every day.
Benefits include:
- Benefits starting on Day One – Medical, dental, and vision coverage begin on your first day of employment.
- 401(k) with company match – Invest in your future with retirement savings and company contributions.
- Paid Time Off (PTO) – Enjoy generous paid time off so you can rest, recharge, and spend time with those who matter most.
- Career Growth Opportunities – We are committed to promoting from within and providing the tools, training, and support to help you grow your career.
- Meaningful Work – Be part of a team whose work has a real impact on our customers, communities, and the world around us.
- Collaborative Culture – Join a team that values innovation, respect, teamwork, and continuous improvement.
- Base Salary: Competitive and commensurate with experience
- Variable compensation aligned to segment growth, pipeline performance, and revenue outcomes
Come build your future with us while making a difference every day.
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Come Be Part Of A Mission that Matters!From inside the farm gate to our dinner plates, Neogen protects the world’s food supply. Through a variety of animal healthcare products, to food safety solutions for dangerous bacteria, allergens, toxins, drug residues and much more, Neogen is there — and you can be too.
