BUSINESS DEVELOPMENT MANAGER - MEDICAL
VYBOND SPECIALTY ADHESIVES LLC · Franklin, Kentucky, United States · remote
Job Title: Business Development Manager, Medical
Reports To: Senior Director of Business Development and M&A
Department: Business Development
Location: Remote - HQ
Vybond is a global market leader in pressure-sensitive adhesive tapes, delivering innovative solutions to a variety of industrial and specialty markets. Headquartered in Franklin, KY, with facilities in Riverhead, NY, and Bristol, RI, Vybond Group, Inc. manufactures specialty foil, film, and duct tapes and adhesives. With over 1,500 specialty SKUs spanning 500+ product families, Vybond serves 1,500+ customers across the HVAC, building and construction, industrial, retail, medical, aerospace, automotive, and other specialty industries.
Job Summary:
The Business Development Manager, Medical is responsible for the commercial performance and growth agenda for Vybond's Medical business. This is a player-coach role combining direct account ownership, leadership of the medical sales team, and development of new business through new products into existing accounts, existing products into new accounts, and new-to-new opportunities. The role is the commercial front door to the medical market for Vybond: responsible for what the business earns today and for building what it earns long-term. Works in close partnership with Product Management, R&D, Regulatory/Quality, and Operations to move opportunities from application discovery through qualification to commercialized, specified revenue.
Key Responsibilities:
Commercial Ownership
- Deliver Medical business revenue, volume, and contribution margin against annual operating plan.
- Own and support the top-tier medical OEM and converter relationships directly; protect specified positions and defend against competitive displacement at named accounts.
- Build and maintain multi-level relationships at target accounts - R&D, procurement, quality, and manufacturing engineering.
- Support pricing strategy and lead annual price actions for the medical portfolio in coordination with Product Management; defend margin through value articulation.
- Manage commercial continuity through the plant and operations transition.
- Forecast medical demand monthly with a level of accuracy that operations can plan against.
Team Leadership
- Manage and develop a team; set account priorities, coach on account planning and opportunity qualification.
- Conduct structured account reviews on a defined cadence; ensure territory coverage is allocated to value.
- Build the capability case for future headcount in medical as the business scales.
Business Development
- Build and maintain a qualified opportunity pipeline in CRM.
- Identify and develop new adhesive systems and tape constructions for wearable device, wound care, diagnostics, and general device applications; formally scope development requests with Product Management and R&D.
- Map and prioritize the medical converter channel; build partnerships that pull Vybond product through to the OEM and manage channel conflict where converter and OEM interests diverge.
- Convert qualified opportunities to first production PO and own the transition to steady-state account management once at run rate.
Technical and Regulatory Interface
- Guide customers through Vybond's qualification pathway: sample, trial, biocompatibility, stability, and validation requirements.
- Translate customer performance requirements - wear time, skin adhesion, breathability, moisture management, sterilization compatibility - into actionable development briefs for R&D and Product Management.