Job Summary: The Business Development Manager – CDMO is responsible for identifying and securing new contract manufacturing opportunities in the pharmaceutical, biotech, and/or medical technology industries. This role drives organization growth by uncovering strategic business opportunities that align with the Company’s manufacturing and development infrastructure and services capabilities. Responsibilities: - Identity, develop, and close new business opportunities that drive revenue growth for the contract manufacturing organization (CMO). - Develop and execute a strategic sales plan to generate new leads, build a robust pipeline, and target high-value opportunities. - Lead end-to-end sales cycle, from prospecting and proposal development to contract negotiation and deal closure - Build and maintain strong relationships with prospective clients to foster long-term partnerships. - Analyze market and industry trends to identify high-impact offerings aligned with CMO current or future capabilities - Conduct competitive landscape assessments to uncover unmet needs and white space opportunities relevant to U.S. based CMO services - Represent the company at industry events, trade shows, or conferences to build awareness and generate new leads - Collaborate with internal stakeholders (Supply Chain, Engineering, Quality Assurance, etc.) to assess the operational feasibility of new opportunities Qualifications: - Bachelor’s degree in life sciences, business or related field - Minimum 7 years of experience in sales or business development within contract manufacturing organizations in the pharmaceutical industry. - Proven track record of success in selling CMO services or related life science services - Strong strategic thinking and analytical skills to assess fit and potential ROI for new business opportunities - Ability to work independently and remotely, while collaborating effectively with a cross-functional team to assess leads and opportunities - Excellent communication, presentation, and negotiation skills Travel: 30% The above statements are intended to describe the general nature and level of the work being performed by colleagues assigned to this position. This is not intended to be an exhaustive list of all responsibilities, duties, and skills required. Aquestive reserves the right to make changes to the job description whenever necessary. As part of Aquestive’s employment process, final candidate will be required to complete a drug test and background check prior to employment commencing. Please Note: Aquestive is a drug-free workplace and has a drug free workplace policy in place. Aquestive provides equal employment opportunities to all colleagues and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. The Company is required to provide a reasonable estimate of the salary range for this job in certain states and cities within the United States. Final determinations with respect to salary will take into account a number of factors, which may include, but not be limited to the primary work location and the chosen candidate’s relevant skills, experience, and education. Expected Base salary range: $100,000.00 to $125,000.00 USD and includes eligibility for a quarterly incentive bonus plan

What We Offer • Competitive base + performance-driven commissions and bonuses. • Company contributed healthcare & pension scheme • High autonomy with full regional ownership and the opportunity to make a visible impact. • Professional growth in a rapidly expanding segment of respiratory diagnostics. • Collaborative international team and strong operational support. Why Choose Vitalograph? At Vitalograph, we're committed to providing a workplace that values professional growth and offers opportunities to lead within a global, innovation-driven environment. As an established leader in medical respiratory diagnostics, you'll engage in meaningful work with cutting-edge technology that impacts patient lives worldwide. About Us: With over six decades of expertise, Vitalograph has redefined respiratory diagnostics through our innovative devices, software, and solutions. Trusted by healthcare providers in more than 100 countries, our advanced technology aids in the diagnosis of respiratory conditions. Headquartered in the UK with global operations across Ireland, Germany, and the USA, we are continuously growing and evolving. About the Role We are seeking a highly driven Regional Business Development Manager (BDM) to lead commercial expansion across the Latin American healthcare market. This position is ideal for a sales professional with strong experience in medical devices or diagnostic technologies, a passion for respiratory care, and the ability to thrive in a fast-moving, independent environment. You will take full ownership of LATAM market development—expanding distributor networks, deepening engagement with healthcare institutions, and supporting growth through high-impact clinical education and marketing localization. Key Responsibilities: Market Expansion & Sales Growth • Build and manage regional distributor and sub-distributor networks; grow coverage into secondary/underserved markets. • Drive new business opportunities with healthcare providers, hospital groups, and clinic chains. • Lead strategic Key Account Management with P1 distributors and priority institutions. • Secure long-term consumables revenue at the point of device sale to ensure sustainable, high-margin business. Channel & Partner Development • Provide sales enablement, tender/bid support, and pricing guidance for major public and private procurement. • Strengthen partner capabilities through regular product training and commercial coaching. Clinical Education & KOL Engagement • Conduct workshops, demos, and product onboarding with clinicians and respiratory specialists. • Drive medical society engagement and represent the brand at key respiratory conferences (e.g., ALAT, MSP). • Build advocacy through strong partnerships with Key Opinion Leaders. Marketing Localization & Demand Generation • Coordinate translation/adaptation of marketing materials into Spanish and Portuguese. • Ensure messaging aligns with regional clinical standards and cultural expectations. • Support targeted marketing activities to increase brand visibility and lead conversion. Data-Driven Strategy & Market Access • Develop country-specific market access strategies across all priority LATAM markets. • Use analytics to identify growth opportunities, optimize portfolio positioning, and maximize market share. • Monitor regulatory pathways and reimbursement environments to support sales execution. Requirements: Must-Have; • Proven experience in medical devices, healthcare diagnostics, or respiratory technology within LATAM. • Fluent in Spanish and English (both verbal and written). • Track record of achieving sales targets with minimal oversight—self-motivated, proactive, and results-focused. • Strong knowledge of regional healthcare systems, procurement processes, and regulatory dynamics. • Ability to travel regionally & across Latin America to support key customers, events, and distributor meetings. Highly Advantageous; • Fluency in Portuguese. • Existing relationships with respiratory specialists, KOLs, healthcare institutions, and diagnostic distributors. • Comfortable delivering both commercial and clinical product education.

THE ROLE: Our Global Channels & Alliances team is looking for a Channel Sales Manager to nurture, develop and drive the Go-to-Market Strategy with our LARs (Large Area Resellers) like CDW, SHI, Connection, Insight, World Wide Technologies, and Zones as well as our Elite Regional Resellers & System Integrators in the North America region, collaborating to design and implement enablement plans, revenue and pipeline targets and industry focus. This role will report into the Sr Director of Channel. This person will work with cross-functional teams including sales, partner marketing and partner enablement to build and drive deep engagement with a set of partners. This person must have strong communication, negotiation and influencing skills, confidence in relationship building across functions and at all levels. TASKS AND RESPONSIBILITIES: • Possesses the ability to assess how a partner behaves and understanding of what is meaningful to them.• Drives Sales strategy with partner, including Co-Sell and Partner-Led sales motions. • Ensures Partner is successful in delivering/implementing IGEL Products and Solutions and Services • Builds a Business Plan with the partner around revenue, enablement, industry focus, joint solutions, and customer success. • Focuses on building a funnel, pipeline and forecasting the business. • Builds and manages the enablement plan for partner resources to be skilled and competent in selling and delivering IGEL’s products and solutions. • Develops a strong cadence and governance framework with partner to execute the plan. EXPERIENCE AND QUALIFICATIONS: • Bachelor’s degree. Advanced degrees a plus.• 10 + Years’ experience in Partner Business Development and Enablement working with Resellers and System Integrators. • Prefer individuals experienced in enterprise sales, SaaS solutions. • Empathy for the partner and cross functional stakeholders to drive alignment between the two. WE OFFER: - Health, dental, vision, and prescription benefits (employee premiums covered by IGEL) - 11 company-paid holidays per year - 18-22 days of PTO per year (18 days in year 1, 20 days starting in year 2 and 22 days after 5 years of service) - Sick time of 10 days per year, with rollover of unused days - 401(k) plan with 100% company match - Paid maternity and paternity leave - Monthly home office allowance - Remote working opportunities and flexible working times, so you can combine your demanding work with your personal goals - Employee Assistance Program (EAP) and Financial Wellness tool - Company-paid life insurance policy, long-term disability (LTD), and short-term disability (STD) coverage - Wellbeing apps, including Rightway, Headspace and Wellhub - Training and development opportunities to advance your career - President’s Club for the highest performing salespeople and overachievers - An amazing culture powered by a workplace run on trust, empowerment, and feedback with a positive, inspiring working atmosphere - A highly motivated team that is already looking forward to your support in developing strategies and achieving common goals, together with you! IGEL is an equal opportunity employer and makes employment decisions on the basis of merit. We want the best available person in every job. Our policy prohibits unlawful discrimination based on color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, or any other consideration made unlawful by federal, state or local laws. Additional information: Please click here to access the information according to art. 13 data protection regulation (DSGVO) for applicants

SUMMARY The Edlong Business Development Manager (Southwest) is a sales professional with two main functions: 1) Business Growth and 2) Business Maintenance; ensuring that with the combination of the two functions, delivers the annual sales committed budget for the territory under his/her responsibility, and the expected profitability and growth, according to the Strategic Plan. In the BDM role you will be responsible for driving sales growth and profit by developing and maintaining strong relationships with key clients in the food and beverage industry. You will leverage your extensive industry knowledge and consultative selling skills to identify client needs and provide tailored flavor solutions and build a culture of “customer obsessed” in the organization. Your role will involve strategic planning, market analysis, and collaboration with cross-functional teams to ensure customer satisfaction and achieve sales targets. As Edlong’s BDM-Southwest, reporting directly to the VP US-Canada Business, you will be responsible for procuring, developing, and nurturing business relationships with existing and new customers to position Edlong as a vital resource for finding dairy and dairy-type flavor solutions. Working collaboratively across Edlong’s departments (i.e., Finance, Operations, Logistics, R&D, etc.), the BDM will also be responsible for developing and executing a business plan that meets or exceeds growth objectives and outpaces industry growth. The ideal candidate must be adaptable, have experience in time and territory management, and demonstrate a strong knowledge of sales processes relating to customers and prospects within a selling environment and be able to navigate our customer organization at multiple levels and across multiple functions. Education, Requirements, Certifications - Bachelor’s degree in business, marketing, or a related field, an MBA degree is an advantage. - 5-7+ years of experience in B2B sales, preferably in the food and beverage industry. - Strong understanding of flavor products and market dynamics. Prior experience with flavor sales highly desired. - Excellent communication, negotiation, and presentation skills. - Proven track record of achieving sales targets and driving business growth. - Ability to work independently and as part of a team. - Fluency and basic comprehension in multiple languages is a plus. Knowledge, Skills, and Abilities To perform the job successfully, an individual must be able to perform each essential responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential responsibilities. LANGUAGE SKILLS Ability to: - Fluency and basic comprehension in multiple languages is a plus. - Actively listen to customer needs and respond with appropriate product proposals to meet demands. - Deliver impactful presentations in person and via video-conference to customers, clients, or other employees - Comply with procedures in completing written documentation and compile data into reports and summaries from sales or calls. MATHEMATICAL SKILLS Ability to: - Perform, compute mathematical operations with a calculator, and apply concepts such as fractions, percentages, ratios, and proportions to practical situations. - Perform, compute mathematical operations, and apply concepts such as money, weight, volume, and distance to create and interpret graphs. - Calculate profit margins and prepare annual budgets. - Understand the impact of currency. REASONING ABILITY Ability to: - Work independently to define problems, collect data, establish facts, and draw valid conclusions. - Develop positive customer relationships and respond to inquiries or complaints from customers in a proactive manner. - Interpret an extensive variety of technical instruction in mathematical or diagram form, deal with several abstract and concrete variables. - Handle confidential information in a professional manner. COMPUTER SKILLS Working knowledge of: - Microsoft Office (i.e., Excel, Word, PowerPoint, Teams, SharePoint, and Outlook).  - Corporate productivity and online meeting/web presentation tools.  - CRM tools and internal business software (i.e., Salesforce, ZoomInfo, and LinkedIn Sales Navigator).  PHYSICAL DEMANDS While performing the duties of this job: - The employee is regularly required to stand, walk and sit. - The employee is regularly required to operate a keyboard, calculator and telephone. - The employee is regularly required to lift and/or move up to 10 pounds of product or samples. - The employee will occasionally be required to assist in the assembly and taking down of display booths and equipment. WORK ENVIRONMENT - The work location for this position is within a home office setting and on occasion, from the offices in Elk Grove Village. - This position frequently requires up to 50% travel within sales territories both by air and automobile. - Typical workday attendance will require standard business hours with few unscheduled absences. - This position will also occasionally be involved with working at trade shows and other commercial meetings. The responsibilities described above are intended as a guideline for a particular position with Edlong. Edlong, in its discretion, may assign any employee new or substituted responsibilities as it sees fit without providing prior notice to any employee. ESSENTIAL RESPONSIBILITIES - Develop and execute strategic sales plans to achieve revenue, profit and growth targets. - Build and maintain long-term relationships with key clients and stakeholders at multiple levels. - Conduct market research to identify new business opportunities and trends. - Provide consultative sales support to clients, understanding their needs and offering customized flavor solutions and promote a culture of “customer obsessed” internally. - Collaborate with R&D, Product Development, Marketing, Customer Service, Pricing, Logistics, Regulatory and Operations teams to ensure alignment with client requirements. - Prepare and deliver compelling sales presentations and proposals. - Monitor and report on sales performance, market conditions, and competitor activities to contribute to Edlong’s long-term success, using dashboards and analyzing key metrics (i.e., pipeline progression, win rates, product launch KPIs, and new business developments, etc.) - Generate interest in Edlong’s capabilities by providing best in class support and service while leveraging the company’s expertise. - Develop a strong pipeline of opportunities in salesforce.com or CRM system in key categories (i.e., prospecting, technical events, and international trade shows) and deliver the target win rate. - Translate customer requirements to Edlong’s marketing, applications, and technical team to best deliver solutions and exceed customer expectations. - Expand utilization of Edlong flavors across multiple applications and product categories by developing and nurturing enterprising business with both existing and new customers. - Maintain and organize file documentation related to assigned work to ensure easy access for self- and team. - Develop account plans and drive the execution of them for the top customers, and deliver the sales metrics. SUPERVISORY RESPONSIBILITIES - This position has no supervisory responsibilities. ADDITIONAL RESPONSIBILITIES - Contribute to team efforts, collaboration, and results by following Edlong’s guidelines, supporting departmental objectives, and aligning with the Corporate Mission, Vision, and Strategic goals. - Understand all major business processes within Edlong and work with all levels of the organization. - Maintain and enhance professional and technical knowledge base of Edlong personnel by sponsoring or attending educational workshops, reviewing professional publications, and establishing personal networks to stay up to date on current trends. - Engage in and contribute to Edlong’s marketing campaigns, as requested (LinkedIn, webinars, blog posts, etc.) and execute other duties, as assigned. Salary Expectations: $125,000 to $150,000 plus generous sales commission bonus plan. We provide a comprehensive insurance package, including: - Health, dental, vision, life and company-paid global travel medical insurance - Generous PTO, with addition time to give back and celebrate your birthday - 401(k) matching and profit-sharing - Paid parental leave and time to celebrate the arrival of grandbabies - 529 college savings match - Annual performance-based bonus program - Tuition reimbursement - Matching charitable donations OUR FORMULA - We are fully committed to growth - We take ownership. You are here because you are needed. What you do matters to customers, colleagues and the company. Do your job to the utmost of your ability and realize your impact. Be your best self. Owners’ vs operators, lead by example, dedicated to Edlong, be accountable, calm, strong work ethic. We earn our keep. - We are all in this together - You do not work alone. Understand how you are connected to customers and colleagues. Quickly and freely offer and accept support. At the end of the day, we will rise or fall together. Relationship building, effective listener, warmth, comfort, loving care, likes customers (internal and external), thrives in team environment, not about ego, I got you, highly collaborative, share it all - good, bad and ugly, dependable, loyal, communicates honestly and with respect. - We look for a better way - You can improve anything in your pursuit to create value for our customers and company. Look for waste and ways to do things faster, simpler and better. We act proactively and with a sense of urgency when a better way is found. Organizers, thoughtful, teachers-learners, holistic business mind, can do, is there anything I can do, don't wait to be asked, get it done, closers, steps up, will be done before you need it, problem solvers, hard but smart workers, act with a sense of urgency, always curious. - We enjoy victory and grow from defeat - Freely share the joy of success. When things go wrong, reflect, learn and grow from the experience. Apply the valuable lesson to future opportunities. Never stop learning. Passionate, optimistic outlook, winning, be passionate, driven. We are resilient.