Position Overview

Our client is looking for an experienced and motivated business development professional with experience in the Drug Product industry. This individual is expected to operate at a high level and demonstrate an ability to work independently and thrive in a fast-paced and high-growth environment. The role will report directly to the VP, BD & Strategic Partnerships and is expected to be an active and engaged member of the Commercial Team. This individual will be responsible for delivering high-growth results in a dynamic and fast-paced contract manufacturing environment through achievement of new business revenue objectives and growth of existing assigned accounts.

This position is heavily focused on being a strategic ‘hunter’ and primarily accountable for identifying, targeting, cultivating, structuring, and closing new sales opportunities. Additionally, this role will support the development and implementation of the overall Commercial Strategy and will contribute to the organization’s understanding of the opportunities within the sales pipeline. The individual in this role should employ a highly consultative sales and business development approach as well as a firm commitment to high levels of execution towards the company’s growth objectives. The key success factor is the ability to achieve quarterly and annual revenue goals while steadily growing the business and developing customer relationships.

Responsibilities and Duties

• This role is responsible for (a) building an active and relevant funnel of open opportunities to facilitate continuous business generation and (b) demonstrating the ability to close, maintain and grow strategic customer relationships within the Drug Product sectors.

• Plans and implements a detailed, cohesive, and actionable sales strategy for acquisition and management of business opportunities from Drug Product companies within assigned territories and business segments

• Researches, identifies, and develops new business prospects, including strategic accounts, from multiple sources including industry contacts, leads generated from organic prospecting efforts, and email and inbound leads from company website and Inside Sales team.

• Work in close collaboration with Commercial leadership to drive business development efforts based on the overall commercial strategy and growth objectives

• Maintains an active leadership role within the client project team by (a) driving overall account strategy, (b) owning the client business relationship, (c) serving as an escalation pathway when needed, and (d) ensuring internal cross-functional teams are aligned with the client's project needs

• Supports contract negotiations (with support from legal counsel and senior management) related to overall contract structure, terms and conditions, and project pricing. This role is accountable for execution and compliance of the contract terms.

• Represents the company by attending trade shows, industry events, and conferences and maintains active membership and participation in industry trade groups and networking events.

• Assists in gathering market intelligence on customers, competitors, industry trends, etc.

• Support the identification of commercial portfolio opportunities and risks, financing needs, and organizational capabilities to attain new or expanded revenue streams.

• Lead and execute business development initiatives including partner identification, outreach, management of the "sell" process, and structuring/negotiation/execution of transactions.

• Develop business analyses to support sales pipeline valuation and evaluate impact from changes in customer and competitive landscape.

• Develop and maintain strong and effective partnerships with internal stakeholders in Operations, Program Management, and Finance to support to commercial opportunities and client relationships at target companies.

• Support development of commercial and competitive strategy.

• Provide regular presentations on business development opportunities, pipeline, competitive analysis, and other initiatives in various company forums.

• Organization, execution, and leadership of a consistent and efficient process for lead management and development within the defined sales territory

• Build brand awareness of the company’s service offering, technologies, and customer service excellence through appropriately timed hand-off of qualified opportunities for new and existing customers.

• Some travel required to industry events and conferences, key stakeholder meetings, etc.

Supervisory Responsibilities

This position has no direct reports; As Director Business Development & Strategic Partnerships, provide leadership to others through motivation, example and sharing of knowledge/skill.

Supervision Received

General supervision: routine duties are performed with minimal supervision; standard practices or procedures allow proceeding alone at routine work; occasional check of work while in progress; work is reviewed upon completion.

Requirements and Qualifications

• Bachelor's or advanced degree (BS, MS) in Biology, Chemistry, or related scientific/technical field of study. Advanced scientific, technical and/or business degree strongly preferred (e.g. MS, MBA).

• At least 5 years of meaningful experience in client-facing commercial, sales, project/product/program management, or business development roles in the CDMO or Drug Product industries

• Proficient in the use of CRM tools to support the sales process (e.g. SalesForce)

• Ability to organize and present compelling content and summaries for executive-level audiences

• Strong understanding of sales performance metrics and the ability to utilize these to drive strategies and tactics

• Strong interpersonal and organizational skills with the ability to communicate effectively and concisely within all levels of the organization to foster collaboration, drive alignment, and achieve results

• Proficiency with Microsoft Office applications, including PowerPoint, Excel, Outlook, Word, and Teams.

• Understanding of new technologies and trends in the biopharmaceutical industry – specifically within the biologics and Drug Product markets

• Analytical, challenge-focused, and possesses a value creation mindset with a bias toward action

• Ideally fluent in both the Drug Product markets AND the drug development processes and have prior exposure to commercialization of both in the CMO service market

• Willingness to roll up your sleeves and dive deep into operational issues that may inform strategic thinking, without compromising functional integrity

• Resilient, highly self-motivated, self-directed

• Can delegate, hold other functions accountable, can escalate as needed, and without distraction from primary scope of responsibilities

• Excellent organizational and multitasking skills

• A team player with high level of dedication

• Ability to work under strict deadlines

• Ability to take on new tasks to completion with minimal direct guidance

• Strong cross functional team player, interfacing with commercial and operational colleagues to drive new business and growth of existing client portfolios

• Ability to generate strong and trusting client relationships

• Field-based; up to 30-50% travel as needed

This company is proud to be an equal opportunity employer committed to providing employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age or disability, or any other class protected by Federal, State or local laws. This company complies will all employment eligibility verification requirements of the Immigration and Nationality Act and all must have the authorization to work in the US