I: Job Summary 

The Director, Sales and Business Development is accountable for results in a dynamic and fast-paced environment to drive revenue for assigned business segments based on annual targets of $25 M and / or in-line with current business needs. Additionally, he/she is responsible for building an active funnel of open opportunities to facilitate continuous business generation. Business segments include Development Services, Drug Substance Manufacturing, and Drug Product Manufacturing. The Director, Sales and Business Development has a scientific background including laboratory and/or pharmaceutical manufacturing experience with a proven track record of sales experience to pharma & emerging biotech within the CDMO industry.  The Director, Sales and Business Development is a highly motivated self-starter with a tenacious drive, can-do attitude, and ability to continually generate new late phase/commercial business prospects and early phase business opportunities, with demonstrated ability to maintain and grow strategic customer relationships. The Director, Sales and Business Development uses his or her technical knowledge and experience to drive leads and grow new and existing accounts for late phase/commercial and early phase Biologics Drug Substance and Drug Product development and manufacturing business segments, and coaches and mentors other Sales and Business Development team members.  This position is field-based and requires minimally 50 percent travel. The position requires superior leadership behaviors of the EBSI core competencies and non-negotiables, demonstrated ability to succeed in a high-growth culture, as well as expertise in the functional competencies included in this position profile.

II: Responsibilities 

• Plans and implements strategy for acquisition and management of business from mid-large pharma and emerging biotech companies within assigned territories and business segments where identifying opportunities, cultivating relationships, and account management skills are critical.
• Researches, identifies and develops new commercial business prospects from multiple sources including outbound leads, utilization of lead generation platforms, email campaigns, and inbound leads.
• Represents EBSI by attending trade shows and conferences and maintaining active membership and participation in industry member groups and events.
• Owns lead conversion process for Biologics Drug Substance and Drug Product development and manufacturing, and other services as required by the business, through the full sales process from prospect identification to close of business and maintains an active role within the project team and account.  Includes lead generation, proposal finalization including pricing and value proposition, follow-up on proposal, terms and conditions, and contract negotiations. Accountable for closure of the deal and driving account strategy.
• Knowledgeable and collaborates closely with Inside Sales and Business Development to develop targeted lead lists and a consistent prospecting strategy.  
• Serves as a subject-matter-expert for Biologics Drug Substance and Drug Product development and manufacturing, and coaches and mentors less experienced Sales and Business Development managers.
• Works closely with Commercial Development to ensure deals are in-line with the needs of the business segments. <>
• Owns the customer relationship for assigned services; maintains and drives continuous improvement and communicates customer needs internally.  Collaborates internally and externally to facilitate the development of profitable business and sustainable relationships.
• Drives year on year growth of new business from existing and new accounts.
• Maintains accurate customer data and updates to the Customer Relationship Management system (SalesForce). Generates timely reports (i.e. activity reports, metrics, sales targets or forecasts) on a routine cadence and as requested.
• Assists in gathering market intelligence by reporting noteworthy information regarding customers, competitors and the marketplace, internally. Monitors and reports on market and competitor activities and provides relevant reports and information, internally.
• Collaborates with Marketing to craft marketing campaigns and analyze inbound marketing data/trends to drive new business.

• Ensures timely completion and compliance with cGMP and all other relevant company training requirements.

III: Education, Experience & Skills

• Bachelors degree in a related field (Chemistry, Microbiology, Life Sciences, Chemical Engineering) required.
• Minimum of 7 years of experience in CDMO sales and business development, project management, contract management, or pharmaceutical or CDMO laboratory experience required for Biologics.  10+ years of experience preferred.
• Prior pharmaceutical or CDMO laboratory services work experience required.
• Prior external sales, account management or business development experience required.

Functional Competencies

• Knowledge of cGMP and drug development process through course work or prior work experience required.
• Prior pharmaceutical or CDMO experience in technical functions of development or manufacturing preferred.
• Excellent written and verbal communication and presentation skills required.
• Excellent project management, organization skills, and ability to multi-task required.
• Excellent problem-solving and critical thinking skills required.
• Results orientation, determination and a self-starter qualities; comfortable, willing and able to make cold calls.
• Ability to work independently in a fast-paced and dynamic environment.
• Ability to build and grow strong customer relationships, and ability to influence others.
• Proficiency with Microsoft Office (Word, Excel, PowerPoint) required.
• Proficiency utilizing internet and social media tools for researching potential leads.
• Technology orientation with the ability to gain proficiency using a Customer Relationship Management system (CRM) required.  Prior experience with a Customer Relationship Management system (CRM), preferably Salesforce, preferred.
• Prior experience or exposure to value-based selling and negotiations a plus.

Travel Requirements

• Typically minimum 50% travel required