1+ months

Sr. Manager, Commercial Ops - Drug Substance

Baltimore, MD 21202

Those who join Emergent BioSolutions feel a sense of ownership about their future. You will excel in an environment characterized by respect, innovation and growth opportunities. Here, you will join passionate professionals who advance their scientific, technical and professional skills to develop products designed-to protect life.


  • Responsible for developing and maintaining the commercial and business strategy of Emergents drug substance (DS) services within the CDMO business unit.
  • Influences the competitive positioning and value proposition, service offerings, and pricing strategy for DS services.
  • Collaborates closely with other colleagues within Commercial Operations and the CDMO business unit in addition to cross-functional partners and site-based operations teams to establish an integrated molecule-to-market CDMO service offering.
  • As the internal expert in DS service offerings, plays a critical role in supporting the Sales & BD team in the identification, evaluation, and acquisition of DP business opportunities.
  • Provides guidance and direction during the evaluation and proposal process, customer due diligence visits, and contract negotiations to ensure that new business opportunities support Emergents overall CDMO strategy and growth targets.
  • Supports demand planning in collaboration with finance and operations.


  • Guides the business acquisition process for new DS projects.
  • Contributes to the development of the commercial and business strategy for the DS service offering.
  • Closely aligns with operational partners at DS manufacturing sites across the Emergent CDMO network.
  • Influences pricing and contract negotiation terms and conditions related to DS services.
  • Collaborates with the proposal generation team to draft, review, and finalize proposals for DS services.
  • Actively represent Emergent at trade shows and conferences and through membership in industry organizations.
  • Provides routine updates to CDMO leadership and operational leaders at Emergents DS manufacturing facilities regarding the progress of new business acquisition, the overall DS portfolio, and forward-looking projections on revenue/profitability for DS services.
  • Engages with the CDMO marketing team to contribute to the marketing strategy for the DS portfolio.
  • Sources, evaluates, organizes, and presents relevant market intelligence on clients, competitors, and industry trends related to Emergents DS offering.
  • Integralto the governance of customer relationships for the DS portfolio.


  • Contract negotiation skills
  • Strong cross-functional team player, interfacing with commercial and operational colleagues to drive new business acquisition and growth of existing client portfolios
  • Experience in client-facing interactions and managing/shaping client expectations


  • Excellent written and verbal communication and presentation skills required.
  • Excellent time management, organization skills, and ability to multi-task required.
  • Excellent problem solving and critical thinking skills required.


  • Minimum Bachelor's degree (B.S.) in a related scientific/technical field (e.g. Chemistry, Biology, Engineering required. Advanced scientific and/or business degree strongly preferred (e.g. M.S., Ph.D., M.B.A.)
  • At least 7+ years of experience in the biologics CDMO industry with specific focus on selling/supporting/developing drug substance manufacturing services for mammalian platforms/technologies.
  • Commercial experience in sales/business development, project management, marketing, or similar is preferred.
  • Demonstrated ability to deliver on strategic business plans and commercialization strategies.
  • Knowledge of cGMPs and drug substance processes through coursework and/or prior work experience.
  • Experience with assessment and implementation of new service offerings in a CDMO environment.
  • Ability to work independently in a fast-paced and dynamic environment.
  • Domestic and international travel to Emergent manufacturing facilities and industry trade shows and events.

Per CDC guidelines, Emergent strongly recommends that all employees working on site are vaccinated to help ensure their safety, as well as the safety of fellow employees. This includes the use of good judgment when determining when the CDC guidelines advise that you stay home when ill.

There are physical/mental demands and work environment characteristics that must be met by an individual to successfully perform the essential functions of the job. This information is available upon request from the candidate.

Reasonable accommodations may be made to enable individuals with disabilities to perform all essential functions.

Emergent BioSolutions is an Equal Opportunity/Affirmative Action Employer and values the diversity of our workforce. Emergent does not discriminate on the basis of race, color, creed, religion, sex or gender (including pregnancy, childbirth, and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, age, national origin, ancestry, citizenship status, marital status, physical or mental disability, military service or veteran status, genetic information or any other characteristics protected by applicable federal, state or local law.

Information submitted will be used by Emergent BioSolutions for activities related to your prospective employment. Emergent BioSolutions respects your privacy and any use of the information submitted will be subject to the terms of our Privacy Policy<> .

Emergent BioSolutions does not accept non-solicited resumes or candidate submittals from search/recruiting agencies not already on Emergent BioSolutions approved agency list. Unsolicited resumes or candidate information submitted to Emergent BioSolutions by search/recruiting agencies not already on Emergent BioSolutions approved agency list shall become the property of Emergent BioSolutions and if the candidate is subsequently hired by Emergent BioSolutions, Emergent BioSolutions shall not owe any fee to the submitting agency.


Protecting and Enhancing 1 billion lives by 2030 focuses our energy to improve the quality of life for individuals around the world, giving them the opportunity to experience the fullness of life.

Our drive towards this vision informs all of our actionswhether it is our approach to product development, manufacturing, encouraging employee health and wellness or giving back to the communitywe strive every day to achieve this shared goal.


  • Lead with Integrity
    • We gain trust and confidence through ethics, quality, and compliance excellence
  • Stand shoulder to shoulder no matter what
    • We combine our best thinking and communicate openly to support each other.
  • Own it always
    • Every person at Emergent is engaged and accountable for delivering on our commitments.
  • Break through thinking
    • We take smart risks, pursue innovation and challenge ourselves to constantly improve.
  • Compete where it counts
    • We set the right goals and respect each other as we conquer them together.



  • Biotechnology
Posted: 2022-10-21 Expires: 2023-06-25

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Sr. Manager, Commercial Ops - Drug Substance

Emergent BioSolutions Inc.
Baltimore, MD 21202

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