Sales Director, Operations Commercial Development

Employer
AbbVie
Location
Lake County, IL, US
Posted
Nov 29, 2018
Ref
1807156
Required Education
Bachelors Degree
Position Type
Full time
The Director of Business Development and Sales will lead global growth and profitability of AbbVie's Contract Manufacturing Organization (CMO) by identifying, driving and attaining new business development opportunities for Operations Commercial Development. Champion the strategic business direction and opportunities assessment within this new business development function to align and execute to Operations' Long Range Plan (LRP).

Key Responsibilities Includes:

  • Maximize sales and profit for the manufacturing contract business using innovative selling and contracting strategies to develop and acquire new commercial and clinical drug programs.
  • Drive sales growth for new markets and new services/technologies. Independently search for potential clients by utilizing lead generation and prospecting tools paired with timely lead qualification and follow-up to build a robust sales funnel including commercial and clinical opportunities.
  • Utilize innovative business development strategies to design profitable contract and license models at new and existing biopharma accounts through identification and qualification of opportunities with a focus on the Biologics business including cell culture manufacturing, ADC conjugation, and Fill Finish of highly potent, cytotoxic and ADC compounds.
  • Effectively communicate, sell to and negotiate contract manufacturing programs with senior executives within biotech and pharmaceutical companies.
  • Champion and present new opportunities and business solutions in the areas of Biologics, ADC, highly potent Fill Finish sales and drug product to Operations Management for evaluation and decision to drive business forward.
  • Deliver quotation, present financial justification and negotiate close of new contracts. Lead all facets of sales and business development. Independently engage functional area support, such as manufacturing, legal, quality, as required to complete these responsibilities.
  • Demonstrate success in closing large complex deals without significant management support.
  • Conduct and understand market influences to drive AbbVie's CMO competitive advantage in the Biologics and Fill Finish sectors. Continuously build a strong understanding of client needs, competitive landscape, and market segments and dynamics.
  • Share market intelligence with the Marketing team to support the development of a winning marketing strategy that maximizes market awareness of AbbVie's differentiated value proposition for a broad range of capabilities in Biologics, ADC, Fill Finish, and Drug Product.
  • Contribute to the development and execution of the Contract Manufacturing annual Sales/Margin Plan and LRP goals.
  • Utilize and manage opportunities through Salesforce.com database to track opportunity development and sales activity.
  • Possess thorough knowledge of healthcare dynamics, technologies, contract manufacturing competition and market dynamics positioning AbbVie effectively. Communicate AbbVie's CMO capabilities and benefits effectively at client and tradeshow events.


  • Bachelor's degree, Science preferred.
  • MBA in Business, Marketing or Finance is highly preferred.
  • 8-10 years in biopharmaceutical contract manufacturing sales and/or business development role.
  • Demonstrated track record of success in the selling of Biologics (ie. cell culture manufacturing, HPAPI and ADC, aseptic fill finish) contract manufacturing services.
  • Previous experience in people management, leadership and coaching is preferred.
  • Must be able to immediately establish high credibility factor with clients and internal plant management and have positive initial impact when meeting with senior executives and directors at client accounts.
  • Must demonstrate agility, flexibility, and the ability to excel in an embedded CMO environment.
  • Must possess both strong leadership and value add sales skills to motivate client behavior.
  • Must understand the nuances of complex manufacturing processes and AbbVie's ability to differentiate from the competition.
  • Must be able to translate customers' objectives, needs and concerns regarding product development, commercial launch and manufacturing/supply chain into business opportunities for AbbVie.

Equal Opportunity Employer Minorities/Women/Veterans/Disabled

Travel:
  • 35%