Manager, Inside Sales & BD-CDMO

Location
Gaithersburg, MD, US
Posted
Sep 17, 2020
Ref
650379800
Hotbed
BioCapital
Required Education
Bachelors Degree
Position Type
Full time
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.

Job Summary

As a key member of the global Sales and Business Development team within the CDMO Business Unit, the Inside Sales & Business Development Manager is a critical contributor to the sales cycle and is responsible for supporting Emergent's lead management process. The individual is responsible for driving incremental growth by researching and identifying new business opportunities and subsequently delivering qualified opportunities to the field-based sales team. The position provides excellent growth opportunities, with a clear path into sales & business development and/or marketing.

Reporting

The Inside Sales & Business Development Manager will report to the Senior Director, Head of NA Sales and Business Development and dotted line to the Senior Director, Head of EU / Asia Sales & Business Development.

Essential Functions
  • Act as a first point of contact to prospective customers, identifying their needs and aligning them with internal capabilities and resources across Emergent's development and manufacturing network
  • Utilize lead generation platforms and subscriptions to generate reports of new business opportunities
  • Manage leads from multiple sources to deliver qualified opportunities to the field Sales & Business Development teams across the globe
  • Engage with field Sales & Business Development staff for development and execution of prospect lists and territory plans
  • Execute targeting campaigns to support directed lead generation for identified capabilities or company profiles
  • Support marketing initiatives, maximizing translation of inbound leads from marketing activities to qualified contacts and opportunities
  • Support the Commercial Development team with reports related to pipeline opportunities, capacity accessment/utilization, and portfolio health
  • Utilize the latest market and business intelligence tools to gain clear picture of the market and identify target markets for segmentation
  • Develop and maintain marketing trends and competitive service offerings and pricing
  • In conjunction with the regional sales & BD team, assist in generating sales strategies to sell Emergent's entire portfolio of services
  • Responsible for initiating necessary legal documentation to allow for progression of lead qualification activities (e.g. CDAs)
  • With the sales team, help to coordinate and support client visits to Emergent facilities
  • Promote customer awareness of the CDMO business unit's technologies; for new and existing customers
  • Provide feedback to Marketing to improve target profiling, prioritization, and qualification criteria used for Lead Management
  • Collaborate with Sales & Business Development staff to effectively identify qualified opportunities which meet the business unit's strategic goals
  • Promote customer service excellence through appropriately timed hand-off of qualified opportunities
  • Establish and maintain a complete knowledge of supported site and technology capabilities (as well as relevant SME's)
  • Assist the CDMO Sales & Business Development team in advancing new opportunities, in the form of quote requests (RFPs), Requests for Information (RFIs), leads, prospective client visits and all regional/national conferences that have tabletop/booth exhibits.
  • Assist/lead the development and upkeep of Emergent's Customer Relationship Management (CRM) platform, including management/analysis of proposal deal structure/timing and pipeline development (in conjunction with supervisor).
  • Follow up on leads that come in from marketing activities (journals, website, calls, tradeshows, etc.)
  • Gain proficiency in Emergent's CDMO service offerings, including development services, drug substance, and finished drug product services. Communicate key benefits of Emergent's integrated (or standalone) services to prospective customers.
  • Maintain a working knowledge of overall company capabilities to drive collaboration across and within business units
  • Comply with Emergent sales operations and reporting processes and tools


Education and Experience
  • BS/BA, scientific degree (or equivalent)
  • Sales/business development experience a plus.
  • Distinct knowledge of the pharmaceutical industry, drug development, and the contract services business model though technical roles in development and / or manufacturing, MS&T, etc.
  • A minimum of two years of experiences in the Pharma & Biotech / CDMO industry with customer facing or customer management experiences, preferably in a sales & business development or project management role.


Functional Competencies
  • Proven ability to organize, plan, and balance multiple priorities effectively.
  • Strong oral and written presentation skills.
  • Expert knowledge of Microsoft Office applications, including the ability to use Microsoft Word, Excel, and PowerPoint, CRM (Salesforce.com experience preferred), internet search engines and Emergent provided databases and subscriptions.
  • Ability to work effectively with cross-functional teams.
  • Ability to interact effectively with technical staff from customers and within the Emergent organization.
  • Ability to train, coach and mentor including onboarding training for Sales/BD and PM.
  • Ability to manage stressful situations and quickly changing priorities while remaining calm.
  • Superior detail orientation, including accurate data entry.


Mental and Physical Demands
  • 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.


Travel Requirements
  • Up to 10% travel may be required.


Emergent BioSolutions is an Equal Opportunity/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, gender, age, national origin, disability, Protected Veteran status, sexual orientation, or any other characteristic protected by 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.