Director, Tech Evaluations & Proposals

Gaithersburg, MD, US
Dec 24, 2020
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.

I: Job Summary
The technical evaluation and proposals (TE&P) team is a critical function within the Commercial Operations group of Emergent's CDMO business unit across biologics development services, drug substance manufacturing, drug product manufacturing for mammalian, microbial, viral, plasma and advanced therapies. The TE&P team is responsible for commercial analysis and execution of the project acquisition, specifically the comprehensive understanding the project proposal, estimate, and technical inquiry requests for current and potential clients and translating these requests into timely and technically sound response that accurately conveys Emergent's technical capabilities and value proposition.

The position of Director, Technical Evaluation and Proposals will lead this established team in a ‘player - coach' role, with responsibility for the overall execution, organization, evolution, expertise and competence of this group. Additionally, the incumbent is expected to routinely step in to a hands-on role to support critical and/or high-profile project proposals or surge response capacity as required. This position will coach and mentor individual team members within the group, as well as lead initiatives for continuous improvement in the overall process and flow from quote request through to the final document revision, including technical, operational and financial queries, and responsibility for data integrity of the projects in online commercial operations databases.
This includes:

• Direct interaction with clients to properly understand and scope the technical request, execution of a response strategy developed in conjunction with Sales & Business Development (S&BD), Commercial Development (CD) directors, and site SMEs/operational leaders as required, interfacing with site SMEs for evaluation of any nonstandard technical requests,
working with finance to develop cost models and with S&BD/CD to establish pricing, and obtaining all necessary internal approvals required for proposal generation; including but not limited to operations, legal, and finance
• Lead the development of the future state technical evaluation and proposal process, system, etc to ensure continuous improvement but also scalability including automation
• Manage the commercial analysis function and supporting the CDMO Business Unit

This team must have a broad understanding of all key stakeholder functions required to evaluate, respond to, and execute upon a potential project, and is expected to be able to thoroughly articulate Emergent's technical capabilities for the majority of client inquiries. In particular, the TE&P team must be able to speak fluently to technical capabilities and approach for all Emergent CDMO assets to internal and external stakeholders.

The commercial analysis function within the team will design and support the implementation of business processes to track, manage and report on key project metrics for the CDMO portfolio and pipeline. It will analyze the entire project acquisition process to facilitate performance tracking and BU decision making on commercial strategy within each service line (DVS, DS and DP), including advising the Commercial Development leaders of each service line and S&BD leadership on setting revenue and margin targets for sites, systems, assets and the sales team members and monitoring performance against these objectives. This individual is responsible for the creation and implementation of cross-functional analytical tools used in continuous, proactive analysis of the CDMO portfolio.

II. Responsibilities
• Ensure accurate and timely delivery of proposals to the S&BD team
• Organize and facilitate project planning, review, and technical meetings with stakeholders and clients as required
• Prioritize workflow for individuals and the overall team as necessary; implement and lead routine workflow review meetings with TE&P team
• Communicate drafting progress and upcoming review requirements to proposal stakeholders- S&BD account managers, CD directors, reviewers, site SMEs, BU leadership
• Develop and utilize a strong working knowledge of Emergent's CDMO capabilities across the organization's network of manufacturing and development sites
• Work closely with Commercial Development directors to align on response and project win strategies, as well as support information flow on project strategy to sites/manufacturing operations on an ongoing basis
• Review and approve all proposals for content and accuracy prior to submission to S&BD
• Ensure appropriate approvals are secured for documents prior to client distribution
• Coach and develop team members
• Develop the technical evaluation function and content libraries of technical details and capabilities
• Continue evolution of project acquisition process and implementation of best practices to ‘win' at the proposal process
• Ensures CRM data integrity and system utilization
• Weekly reporting on proposal progression for CD reporting and business reviews
• Backfill for team members when necessary, provide surge capacity in proposal drafting

III: Education, Experience & Skills
• Bachelor's degree required in relevant technical discipline; master's degree or higher preferred
• Technical expertise in drug substance manufacturing, drug product manufacturing and process/analytical development services in the biologics sector is a must
• Minimum of 10 years of relevant experience in the CDMO industry in proposal development, sales operations, or equivalent role
• Experience with best practices in proposal development and workflow
• CRM (ie SalesForce) and analytics experience
• Project Management experience would be considered an asset
• Proven capability to collaborate across organizational boundaries and influencing without authority.
• Ability to develop and deliver multi-mode communications that convey a clear understanding of the unique needs of different audiences (including to our senior leaders, clients, and cross-functional, international teams).
• Excellent written communication and persuasive writing skills required.
• Excellent organizational, project management, and prioritization skills.
• Proven capability to manage multiple, complex projects, meeting tight deadlines, and working well in high stakes situations.
• Attention to detail required.
• Extensive familiarity with the Microsoft product suite is required.
• Experience with proposal development /collaboration software including Sharepoint and XaitPorter

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.

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