Sr. Manager, CDMO Sales and BD

Location
Gaithersburg, MD, US
Posted
Feb 12, 2021
Ref
713709600
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.

Position Summary

The Sales and Business Development Manager for the assigned regional territory is accountable for results in a dynamic and fast-paced environment to drive revenue for assigned business segments with the region. Business segments include Biologics Drug Substance and Drug Product development and manufacturing from pre-clinical to late phase clinical. The Sales and Business Development Manager has a scientific background including laboratory or pharmaceutical manufacturing experience with a proven track record of sales experience in the pharmaceutical, biotech or CDMO industries. The Sales and Business Development Manager is a highly inquisitive and motivated, self-starter with a tenacious drive and ability generate new to generate new pre-clinical/clinical phase business prospects, with demonstrated ability to maintain and grow strategic customer relationships within small-mid-sized pharma and biotech companies. The Sales and Business Development Manager uses his or her technical knowledge and experience to drive leads and grow accounts for Biologics Drug Substance and Drug Product development and manufacturing business segments. This position is field based and requires up to 50 percent travel. The position requires superior leadership behaviors of the EBSI core competencies and non-negotiables, as well as expertise in the functional competencies included in this position profile.

Essential Functions
  • Plans and implements strategy for assigned territories and business segments where cultivating relationships, plans and implements strategy for acquisition and management of business from small-mid-sized pharma and biotech companies within assigned territories and business segments where cultivating relationships, identifying opportunities and new business development skills are critical.
  • Researches, identifies and develops new preclinical and early phase development and manufacturing prospects from multiple sources including outbound leads from cold calling and email campaigns and inbound leads from the company web-site.
  • Represents EBSI by attending trade shows and conferences and maintaining active membership and participation in industry member groups and events.
  • Owns lead generation for pre-clinical and early phase biologics drug substance and drug product development and manufacturing within their region, as well as other services as required by the business, through the full sales process from prospect identification to close of business. Includes lead generation, proposal value proposition and pricing creation, follow-up on proposal, terms and conditions/contracting, and negotiations.
  • Knowledgeable and collaborates closely with the Inside Sales and Business Development and mid-large pharma-focused Sales and Business Development teams to generate leads and grow new business.
  • Serves as a subject-matter-expert for Biologics drug substand and drug product development and manufacturing, and coaches and mentors less experienced Sales and Business Development managers.
  • 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.
  • Works closely with Commercial Development to ensure deals are in-line with the needs of the business segments.
  • Drives year on year growth of new business from existing and new accounts within their region.
  • Maintains accurate customer data and updates to the Customer Relationship Management system (Sales Force). Generates timely reports (i.e. activity reports, metrics, sales targets or forecasts) 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 develop 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.


Education and Experience
  • Bachelor's degree in a related field (Chemistry, Microbiology, Life Sciences, Chemical Engineering) required.
  • Minimum of 3 years of experience in CDMO sales and business development, project management, contract management, or pharmaceutical or CDMO laboratory experience required. 5+ years of experience preferred.
  • Prior pharmaceutical or CDMO laboratory services work experience preferred.
  • Prior external sales, account management or business development experience preferred.
  • This position may be filled at a senior level depending on experience.


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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