Executive Director Commercial Development (Advanced Therapies) North America

Location
Research Triangle Park, NC
Posted
May 15, 2022
Ref
2022-20077
Hotbed
Bio NC
Required Education
Masters Degree/MBA
Position Type
Full time

The Executive Director of Commercial Development for Advanced Therapies will co-develop and maintain FDB Advanced Therapy Sales and Marketing strategies aligned with FDB budget and growth plans and implement sales strategies in the North American Territory.

External US

The work we do at FUJIFILM Diosynth Biotechnologies (FDB) has never been more important and we are looking for talented candidates to join us. We're growing our locations, our capabilities, and our teams, and looking for passionate, mission-driven people like you who want to make a real difference in people's lives. Join FDB and help create the next vaccine, cure, or gene therapy in partnership with some of the most innovative biopharma companies across the globe. Here, you'll work alongside and learn from some of the most dedicated scientists, engineers, and manufacturers in the industry.

At FDB, passion – what we call Genki – lives inside everything we do. It's within each of our employees, inside our technology, behind our science, fore to our manufacturing process and facilities, in our therapies and biologics, and central to the accomplishments we help make possible for our customers. It's the Genki inside FDB that unites us across sites, energizes our work together forward, and pushes us toward our shared purpose of advancing tomorrow's medicines, together.

The Executive Director of Commercial Development for Advanced Therapies will co-develop and maintain FDB Advanced Therapy Sales and Marketing strategies aligned with FDB budget and growth plans and implement sales strategies in the North American Territory.

 MAJOR ACTIVITIES AND RESPONSIBILITIES:

Essential Duties and Responsibilities include the following. Other duties may be assigned.

All duties pertain to Advanced Therapy services i.e. excluding Large Molecule

  • Collaborate with the VP Commercial Development and direct reports to develop and maintain the FDB Sales and Marketing plan with near term, mid-term and long-term goals and objectives.
  • Lead development and execution of the FDB Sales and Marketing Strategy within the North American territory to maximize market penetration across each of the defined FDB service offerings and achieve agreed sales targets.
  • Lead the North American Advanced Therapies Sales team and provide leadership support to European/Asian team as applicable and in collaboration with the VP, Commercial Development to ensure that the global sales team is effective and provides the best possible client experience.
  • Support Commercial Directors in commercial contract negotiations including MSA's, CSA's CDA's, general contract terms etc., whenever required either by advice or by an active role and physical presence in the negotiation process to achieve business targets
  • Lead the negotiation of significant contract as required by the business.
  • Provide market feedback from assigned territories to continually refine the Sales and Marketing messaging and strategy and support the VP Strategic business development in new areas of growth for FDB
  • Provide in market support at customer meetings and conferences.
  • Ensure the Company Values are driven throughout the business to ensure the Company vision becomes a reality
    • Participate in Steering Committee meetings with current clients as needed.
    • Allocate leads, clients, RFP's (requests for proposal) or geographical areas to Commercial Directors to ensure an adequate distribution of the work load and commission potential in line with individual capabilities.
    • Work collaboratively with Executive Director, Commercial Development (Large Molecules), North America and Alliance Management to ensure that clients are provided a consistent experience and accounts are not passed between CDMs unless necessary to better support the client's needs
    • Any other duties commensurate with the role.

Competencies

Competency

Demonstrated Behaviors

Analytical thinking

·     Develops and uses clear criteria for guiding decisions (e.g. resources, constraints, organisational values).

·     Identifies cause and effect relationships.

·     Thinks through the consequences of different courses of action.

·     Considers pros and cons before deciding.

·     Identifies root causes.

·     Thinks through priorities.

·     Understands and evaluates numerical data, tables, charts, or graphs to get to the cause of a problem.

·     Performs calculations and combines quantitative information in order to diagnose and solve a problem.

·     Develops a list of decision-making guidelines (algorithms, etc.) to help arrive at logical solutions.

·     Makes sense of information by organizing it.

Concern for impact

·     Takes action to have an intended or desired effect on others.

·     Effectively communicates in order to influence.

·     Considers in advance the impact of actions on others and adjusts actions in order to influence.

·     Acts to ensure that others will understand complex information.

·     Acts to preserve longer-term work relations.

·     Considers the likely reactions of others and acts to address them in planning a communication.

·     Shows consideration for and responds to the feelings and needs of subordinates, peers, superiors or customers.

·     Maintains people's self-esteem in situations of criticism, disagreement, or discipline.

·     Maintains people's self-esteem when interacting with them.

Results orientation

·     Sets specific goals for self and others.

·     Establishes a clear focus and direction for unit.

·     Communicates clearly and concretely the results to be achieved.

·     Organises and brings resources together to help achieve an objective.

·     Delegates tasks to ensure that the job gets done.

·     Keeps own and others' activities focused on key objectives.

·     Determines whether results have been achieved.

·     Keeps people informed about what needs to be done in the light of changes in the organisation, business situation, etc.

·     Takes appropriate action to achieve objectives.

·     Eliminates unnecessary risks.

·     Acts to avoid unnecessary distractions from key objectives.

·     Applies experience and expertise to achieve objectives.

Critical information seeking

·     Seeks critical data to test a hypothesis.

·     Carefully structures questions to find out more about a problem.

·     Gathers key information to diagnose a problem.

·     Probes for sensitive, strategic information.

·     Identifies the most appropriate people possessing information relevant to a problem.

·     Gets important information that others would not get.

·     Gathers information from key sources in attempting to understand fully the cause of a problem.

·     Talks to key people to gather information needed to make decisions or recommendations.

·     Searches records or files for critical information.

·     Gathers information from all key 'stakeholders' (i.e. people with vested interests) in a problem or task.

Interpersonal awareness

·     Sees things from others' viewpoints.

·     Draws inferences about others' concerns and interests.

·     Understands the unspoken meaning in a situation.

·     Senses others' emotional states and ways of thinking.

·     Is sensitive to changes in other people's moods or temperament.

·     Detects the concerns, interests or emotions which seem to lie behind what people say.

·     Is aware of the feelings of others.

Special Features

  • Complex customer base from very small startup biotech to major pharmaceutical companies therefore the job holder must be able to adjust behaviors appropriately and operate comfortably at a very senior level.
  • Be able work with customers from varied cultural backgrounds.
  • Able to influence Global leaders
  • Programs are almost always on a customer's critical path there receive intense scrutiny from customers. Job holder must manage this ensuring delighted customers while protecting the business.

ORGANIZATIONAL STRUCTURE:

This position will report into the VP of Commercial Development.

BACKGROUND REQUIREMENTS:

Education/Experience:

  • Relevant academic degree (Master or PhD)
  • Essential experience: >7 years of relevant senior level business (business development, sales, marketing) experience in the biopharmaceutical area and a personal network of contacts in this industry
  • Insight in / experience with IP and legal issues
  • Proven ability to write business documents
  • Proven negotiation skills
  • Proven presentation skills
  • Ability to work effectively and lead in teams

North Carolina:

FDBU works with technical data, technology and materials that are subject to U.S. export laws and regulations. This position will require access to technical data, technology and source code that is controlled under U.S. export laws and regulations, including but not limited to the International Traffic in Arms Regulations at 22 C.F.R. Parts 120 – 130 and Export Administration Regulations in 15 C.F.R. Part 730 – 774, as may be amended. To conform to these laws and regulations, applicants must be U.S. citizens, lawful permanent residents of the U.S., protected individuals as defined by 8 USC 1324(b)(a)(3) (i.e., asylees and refugees) or otherwise eligible for an export authorization from the U.S. Department of State or U.S. Department of Commerce. Offers of employment will be contingent on the Company's ability to secure an export authorization.

FDBU is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender identify or any other protected class. If an accommodation to the application process is needed, please e-mail FDBUHR@fujifilm.com.

Texas:

We are an equal opportunity and affirmative action employer.  All qualified applicants will receive consideration without regard to race, color, national origin, sex, gender identity, sexual orientation, religion, disability, protected veteran status or any other characteristic protected by applicable federal, state or local law. 

If an accommodation to the application process is needed, please e-mail FDBTHR@fujifilm.com or call 979-431-3500.

To all agencies: Please, no phone calls or emails to any employee of FUJIFILM about this requisition. All resumes submitted by search firms/employment agencies to any employee at FUJIFILM via-email, the internet or in any form and/or method will be deemed the sole property of FUJIFILM, unless such search firms/employment agencies were engaged by FUJIFILM for this requisition and a valid agreement with FUJIFILM is in place. In the event a candidate who was submitted outside of the FUJIFILM agency engagement process is hired, no fee or payment of any kind will be paid.