Sr Director, Strategic Sales & Business Development

Position Summary & Role

The Senior Director and Head of Strategic Sales & Business Development and Partnerships is responsible for growing business relationships with Large Pharma and is accountable for results in a dynamic and fast-paced environment.Additionally, the role will create and manage partnerships with consultant, investor (ie. venture capital), and other upstream collaborators that would result in lead generation for the company. Objectives are to expand our large pharma client network and deepen those relationships to drive strategic deals, sales volume and profitable revenue for the Commercial organization.Our offerings will span across our technology platforms, Process and Analytical Development, Drug Substance and Drug Product offerings from pre-clinical to late phase / commercial supply.

This senior leader will model Resilience phenotypes and behaviors as well as functional competencies included in this position profile. This position will serve all our franchises: Biologics, Cell & Gene Therapy, Nucleic Acids and Vaccines. This leader will also set an example for the franchises’ Sales & Business Development teams on how to professionally build new client relations with a theme of developing true partnerships for mutual success. This function will also be accountable for:

• Building an active funnel of new, large pharma relationships and open opportunities to facilitate continuous business generation

• Generating new (pre-)clinical phase and commercial business prospects, with demonstrated ability to maintain and grow strategic customer relationships within large pharma and ‘big biotech’ companies

• Leveraging technical knowledge and experience to drive new relationships and grow large pharma accounts for the Commercial organization

• Being field-based with flexibility up to 50 percent travel.

Job Responsibiliti

Reporting to the Chief Commercial Officer and a member of the Commercial leadership team, this leader will:

• Plan and implement sales & business development strategy for the global Large Pharma business within the Commercial organization, including acquisition and management of business from large pharma and big biotech companies. Specific expertise and experience in cultivating new relationships within large matrixed organizations, including management of the procurement process is critical.

• Utilize industry knowledge of the key large pharma and big biotech client base and works with Franchise Sales & Business Development, Inside Sales and the Commercial Strategy & Market Insights teams to research, identify prospects to target, heavily leveraging personal networks, and also lead generation and marketing platforms.

• Work closely with Commercial Development to ensure deals are in-line with the needs of the business segments.

• Own the customer relationship for Large Pharma; maintain and drive continuous improvement and communicate customer needs internally. Collaborate internally across Franchises and externally to facilitate the development of profitable business and sustainable relationships.

• Own lead generation and conversion for early / late clinical phase and commercial development and manufacturing within the Large Pharma business, as well as other services as required by the business, through the full sales process from prospect identification to close of business.In addition to lead generation, responsibilities include proposal value proposition and pricing creation, proposal follow-up, terms and conditions/contracting, and negotiations.

• Accountable for closure of the deal and driving account strategy.

• Drive year-on-year growth of new business from existing and new accounts across franchises.

• Serve as an internal expert on the needs of large pharma clients and how best to appeal to their needs and how to structure large multi-component strategic deals.

• Maintain accurate customer data and updates to Salesforce. Generate call summaries as they occur and monthly reports on activity, metrics, sales targets or forecasts.

• Gather market intelligence by reporting noteworthy information relevant to the large pharma client base, competitors, and the marketplace. Monitor and report on market and competitor activities, and provide relevant reports and information, internally.

• Collaborate with Marketing to design specific marketing campaigns to meet the business goals and analyze inbound marketing data/trends that drives new business.

• Represent Resilience by attending trade shows and conferences and maintaining active membership and participation in industry member groups and events. Speaking opportunities are a plus.

• Coach and mentor emerging talent in Sales & Business Development on successfully building new client accounts.

Preferred Experience, Education & Qualifications

• Bachelor’s degree in related field of life sciences/engineering (Chemistry, Biology, Chemical Engineering, etc.) required. Advanced degrees preferred.

• Extensive experience in CDMO sales and business development, project management, contract management, or development and manufacturing experience required.

• Established relations and business dealings with Large Pharma

• Experience in contract negotiations and various business models including licensingand royalties, fee for service, clinical and commercial supply agreements

• Prior external sales, account management or business development experience is necessary

• Experience in Large Pharma development and manufacturing with success in navigating the matrix organization of large companies preferred

Resilience offers employees a robust total rewards program including equity, an annual cash bonus program, a 401(k) plan with a generous company match and our benefits package which is thoughtfully designed to support our employees with great healthcare (including medical, dental and vision), family building benefits, life and disability insurance, flexible time off, paid holidays, other paid leaves of absence, tuition reimbursement and support for caregiving needs. Our target annualized base pay hiring range for this position is $200,000.00 - $263,750.00. Actual base pay is dependent upon a number of factors, including but not limited to, the candidate’s geographical location, relevant experience, qualifications, skills and knowledge. Excited about Resilience and the biomanufacturing revolution? We encourage you to apply and start a conversation with one of our recruiters.