Position Summary & Role
This Director of Sales and Business Development role is responsible for growing the Biologics manufacturing business on the Southern CA / South West. This position is accountable for results in a dynamic and fast-paced environment to drive sales volume and profitable revenue for the Biologics & Vaccines Franchise specifically for Drug Substance Manufacturing at the West Coast sites for clinical to late phase and commercial supply. The role is responsible for building an active funnel of new client relationships and open opportunities to facilitate continuous business generation. Ability to generate new clinical and commercial manufacturing prospects, with demonstrated ability to maintain and grow strategic customer relationships within small to mid sized pharma and biotech companies. Position responsibilities include use of business and technical knowledge and experience to drive leads and grow accounts for the Biologics & Vaccines Franchise. This position is field based and requires up to 50 percent travel. The position requires superior leadership behaviors on the Resilience core competencies and non-negotiables, as well as expertise in the functional competencies included in this position profile.
Plans and implements sales & business development strategy for the US based Biologics business within the Biologics & Vaccines Franchise, including acquisition and management of business from small-mid-large sized pharma and biotech companies. Cultivation of new and existing relationships, identifying opportunities and new business development skills are critical.
Works with inside sales and the Strategic team to research, identify and develop new clinical and commercial manufacturing lead prospects from multiple sources including leveraging personal networks, utilization of lead generation platforms, marketing and email campaigns and inbound web leads.
Represents Resilience by attending trade shows and conferences and maintaining active membership and participation in industry member groups and events. Speaking opportunities are a plus.
Owns lead generation and conversion for early / late clinical phase and commercial manufacturing programs within the Biologics 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 Sales and Business Development within the Biologics Franchise and with other Franchises to generate leads and grow new business.
Serves as a subject-matter-expert for Biologics manufacturing offerings and coaches and mentors less experienced Sales and Business Development colleagues.
Owns the customer relationship for Biologics; 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 West Coast manufacturing sites.
Accountable for deal closure and driving account strategy.
Drives year on year growth of new business from existing and new accounts within their region.
Maintains accurate customer data and updates to salesforce. Generates call summaries as they occur and monthly reports on activity, metrics, sales targets or forecasts.
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 request and design specific marketing campaigns to meet the business goals and analyze inbound marketing data/trends to drive new business.
Education and Experience
Bachelor’s degree in a related life sciences / engineering field (Chemistry, Biology, Chemical Engineering, etc) required. Advanced degree and/or extensive business experience preferred.
Minimum of 8+ years of experience in sales and business development, project management, contract management, or development and manufacturing experience required.
Experience in contract negotiations for clinical and/or commercial manufacturing supply agreements
Experience in Biologics development and manufacturing preferred
Prior CDMO external sales, account management or business development experience preferred
This position may be filled at a more senior level depending on experience
Equal Opportunity Statement
At Resilience we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, inclusive benefits, and more. Resilience is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, physical or mental disability, genetic information or characteristic, or other non-job related characteristics or other prohibited grounds specified in applicable federal, state and local laws. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Era Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants who require accommodation in the job application process may contact email@example.com for assistance. Resilience welcomes all. Resilience does not accept unsolicited headhunter and agency resumes. Resilience will not pay any third-party agency or company that does not have a signed agreement with Resilience.
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 $180,000.00 - $232,500.00. 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.