Business Development Director

Position Summary

The Business Development Director/ Sr. Director / Vice President is accountable for results in a dynamic and fast-paced environment to drive revenue for the assigned business segments. Business segments include Drug Product development and manufacturing from pre-clinical to late phase clinical and commercial manufacturing. The Business Development Director/ Sr. Director / Vice President needs a scientific background including laboratory and/or pharmaceutical manufacturing experience, with a proven track record of sales experience in the biopharma and/or CDMO industries. The ideal candidate is a highly inquisitive and motivated self-starter with a tenacious drive and ability to generate new business across the clinical phase business continuum, with demonstrated ability to maintain and grow strategic customer relationships within small, mid-sized and large biopharma companies. The Business Development Director/ Sr. Director / Vice President uses his or her technical knowledge and experience to drive leads and grow accounts for the Drug Product business unit. The position requires superior leadership behaviors of the Alcami core competencies and non-negotiables, as well as expertise in functional competencies included in this position profile. This position is field based with home office in Texas, will cover the South territory and requires minimally 50 percent travel.

Essential Functions

* Plans and implements strategy for acquisition and management of business from small, mid-sized and large biopharma companies within the assigned territories and business segments while cultivating relationships, identifying opportunities.

* 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 website.

* Represents Alcami by attending trade shows and conferences and maintaining active membership and participation in industry member groups and events .

* Owns sales generation for 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, follow-up on proposal, terms and conditions/contracting and negotiations.

* Collaborates closely with the Inside Sales and Marketing to generate leads and grow new business.

* Serves as a subject-matter-expert for Drug Product development and manufacturing , and coaches and mentors less experienced Sales and Business Development managers.

* Maintains 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.

* 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 7 years of experience at the Director level with additional experience required for higher levels. Experience must be in CDMO sales and business development, project management, contract management, or pharmaceutical or CDMO laboratory experience required.

* Prior pharmaceutical or CDMO laboratory services work experience required.

* Prior external sales, account management or business development experience required.

Alcami Non-Negotiables

* Consistently demonstrates honesty and integrity through personal example.

* Follows all safety policies and leads by example a safety-first culture.

* Produces high quality work product with a focus on first time right.

* Complies with the company code of conduct and policies and regulatory standards.

Alcami Core Leadership Competencies

* Thinks strategically. Quickly identifies and acts on opportunities. Considers the downstream impact. Seeks to understand the why. Focuses on work that matters.

* Develops organization and others. Takes ownership to develop self and others. Seeks out new opportunities and experiences for continuous learning.

* Acts decisively. Makes and acts on decisions quickly. Makes decisions with the customer and their patients in mind. Meets commitments with a sense of urgency. Seeks ways to be more efficient.

* Drives performance. Holds self and others accountable. Delivers results first time right. Never settles for status quo. Willing to have tough conversations. Asks for feedback and takes action to improve.

* Passion for customers. Listens to understand. Asks the right questions. Gets to the heart of the matter and uses that insight to provide value.

* Works collaboratively. Seeks out the experience of others with the aim for better results. Open minded regardless where ideas originate. Flexible and easy to work with.

Functional Competencies

* Knowledge of cGMP and drug development process through course work or prior work experience required.

* Prior pharmaceutical or CDMO experience in technical functions of development or manufacturing preferred.

* Excellent written and verbal communication and presentation skills required.

* Excellent project management, organization skills and ability to effectively multi-task required.

* Excellent problem solving and critical thinking skills required.

* Results-orientated, determined and a self-starter; comfortable, willing, and able to make cold calls.

* Ability to work independently in a fast-paced and dynamic environment.

* Ability to build and grow strong customer relationships and ability to influence others.

* Proficiency with Microsoft Office (Word, Excel, PowerPoint) required.

* Proficiency utilizing internet and social media tools for researching potential leads.

* Technology orientation with the ability to gain proficiency using a Customer Relationship Management system (CRM) required. Prior experience with a Customer Relationship Management system (CRM), preferably Salesforce, preferred.

* Prior experience or exposure to value-based selling and negotiations a plus.

Decision Making and Supervision Required

* Uses professional concepts and critical thinking to solve complex problems.

* Determines methods and procedures, including new assignments and the work of others.

Travel Requirements

* Typically minimum 50% travel required.

Physical Demands and Work Environment

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; talk or hear and smell. The employee is frequently required to sit. The employee is occasionally required to stand; walk and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 25 pounds and occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. While performing the duties of this Job, the employee is occasionally exposed to moving mechanical parts and vibration. The noise level in the work environment is usually very quiet.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

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