1+ months

Director, Sales & BD CDMO & Key Accounts

Canton, MA 02021
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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.

I: Job Summary
The Director, Sales and Business Development is accountable for results in a dynamic and fast-paced environment to drive revenue for assigned business segments based on annual targets of $25 M and / or in-line with current business needs. Additionally, he/she is responsible for building an active funnel of open opportunities to facilitate continuous business generation. Business segments include Development Services, Drug Substance Manufacturing, and Drug Product Manufacturing. The Director, Sales and Business Development has a scientific background including laboratory and/or pharmaceutical manufacturing experience with a proven track record of sales experience to pharma & emerging biotech within the CDMO industry. The Director, Sales and Business Development is a highly motivated self-starter with a tenacious drive, can-do attitude, and ability to continually generate new late phase/commercial business prospects and early phase business opportunities, with demonstrated ability to maintain and grow strategic customer relationships. The Director, Sales and Business Development uses his or her technical knowledge and experience to drive leads and grow new and existing accounts for late phase/commercial and early phase Biologics Drug Substance and Drug Product development and manufacturing business segments, and coaches and mentors other Sales and Business Development team members. This position is field-based and requires minimally 50 percent travel. The position requires superior leadership behaviors of the EBSI core competencies and non-negotiables, demonstrated ability to succeed in a high-growth culture, as well as expertise in the functional competencies included in this position profile.

II: Responsibilities
Plans and implements strategy for acquisition and management of business from mid-large pharma and emerging biotech companies within assigned territories and business segments where identifying opportunities, cultivating relationships, and account management skills are critical.
Researches, identifies and develops new commercial business prospects from multiple sources including outbound leads, utilization of lead generation platforms, email campaigns, and inbound leads.
Represents EBSI by attending trade shows and conferences and maintaining active membership and participation in industry member groups and events.
Owns lead conversion process for Biologics Drug Substance and Drug Product development and manufacturing, and other services as required by the business, through the full sales process from prospect identification to close of business and maintains an active role within the project team and account. Includes lead generation, proposal finalization including pricing and value proposition, follow-up on proposal, terms and conditions, and contract negotiations. Accountable for closure of the deal and driving account strategy.
Knowledgeable and collaborates closely with Inside Sales and Business Development to develop targeted lead lists and a consistent prospecting strategy.
Serves as a subject-matter-expert for Biologics Drug Substance and Drug Product development and manufacturing, and coaches and mentors less experienced Sales and Business Development managers.
Works closely with Commercial Development to ensure deals are in-line with the needs of the business segments.
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.
Drives year on year growth of new business from existing and new accounts.
Maintains accurate customer data and updates to the Customer Relationship Management system (SalesForce). Generates timely reports (i.e. activity reports, metrics, sales targets or forecasts) on a routine cadence and 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 craft 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.

III: Education, Experience & Skills
Bachelors degree in a related field (Chemistry, Microbiology, Life Sciences, Chemical Engineering) required.
Minimum of 7 years of experience in CDMO sales and business development, project management, contract management, or pharmaceutical or CDMO laboratory experience required for Biologics. 10+ years of experience preferred.
Prior pharmaceutical or CDMO laboratory services work experience required.
Prior external sales, account management or business development experience required.

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 multi-task required.
Excellent problem-solving and critical thinking skills required.
Results orientation, determination and a self-starter qualities; 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.

Travel Requirements
Typically minimum 50% travel required

Successful applicants for this position must be fully vaccinated against COVID-19 as a condition of employment. Individuals with qualifying medical issues or sincerely held religious beliefs or practices that may prevent them from getting the vaccine may request an exemption from the vaccine requirement.

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.


Protecting and Enhancing 1 billion lives by 2030 focuses our energy to improve the quality of life for individuals around the world, giving them the opportunity to experience the fullness of life.

Our drive towards this vision informs all of our actionswhether it is our approach to product development, manufacturing, encouraging employee health and wellness or giving back to the communitywe strive every day to achieve this shared goal.


  • Stand shoulder to shoulder no matter what
    • We combine our best thinking and communicate openly to support each other.
  • Break through thinking
    • We take smart risks, pursue innovation and challenge ourselves to constantly improve.
  • Own it always
    • Every person at Emergent is engaged and accountable for delivering on our commitments.
  • Compete where it counts
    • We set the right goals and respect each other as we conquer them together.


  • Biotechnology
Posted: 2022-07-08 Expires: 2022-10-07
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Director, Sales & BD CDMO & Key Accounts

Emergent BioSolutions Inc.
Canton, MA 02021
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