业务发展总监
Director, Business Development
这是一个位于加利福尼亚州圣地亚哥的远程职位。申请人必须目前居住在圣地亚哥地区。
职位描述
职位概述：
识别、评估、开发并完成新客户，扩大现有客户的业务。识别并协助推进生物制药业务机会，包括新的科学和战略合作伙伴关系、合作、许可机会、合资企业和联盟。制定并实施适当的发展策略以支持业务目标。与公司联系人互动，促进沟通，跟踪里程碑，并识别增强这些关系的范围。
职位职责：
- 与指定账户/区域内的生物制药客户协商并成功签订KBI服务合同。
- 协助业务发展副总裁开展指定的活动。
- 识别新潜在客户，筛选新销售线索，开发新客户关系，征集RFP，并管理提案流程；管理由BD副总裁指定账户中的现有客户关系。
- 在需要时协助BD副总裁处理关键客户账户。
- 按照指示参加展会和科学会议，包括与KBI市场部协调展会准备、展位搭建和拆除、在展位与客户/潜在客户会面以及展会后续跟进。
- 前往客户现场进行KBI能力介绍，挖掘机会，建立个人关系，跟进提案，并推动销售流程向成交方向发展。
- 协调客户到KBI现场的技术访问，包括制定议程、与KBI科研人员协调，并安排接待。
- 协调客户与KBI法务部门之间的CDA和MSA审查。
- 协助客户进行质量审计和质量协议与KBI质量部门的对接。
- 维护并更新CRM中机会状态。
- 保持对所辖区域内所有生物制药公司的行业动态了解，特别是潜在工艺开发和制造机会。
- 与管理层和其他业务发展人员协调，确保各项举措和决策一致且互补。
- 能够积极应对变化并处理其他必要的任务。
最低要求：
- 技术学士学位（科学专业优先），至少9年业务发展相关经验。
查看英文原文
This is a remote role based in San Diego, CA. Applicants must currently reside in the San Diego area.
Job Description
Position Summary:
Identifies, evaluates, develops and closes new customers and expands business at existing customers. Identifies and assists in progressing biopharmaceutical business opportunities including new scientific and strategic partnerships, collaborations, licensing opportunities, joint ventures and alliances. Establishes and implements appropriate development strategies to support business objectives. Interacts with corporate contacts, facilitates communication, keeps tracks of milestones and identifies scope for enhancing these relationships.
Position Responsibilities:
- Negotiate and successfully close contracts for KBI services with Biopharmaceutical clients in the designated accounts/areas.
- Assist Vice President of Business Development with activities as directed.
- Identify new potential clients, qualify new sales leads, develop new client relationships, solicit RFPs, and manage the proposal process; Manage existing client relationships within accounts designated by VP of BD.
- Assist VP of BD with key client accounts as needed.
- Participate in trade shows and scientific meetings as directed including coordinating preparation for trade shows with KBI marketing, setup and teardown of booth, meeting with clients/prospects in the booth, and trade show follow-up
- Visit client sites to deliver KBI capabilities presentations, probe for opportunities, establish personal relationships, follow-up on proposals, and otherwise advance the sales process toward closure.
- Coordinate client technical visits to KBI sites including developing agendas, coordinating with KBI scientific staff, and arranging hospitality.
- Coordinate CDA and MSA review with client and KBI legal.
- Facilitate client Quality Audits and Quality Agreements with KBI Quality.
- Maintain and update CRM with opportunities status.
- Maintain industry awareness on all biopharmaceutical companies in the territory with respect to potential process development and manufacturing opportunities.
- Coordinate with management and other business development personnel to ensure that initiatives and decisions are consistent and complimentary.
- Able to react to change productively and handle other essential tasks as assigned.
Minimum Requirements:
- Technical Bachelor’s degree (science preferred) with a minimum of 9 years’ experience in business development in a life science industry.
- Track record of success in technical business development (contract services or capital equipment in a life sciences industry preferred).
- Experienced in business development fundamentals including prospecting for suitable clients, establishing relationships with new prospects, scheduling face-to-face meetings, delivering presentations, uncovering opportunities, soliciting RFP’s, delivering proposals, gaining solid feedback on proposals, understanding and addressing client objections, and closing contracts.
- Experience in working on complex life science projects involving multiple internal company personnel and client personnel with relatively long lead times (3-6+ months) is an asset; Experience in dealing with corporate partners and in negotiating and completing agreements is required.
- Excellent communication and interpersonal skills required. Must possess the ability to build positive internal and external working relationships in a team-based environment. Familiarity with biopharmaceutical manufacturing and regulatory requirements, and/or the ability to quickly learn and understand these processes and requirements is important.
- Ability to travel up to 50% or more to visit client sites, travel to KBI sites for client meetings, and travel to trade shows and scientific meetings.
Salary Range: $165,000-$195,000 plus a tiered commission structure
Salary range provided per current averages and expectations. The salary and job title for this opening will be based on the selected candidate’s qualifications and experience and may be outside this range. KBI has a robust total rewards strategy which includes an annual bonus structure for all employees, medical, dental, and vision coverage, paid PTO and holidays, 401K matching with 100% vesting in 60 days and employee recognition programs.
KBI Biopharma, Inc. is an EEO/AA employer and actively seeks to diversify its work force. Therefore, all qualified applicants, regardless of race, color, national origin, religion, gender, gender identity, sexual orientation, age, disability or veteran status, are strongly encouraged to apply.
I understand that neither the completion of this application nor any other part of my consideration for employment establishes any obligation for KBI Biopharma, Inc. to hire me. If I am hired, I understand that either KBI Biopharma, Inc. or I can terminate my employment at any time and for any reason, with or without cause and without prior notice. I understand that no representative of KBI Biopharma, Inc. has the authority to make any assurance to the contrary.
I attest with my signature below that I have given to KBI Biopharma, Inc. true and complete information on this application. No requested information has been concealed. I authorize KBI Biopharma, Inc. to contact references provided for employment reference checks. If any information I have provided is untrue, or if I have concealed material information, I understand that this will constitute cause for the denial of employment or immediate dismissal.
Originally posted on Himalayas