Director- Business Development, Consulting Services

Cryoport Systems is the life science industry’s most trusted provider of supply chain solutions for temperature-sensitive materials, serving biopharmaceutical, IVF and surrogacy and animal health organizations around the world. Cryoport Systems' proprietary Cryoport Express® shippers, Cryoportal® Logistics Management Platform, leading-edge Smartpak™ Condition Monitoring System and geo-sensing technology paired with unparalleled logistics expertise and 24/7/365 customer support, make Cryoport Systems the end-to-end temperature controlled supply chain partner that you can trust.

POSITION SUMMARY

The Director – Business Development, Consulting Services is responsible for the total Consulting Services global revenue target. In this role, the Director-Business Development, Consulting Services will support the existing business development teams in evaluating and closing opportunities. In partnership with the Global Business Development team, the Director-Business Development, Consulting Services will source and close critical business opportunities. The Director-Business Development, Consulting Services will provide thought leadership on the overall go to market approach and help guide the organization on what overall solution is needed to be a market leader. This role bridges technical expertise and business development, helping clients understand, adopt, and optimize risk mitigation, qualification and validation solutions that meet regulatory and quality standards. It is the responsibility of the Director-Business Development, Consulting Services to secure business relationships that result in revenue production for the company’s Consulting Services breadth of offerings (custom packaging, shipping risk assessments, shipping studies, shipping lane validations/qualifications, packaging qualifications (thermal and physical) etc.). This individual, in addition to owning the total Consulting Services revenue target, will also contribute to the development, promotion, and management of the Company's consulting solutions and/or services by performing the following duties.

PRIMARY RESPONSIBILITIES (include but are not limited to)

• Subject Matter Expert

o Serving the role of Subject Matter Expert in the selling and business development process individually and in support of the global business development team

o Comprehensive understanding of the entire suite of Consulting Services offerings to represent the capabilities of the team, the value the client and as a resource for the entire business development team globally

o To undertake any other duties as required to support the growth and revenue targets globally for Consulting Services and collaboration with all Business Development teams globally.

o Collaborate with internal teams to translate client needs and expectations into reality; develop industry knowledge and maintain awareness of industry trends; perform other duties as assigned by management to meet the dynamics of the life sciences business environment to further opportunities for Consulting Services.

o Work seamlessly with the Consulting Services teams, especially the Sr. Director, Consulting Services, to keep up to date with all Consulting Services offerings, value propositions, deliverables, key qualification information, and case studies/previous projects and impacts.

o Willingness to learn all aspects of the Consulting offering and team and drive/motivation to continuously build knowledge of the industry, risks, regulatory, and other relevant disciplines to best sell consulting and be the SME for the team.

• Consultative Selling

o Proven competence in consultative selling to deliver results and build client relationships.

o Ability to quickly assess client challenges and needs (even if not directly articulated by the client) based on what the client has provided, its stage of development, the therapy type, shipping systems utilized, packaging and product packout, shipping lanes, courier experience and expectations, etc.

o Develop Strategic plans to penetrate the market and create a robust pipeline of Consulting Services projects in partnership with the Global BD teams.

o Participate in activities, such as teleconferences and client visits, as needed, to obtain required information to complete pricing proposals.

o Communicates directly with end-customer contacts; participates in end-customer meetings (alone or in collaboration with the global BD team.

o Function independently to influence the decision-making process of potential clients and develop strategies which anticipate client objections or ambivalence.

• Sales Team Collaboration

o Collaborate with Global Business Development team to ensure