Senior Director, Regional Lead of Sales and Business Development (West Coast)

A career at Resilience is more than just a job – it’s an opportunity to change the future.

Resilience is a technology-focused biomanufacturing company that’s changing the way medicine is made. We’re building a sustainable network of high-tech, end-to-end manufacturing solutions to better withstand disruptive events, serve scientific discovery, and reach those in need. 

For more information, please visit www.resilience.com

Position Summary:

The Senior Director, Regional Lead of Sales and Business Development (West Coast) is responsible for oversight and leadership of the assigned regional territory and is accountable for results in a dynamic and fast-paced environment to drive profitable revenue for the Commercial Services Organization modalities including Biologics, Gene Therapy, Cell Therapy franchise across our technology platforms, Process and Analytical Development, Drug Substance and Drug Product offerings from pre-clinical to late phase / commercial supply. He/she is responsible for a team of Sales and BD personnel and will build an active funnel of open opportunities to facilitate continuous business generation.

Ability to provide guidance and manage generating new pre-clinical/clinical phase and commercial business prospects, with demonstrated ability to maintain and grow strategic customer relationships within small-mid-large pharma and biotech companies.  The Regional Lead Sales and Business Development uses his or her technical knowledge and experience to drive leads and grow accounts for the Commercial Services organization.  This position is field based and requires up to 50% travel.  The position requires superior leadership behaviors of the RESILIENCE core competencies and non-negotiables, as well as expertise in the functional competencies included in this position profile.

Position Responsibilities:

• Manages a team of Sales and BD members, tracks metrics against deliverables.  Supporting team members in execution of new and existing business goals.

• Leads sales & business development strategy for West Coast Commercial Services. Cultivates relationships, identifying opportunities and new business development skills are critical. Plans and implements strategy for acquisition and management of business from small-mid-large sized pharma and biotech companies.

• Researches, identifies and develops new early / late clinical phase and commercial development and manufacturing prospects from multiple sources including outbound leads from cold calling and email campaigns and inbound leads from the company web-site.

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

• Owns lead generation and conversion for early / late clinical phase and commercial 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, proposal value proposition and pricing creation, follow-up on proposal, terms and conditions/contracting, and negotiations.

• Serves as a subject-matter-expert for Biologics, Gene Therapy, Cell Therapy and Vaccines development and manufacturing, and leads and mentors his/her team of  Sales and Business Development colleagues.

• 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.

• Works closely with Commercial Development to ensure deals are in-line with the needs of the business segments.

• Accountable for closure of the deal 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 the Customer Relationship Management system (ie 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 execute marketing campaigns and analyze inbound marketing data/trends to drive new business.

• Researches, identifies and develops new commerc