Director, Business Development - Nasal Delivery

Director, Business Development, Nasal Delivery

Position Summary

Catalent is a global leader in providing integrated services, superior delivery technologies and manufacturing solutions to help life science innovators develop and launch successful pharmaceuticals, biologics and consumer health products.  It is an exciting time to join Catalent as we are committed to becoming a premier player in the inhalation market and are seeking a dynamic business development/salesperson to join our growing team.

Reporting to the Vice President of Business Development, Inhalation, the Director, Business Development - Nasal Delivery is responsible for identifying, negotiating, and closing development and commercial business for our nasal drug delivery business. This includes nasal unit, bi and multi-dose nasal as well as our analytical offerings for both nasal liquid and powders. The role has strong day-to-day interactions with the Inhalation leadership team, Corporate Marketing, Sales, Sales Operations, and Commercial and Site Operations teams.  This individual will be responsible for the entire U.S. as well other global clients.  The position has a solid focus on acquiring new customers from pharma and emerging biotech companies. This position will additionally build trusting and collaborative relationships with internal and external teams to ensure that strategic relationships are developed for the Inhalation franchise.  

This person is expected to drive significant growth for Catalent and play a key role in building Catalent’s brand in the nasal marketplace. This role will ideally be based in a key city on the East Coast, preferably Raliegh/RTP area in NC. Additional locations will likely be considered.

The Role (daily responsibilities)

With a focus on growing our business, sell Catalent services into new accounts to contribute significantly to the achievement of Catalent’s revenue and profitability targets. This individual will focus on companies with active nasal molecules in development. Create new sales opportunities by utilizing resources available to you internally (Inside Sales Group, Salesforce, Rx Pipeline tool, Zymewire and others) and collaborating with other business development colleagues to cross sell into accounts. By the same token, the business development executive will utilize his/her own external network units to create new leads and gain access to key decision makers.   Develop and execute sales plans (effectively utilizing Miller-Heiman sales methodology) to identify, qualify, pursue and close new nasal clients that have active development programs in clinical and commercial phase to achieve revenue and new business objectives. Serves as a leader of the business development function for Catalent Inhalation team, responsible for overseeing broader capabilities knowledgeably and effectively with customers, in order to generate cross-sell opportunities and craft value-added solutions for customers across technologies. Manage effective communication of the Catalent value proposition and partnership expectations with both prospects and clients. Develops and executes short- and medium-term growth plans key targets and accounts, in concert with the Inside Sales, Sales Operations, Commercial and Marketing teams in Catalent. Leads client contracting discussions and negotiations, including complex development and commercial supply agreements, in partnership with N. America team members, strategic account teams, Commercial, Operations, Finance, Legal and senior leadership, as appropriate.

Support and prepare development and commercial proposals working closely with R&D and negotiate these proposals. Responsibilities may include negotiation of new development and commercial supply quotations, support specific sites on business/commercial issues and support of R&D groups to structure proposals as programs move through various stages of development to commercialization. Provide input into pricing strategy with assigned customers; Provide business and overall relationship management support to existing development and commercial programs. Engages the appropriate site personnel and Subject Matter Experts (SMEs) to develop the demonstration / presentation strategy for our key services with an emphasis on our high growth services identified in our strategic plan. The expectation is that all client-facing members of the business development team can speak knowledgeably and confidently to Catalent’s services Strong execution of phone/web/in-person meetings, follow-through, contracting and transition to the requisite implementation teams Ensure compliance with reporting processes and tools, and maintain open communication throughout the organization, especially in regard to cross-site a