Director, Sales & Business Development (Large Pharma)

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 Director, Sales & Business Development role is responsible for growing business relationships with Large Pharma and is accountable for results in a dynamic and fast-paced environment.  Objectives are to expand our large pharma client network and build relationships within and navigate the matrix organization of large companies to drive strategic deals, sales volume and profitable revenue for the Commercial organization.   Our offerings will span across our technology platforms, Process and Analytical Development, Drug Substance and Drug Product offerings from pre-clinical to late phase / commercial supply across five modalities (Cell/Gene/Nucleic Acids/Biologics/Vaccines).

The role is responsible for building an active funnel of new large-pharma relationships and open opportunities to facilitate continuous business generation. Ability to generate new (pre-)clinical phase and commercial business prospects, with demonstrated ability to maintain and grow strategic customer relationships within large pharma and ‘big biotech’ companies.  Position responsibilities include use of technical knowledge and experience to drive new relationships and grow large pharma accounts for the Commercial organization. 

This position is field based and requires up to 50 percent travel.  The position requires superior leadership behaviors of the Resilience core competencies, as well as expertise in the functional competencies included in this position profile. This position will serve across franchises and should set an example for the franchise S&BD teams on how to professionally build new client relations with a theme of developing true partnerships for mutual success.

Position Responsibilities:

• Ensure revenue targets are met and / or exceeded. Manage the P&L of the site together with site head.

• Acts as day to day commercial and business escalation for Cell Therapy within RESILIENCE, serves active role in governance of customer relationships and site on respective PAD and manufacturing SLT (s).

• Business acquisition process for introduction of new and existing products. Maintain an active funnel of opportunities to meet and / or exceed the short, mid and long term business objectives of the site and franchise.

• Lead development and execution of the commercial and business strategy in the Cell Therapy Franchise

• Create offerings and value proposition to meet the needs of small, mid and large pharma & biotech

• Manage commercial input for capital projects and ensure decisions are aligned to the market, business and portfolio management decisions.

• Develop plan for generating and qualifying leads with Marketing. Work with Sales & BD team to ensure follow up, provide sales and technical tools and assistance in the selling process.  

• Identify and deliver new business opportunities to grow the business

• Set guidance for pricing and terms and conditions, and provide back up and oversight of the sales and business development team in issuing project proposals to customers negotiating contracts.

• Play a leading Commercial role in development and acquisition of Cell Therapy Biomanufacturing Tech Platforms

• Market Visibility: Actively represents at trade shows and conferences, through membership in industry organizations and through appropriate dialog with the press.

• Represents commercial and business for Cell Therapy  at S&OP and manage budget planning meetings

• Responsible for full demand overview of pipeline / portfolio funnel

• Input Commercial/Finance data into systems as required and report as to financials and progress towards goals

• Provides weekly and monthly updates to management on the progress of sales and business development activities, the overall portfolio, issues and an outlook on sales and profitability for the current and future years

Minimum Qualifications:

• Demonstrates strong account management, negotiation, project management, customer relationship skills, and communication skills

• Able to build strong and motivational relationships with sales & BD, marketing and operations teams and demonstra