Senior Director Business Development

Overview

The Senior Director, Business Development expand Biology Division business in US as part of the broader Business Development team, through proactively managing the sales process, following up on leads, filling the pipeline to meet the yearly revenue targets for the region whilst demonstrating WuXi AppTec’s core values and complying with Company Policies. Leading and managing a team to achieve Division targets, provide exceptional customer service and to build capabilities in the regionPlease note the location of this job is remote / work from home. Overnight travel requirement is approximately 50%.

Responsibilities

• Develop and lead an engaged and high-performing team, and implement process, methodology and infrastructure that delivers repeatable success.
• Develop, align, and execute an annual business plan that delivers the targeted revenue goals.
• Establish a professional rapport with internal functional leaders,as well as market-leading customers to remain forward-facing in providing feedback on innovative internal processes and market demands. Customer engagements should be regular for the purpose of informing the organization of strategic and tactical performance.
• Identify key decision makers relative to WuXi Biology business for potential contact
• Daily prospecting to get new leads
• Identify issues that could jeopardize the partnership; pose solutions
• Maintain excellent relationships with internal business partners at WuXi
• Create new opportunities and develop new relationships to expand and grow our customer base.
• Point of contact for WuXi Biology and customers; ensure communication channels; pro-actively identify areas of growth opportunity; ensure stable relationship with customers and potential customers.
• Facilitates and supports teamwork to achieve common goals across WuXi Biology unit and be open for mentoring to effective techniques and sales strategies.
• Identify key decision makers relative to WuXi Biology business for potential contact
• Qualify leads and present opportunity(ies) to their manager and WuXi Biology technical team.
• Facilitate business meeting with WuXi AppTec with proper agenda, attendees, focus on opportunity and follow-up; meeting summary and action items
• Project a professional image of WuXi Biology as a solutions provider with clearly articulated messages
• Support proposal negotiation to close the contract as defined by supervisor
• Maintain excellent relationships with internal business partners at WuXi
• Effective communication skills both internally and externally to ensure teamwork to achieve common goals across WuXi Biology unit and be open for mentoring to effective techniques and sales strategies
• Represent WuXi Biology at trade shows and conferences.
• Responsible for creating and managing all aspects of the customer relationship.
• Proactively works to optimize the tracking and recording of business opportunities and progress towards KPIs.
• Develops own network through local and other networking and partnering meetings.
• Supports the team to demonstrate WuXi AppTec’s core values and complies with Company policies.
• Establish professional rapport with internal functional leaders as well as market leading customers to remain forward facing in providing feedback on innovative internal processes and market demands. Customer engagements should be regular for the purpose of informing the organization of strategic and tactical performance.
• Facilitate customer travels to China
• If local, 40% out-of-office travel day visits (not overnight) to clients plus up to 20% overnight travel to attend conferences. If remote 25% travel overnight to visit clients and attend conferences.​
• Other duties as assigned.

Requirements:

• Leads and develops team.
• Achieves assigned sales quota.
• Achieves assigned KPIs
• Achieves assigned supplier and customer onboarding goals.
• Meets assigned expectations for profitability.
• Achieves new account acquisition targets.
• Completes required training and development objectives within the assigned time frame.
• This position requires frequent travel (car, train, plane). Percentages indicated above.

Qualifications

Experience / Education:      

• Minimum of a bachelor’s degree in life sciences (preferably in biology or chemistry)

• 10+ years of industry experience and at least 7 years of CRO BD experience

• At least 3 years of experience leading a team of remote workers

 

Technical Skills /   Knowledge:

• Demonstrates a broad understanding of discovery biology leading to candidate selectio