Overview
The work we do at FUJIFILM Diosynth Biotechnologies has never been more important—and we are looking for talented candidates to join us. We’re growing our locations, our capabilities, and our teams, and looking for passionate, mission-driven people like you who want to make a real difference in people’s lives. Join us and help create the next vaccine, cure, or gene therapy in partnership with some of the most innovative biopharma companies across the globe. Here, you’ll work alongside and learn from some of the most dedicated scientists, engineers, and manufacturers in the industry. We’re proud to cultivate a culture that will fuel your passion, energy, and drive—what we call Genki. Join us and discover a community that thrives on diversity and never scares away from a complex challenge. Here at FUJIFILM Diosynth Biotechnologies, you determine what’s possible.
This position will support a global scope with a warm territory across the Midwest so ideally you will be located on the Midwest or East Coast and be willing to relocate or travel to this area. This position sits within the wider strategic global commercial team where you will work with and support all sites located in North Carolina (Holly Springs and RTP), Texas, California, the United Kingdom and Denmark; but overall you will sit on the Midwest or East Coast.
External US
As we grow our community, our capacity, and capabilities significantly this year, we’re looking for passionate people to join our global team.
The Director, Business Development - Gene Therapy (internally known as Commercial Development Manager) will identify, manage the initial qualification, and close through the signing of a letter of agreement for new business. This position is required to sit on the Midwest or East Coast.
MAJOR ACTIVITIES AND RESPONSIBILITIES:
1. Know and understand our business and communicate that knowledge to potential customers
2. Establish relationship with technical and business leaders and technical experts within FDB to ensure full and timely support for new business acquisition
3. Ensure continuing flow of information to business and technical leaders about Territory, customer pipeline and new business acquisition efforts
4. Follow any procedures established for Sales and Marketing team, such as utilizing appropriate forms for client meetings, following proposal approval process, providing conference feedback using approved format, following procedures for travel booking, etc.
5. Meet the objectives defined in the annual sales plan
6. Support Sr. Director of Commercial Development (Director) and VP or SVP of Commercial in achieving departmental and company objectives.
7. Assist in development of an overall company sales plan
8. Provide regular updates on Territory and potential customers as required by management
9. Help Marketing develop and maintain an attractive, timely and effective marketing message and appropriate promotional materials
10. Assist in development of standard company business presentation and deliver such standard presentation at client meetings or as required by management
11. Maintain knowledge of assigned territory and develop relationship with potential clients:
12. Maintain awareness of potential market and business opportunities in the assigned geographic are (Territory) Prepare and keep current a marketing plan identifying potential customers, company pipeline, and key contacts in Territory
13. Establish and maintain contact with decision-makers and influencers within companies in Territory
14. Stay abreast with latest development in Territory, including rounds of financing, M&A, partnerships, clinical trials, etc.
15. Keep current and potential clients informed about latest initiatives and events at FDBU, such as investments in capacity, technology, acquisitions, innovation achievements, presentations at major industry events, etc.
16. Keep Salesforce database and Sharepoint up-to-date
17. Update Salesforce database timely with new contacts and new information about customer companies and opportunities.
18. Weekly, update the status and expected program start date for opportunities with medium and high probabilities
19. Maintain Sharepoint folders for clients including RFP and other technical documents received from clients, proposals and revisions, blueprints and revisions, and any other relevant information
20. Manage contract negotiations for clinical programs
21. Manage contractual agreement negotiations from issuing the contract template to contract signature
22. Assure that contracts are negotiated and signed timely
23. Support existing programs
24. Stay aware of program status for existing clients in Territory
25. Support the Program Management and execution team as required by management.
26. Stay in regular contact with clients and maintain awareness of client pipeline and any potential follow —up business; ensure that we are always considered for any new program from client portfolio
27. Provide client with updates on new developments with us, such as new acquisitions or investment into capacity or technology, innovation programs, or participations in major industry events Provide business leadership for proposal development:
28. Lead clients business and technical conference calls and client visits; decide on catl/visit participation and schedule calls and visits
29. Lead business discussions with potential clients
30. Oversee development of proposals and other responses to customers' inquires (e.g. RNs)
31. Provide guidance to Sates Development Managers (SDMs) on clients' requirements, sensitivities, and required scope of proposals
32. Ensure that proposal fully address all clients' requests or questions, and are written in clear, proper English
33. Write executive summary for proposal and deliver proposals to customers
34. Ensure that proposals, blueprints are timely uploaded to Sharepoint; update Salesforce upon issuing of a proposal
35. Provide support to Sates and Marketing group:
36. Participate in tier meetings, sates team meetings and other regular company meetings
37. Provide weekly update on changes in Territory and with prospective clients
38. Provide visibility to the team of travel plans, conference and event participation, and client visits
39. Share information about t innovation in sales and any industry news or developments that can strengthen team's and company’s ability to win more or new business
40. Keep awareness of competitors in your Territory and share information relevant for the team Lead meetings or projects as requested by Director.
41. Represent company at conferences, trade shows and other industry events.
42. Develop conference/tradeshow attendance plan as part of Territory marketing plan.
43. Deliver company presentations at conferences/trade shows when appropriate
44. Take ownership of company exhibit/booth at conference and tradeshow; set up exhibit/booth, provide company information including innovation initiatives and industry differentiation to booth visitors, ensure that the booth is taken down and shipped at closure of the event.
45. Interact with conference/trade show organizers to secure any presentation and speaking opportunities for technical or business experts
46. Support technical or business experts during and after their presentations at events by interacting with audience and providing relevant information
47. Actively seek new contacts with potential clients from Territory by attending their presentations and/or interacting at conference events.
48. Maintain awareness of competitors presenting or exhibiting at conferences/trade shows; attend presentations and visits booths; report on new offering, any innovation projects and change in marketing or business strategy, new sales team members and new technical experts, etc.
49. Other Requirements
50. Be willing to travel to customers within their territory and to Company sites in support of sales process. (Travel may average as much as 50% of time in any period and may include international travel.)
51. Be able to interact with customers at different levels within the customer's organization from middle management through senior executives
52. Possess analytical skills to evaluate and prioritize opportunities in their territory that are potential new business for the Company worldwide
53. Continue development of technical and business knowledge about company offerings and intra-company initiatives, and sales process innovations, biotechnologies
Background Requirements
54. Master’s or Ph.D degree in science, engineering, or business preferred.
55. Bachelor’s degree required (emphasis on gene therapy preferred)
56. Minimum four years of experience in sales for API contract manufacturing organization, or equivalent experience required.
57. Minimum eight years relevant experience in sales, marketing, business development, and/or technical biotechnology area.
58. Prior P&L experience required.
59. Knowledge of major legal issues confronting the biopharmaceutical industry and experience reviewing contracts.
60. Ability to work in an environment that requires teamwork and the entrepreneurial/start-up mentality of “doing whatever it takes to get the job done”
The US salary base range for this position is $145,000 to $180,000 + Sales Incentive Plan. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience.
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