Senior Director Business Development

About the role

The Senior Director of Business Development will 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.

Essential Job Functions

• 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 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
• Create new opportunities and develop new relationships to expand and grow our customer base
• Identify key decision makers relative to WuXi Biology business for potential contact
• Daily prospecting to get new leads
• Qualify leads and present opportunities to his/her manager and WuXi Biology technical team
• Facilitate business meetings 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 contract as defined by supervisor
• Point of contact for WuXi Biology customers; ensure communication channels; proactively identify areas of growth opportunity; ensure stable relationship with customers and potential customers
• Identify issues which could jeopardize the partnership and propose solutions
• Maintain excellent relationships with internal business partners at WuXi
• Facilitate customer travel to China
• Effectively and professionally communicate with both internal and external stakeholders
• Facilitates and supports teamwork to achieve common goals across WuXi Biology unit and be open to mentoring to effective techniques and sales strategies
• Other duties as assigned

Travel Requirements

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.

Requirements

• Leads and develops team
• Achieves assigned sales quota
• 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

Experience / Education

• Minimum of a bachelor’s degree in life sciences (preferably in biology or chemistry) with 5+ year industry experience and at least 7 years of business development experience preferred
• Experience leading a team of remote workers
• Experience in CRO is required
• Prior track record of achievement in positions with significant accountability

Technical Skills / Knowledge

• Demonstrates a broad understanding of discovery biology leading to candidate selection and preclinical development
• Demonstrated ability to couple business insight, understanding of market dynamics, and ability to translate business opportunity and business growth
• Able to close deals by effectively utilizing internal resources
• Demonstrated abilities in the area of listening, negotiations, teamwork, and persuasiveness
• Coordinates with other BDs or scientific counterparts to provide appropriate solutions to clients
• Track record for handling difficult situations and posing solutions that led to turnaround or success

Independence/ Accountability

• Independently identifies potential prospects
• Demonstrated ability to work under pressure
• Coordinates with other BD and scientific counterparts to provide appropriate solutions to clients
• Assist Manager with territory market analysis
• Assist the Manager with conference planning and follow-up strategy
• Marketing to ensure coordination of efforts and ensure good communication with all parties

Communication Skills

• Interpersonal skill set for effective listening, dialog and interactions
• Timely communication internally and externally

Leadership

• Independently identifies potential prospects
• Demonstrated ability to work under pressure
• Coordinates with other BD and scientific counterparts to provide appropriate solutions to clients
• Assist Manager with territory market analysis
• Assist the Manager with conference planning and follow-up strategy
• Marketing to ensure coordination of efforts and ensure good communication with all parties

Problem Solving

• Possesses proven experience in creating or capitalizing on opportunities leading to successful outcomes, ideally with Business Development relevance

Equal Opportunity Employer

This position is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.