(Senior) Director Business Development

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
• 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
• Achieves assigned expectations for profitability
• Achieves new account acquisition targets
• Completes required training and development objectives within the assigned time frame

Qualifications

• Minimum of a bachelor’s degree in life sciences (preferably in biology or chemistry) with 5+ years of 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
• This position may require frequent travel (car, train, plane)
• Candidates must have a valid driver’s license and passport
• PC proficiency
• Demonstrated success at managing multiple opportunities and projects simultaneously
• 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: Demonstrates the ability to be a self-starter, functions in a self-motivated and highly flexible manner, must be organized and detail-oriented, able to work effectively as part of a team and to exhibit effective interpersonal skills, able to accomplish the described duties with the use of appropriate computer equipment and software (especially Microsoft Word, Excel, Outlook, PowerPoint and CRM tool), able to develop and implement sales strategies and tactics
• Problem Solving: Possesses proven experience in creating or capitalizing on opportunities leading to successful outcomes, ideally with Business Development relevance
• 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