Position Profile:
Position Grade: The position level varies from Director to Sr. Director, determined by the candidate's background and qualification.
Work Location: Greater Boston area or elsewhere within Massachusetts.
Must Haves:
- Prior experience in CMC-related business development or activities, with a solid understanding of the CMC process and general knowledge of APIs.
- Experience in business development within the small molecule sector of CDMO/Biotech & Biopharma companies.
- Established network of key contacts in CMC/Sourcing among clients, with demonstrated ability to nurture client relationships and effectively secure sales orders.
- Self-driven, proactive, and highly goal-oriented, with the ability to independently prioritize, take ownership, and continuously drive results.
Responsibilities:
1. Business Development & Market Expansion
- Identify, develop, and execute new business opportunities with Biotech & Biopharma companies seeking CDMO/CRO services.
- Develop and manage a strong sales pipeline by identifying potential customers, qualifying opportunities, and driving projects from initial engagement through contract execution.
- Expand Porton’s market presence and brand recognition through industry networking, customer engagement, conferences, and business development activities.
- Represent the company at industry events, customer meetings, and business forums to promote Porton’s capabilities and collect market intelligence.
2. Strategic Customer Relationship Management
- Develop a long-term, trusted relationships with key customers and strategic partners. Understand customers’ funding status, and pipeline progress to identify growth opportunities and drive sustainable business growth.
- Develop a deep understanding of customer needs, challenges, and project requirements to deliver tailored solutions and enhance customer experience.
- Provide voice-of-customer insights to internal teams and continuously contribute market feedback to strengthen Porton’s value proposition.
- Partner with scientific & project delivery teams and internal functions to ensure successful business transition and delivery aligned with customer expectations and company profitability goals.
3. Commercial Strategy & Business Execution
- Lead commercial discussions, including proposal development, pricing strategy, and negotiation, ensuring accurate, competitive, and timely proposals.
- Manage business performance, including revenue targets, budget planning, and expense strategy, to support overall business objectives.
- Ensure client projects are executed in accordance with contractual commitments and customer expectations.
4. Market Intelligence & Competitive Strategy
- Conduct market research and competitive analysis to understand industry trends, customer needs, competitor capabilities, pricing strategies, and market positioning.
- Translate market insights into actionable business strategies to enhance Porton’s competitive advantage and identify new growth opportunities.
- Monitor industry developments and emerging opportunities within the Biotech & Biopharma markets.
5. Marketing & Pipeline Management
- Collaborate with Marketing teams to develop campaigns, analyze market trends, and optimize lead generation activities.
- Utilize CRM systems to accurately manage and track leads, customer interactions, opportunities, proposals, business development activities, and project pipelines.
- Maintain accurate business forecasts and provide regular updates on pipeline status, opportunities, and market developments.
Knowledge & Skills:
- Good Knowledge of CMC, cGMP, API, and the drug development process for small molecules.
- Proven track record in selling products or services, with exposure to a variety of sales techniques applicable to biotech or biopharma clients.
- Excellent presentation and communication skills with the ability to clearly and effectively share information about products or services with a range of external parties including prospective customers, partners, and vendors.
- Customer dedication to relentlessly seek and distill solutions from complexity.
- Demonstrates sharp intellectual capabilities with strong skills in analysis, synthesis, comprehension, and critical thinking.
- Mindful listener and communicator (written and oral) with a high degree of affinity.
- Highly resilient, with the ability to withstand pressure and bounce back from challenges.
Requirements:
- Bachelor’s degree or higher in Chemistry, Pharmacy, Pharmaceutical Sciences, or a related field. A PhD degree in organic chemistry is preferred.
- At least 10 years of business development experience in the CDMO/CRO industry.
- Ideally have an existing solid client network, positive relationships, and knowledge of agreement execution.
- Must demonstrate exceptional hunting abilities including business acumen, political astuteness, influencing
egotiations, decision-making ability, conflict resolution, and positive motivation and courage.