Execute Business Development plans in close coordination with Research Chemistry Service (RCS) leadership, leading to identification, penetration, and growth of business and accounts in the assigned region. The Senior Director Business Development drives sales growth in close coordination with Research Chemistry Services leadership, penetrating certain assigned customers with significant growth opportunity, as assigned by management. The Senior Director Business Development closes and implements growth opportunities with companies in the territory by interacting with customers and prospects through face-to-face meetings, and is responsible for achieving an assigned purchase order (PO) goal. The Senior Director Business Development will also manage and support other RCS BD in the region to ensure close alignment of effective activities to drive new business growth.
- Identify potential business prospects (leads) in the region across pharma, biotech, VC, non-profits, research institutes, agricultural, and veterinary sciences
- Identify key decision makers relative to Research Chemistry Service (RCS) business for potential contact and collaboration
- Qualify leads and present opportunity(ies) to the technical team and Research Chemistry Services senior leadership
- Facilitate business meetings with proper agenda, attendees, focus on opportunity, and follow-up; meeting summary. Present Research Chemistry Services as a solutions provider with clearly articulated messages
- Support proposal writing with the technical team with emphasis on consistency, quality of proposal, and presentation of proposal to customers
- Support proposal negotiations to close contracts
- Point of contact for Research Chemistry Services and key customers; ensure communication channels; proactively identify areas of growth opportunity; ensure stable relationship, identify issues which could jeopardize the partnership; propose solutions
- Effective representation of Research Chemistry Services at various meetings/conferences; event planning, and execution
- Provide advice and solutions on complex matters using in-depth professional knowledge, acumen, concepts, and models in creative and effective ways
- Work with senior leadership during crisis management.
- Identify and network with stakeholders, including key contacts outside own area of expertise. Maintain excellent relationships with internal business partners at WuXi.
- Facilitate customer travel to China
- Manage and support the development of other RCS BD
Experience / Education:
- Minimum of a Bachelor’s degree with 5+ years industrial experience, with at least 3 years business development experience preferred, and prior sales leadership.
- PhD or Master's in Chemistry is highy preferred
- Experience in selling drug discovery services is required
Knowledge / Skills / Abilities:
Technical Skills / Knowledge:
- Demonstrates a broad understanding of discovery leading to candidate selection and preclinical development
- Understands the interrelationships of different disciplines
Independence / Accountability:
- Demonstrates the ability to be a self-starter
- Functions in a self-motivated and highly flexible manner
- Able to work independently
- Must be organized and detail-oriented
Problem Solving:
- Possesses proven experience in creating or capitalizing on opportunities leading to successful outcomes, ideally with Business Development relevance
- Understands and can work on complex issues where analysis of the situation or data requires an in-depth evaluation of variable factors
Leadership Activities:
- Independently identifies potential prospects
- Coordinates with other BD and scientific counterparts to provide appropriate solutions to clients.
- Marketing to ensure coordination of efforts and ensure good communication with all parties.
Communication Skills:
- Interpersonal skill sets for effective listening, dialog, and interactions
